Sales Meeting Monday, 3-3-2014
This years view of the market projected the same numbers of closed deals in 2014 as in 2013. Agents that left the business in 07,08,09,10,11 are coming back into real estate. Sellers that would not previously use unskilled or new or newer agents relatives, family close friends (because they had to sell) during those year are listing with relatives now. So there are more agents eating from the same size pie. Most cold calling phone numbers are landlines. Many people with land lines got rid of them to cut costs. Most people use cell phones. If your land line rings who do you think is calling?
What is happening in market now?
We are losing listings to family and friends of the people who own the property. When we prospect even with mojo or other calling systems we are not getting enough contacts because people are not picking up the phone. Your goals made what you made last year… but now you need to do more to make more then you made last year. What do you have to do? Look at your numbers so far. During the 1st 8 weeks of the year you took how many listings sales, buyers sales, worked on how many scripts? 2 months down the road…how many listings have you taken so far this year? How many listings sold and how many buyer sales? How many pendings do you have and how many listings do you have…. how many previews have you gone on and how many expired’s have you seen at the door? What scripts have you worked on and how many hours of practice have you put in?
What are you on track for? Actual days? 59 Wk days, 42Weeks, 82 appt per week? 16 apt. 42 x 5 = 210 previews, 42x 5 = 210 exp at door, 420 x 10 = 4200 doors x 30% 1260 contacts. Looking back if you did all those activities, what was possible? What got in the way??? Your head?
What are you on track for? What % of what you do and how you do it begins with your mindset? What % can we agree on? How much time do you spend daily on working on your mindset? If we agree that our performance is greatly influenced by our mindset and our attitude why aren’t we spending 10,20, 50% of our time on fixing how we think? Here are 3 commonalities salespeople have:
1. They think they are the only one with that problem.. Question who here needs more listings? Who here could use more work on their scripts? Who here sometimes does not feel like working? Who here does not feel like door knocking? Who here has some kind of money stress in there life today?
2. Sales people usually exaggerate their problem. We make ourselves crazy thinking oh my gosh…look at all my problems or the size of this issue all to find that there was an easy fix or why didn’t I think of that? When I get that way, I write down the things on my mind. When I do, they look smaller and there are usually less of them.
3. They believe the problem is permanent. I can’t get listings so I will never get a listing again so there is no one is buying. Or I will never make another sale….I had 2 deals fall out and I will never get out of this rut. Lets take 10 minutes 3 to 5 times each day to work on our mindset. Read….Listen to tapes… re-listen to my daily mindset calls..have a positive mindset buddy.
Let’s push in March. There are days 31 days to do a 5510 plan. Fill this out for yourself and commit to it:
I will go see ____ previews.
I will go see _____ expired’s at the door.
I will door knock ____ doors.
Phone blitzes I will attend _____.
I will go on ____ appointments.
We all have 168 hours in a week, 24 hours in the day and 7 days in the week. Ramp up March and get into March madness.
Re-commit to making 2014 your best year and to do what you need to make March the month by which all other months will be measured:
Remember…..
1. You are important.
- Your family needs you and expects you to make money
- Your clients need you to know the market and advise them correctly
- You have the power to be a competitive agent who is a professional in the field of real estate sales
- You can control the market with more listings
2. Everybody needs to go on 2 listing appointments this week. How?
- Go to the office Blitz
- Door knock
- Schedule lead follow up
- Role play at least 4 times per week
- Schedule Positive affirmations everyday
- Review your goals
- Follow the 5510 plan
Today Matters!
