Salescoach - With 25 years in the real estate industry, provides a range of specialist services to help you make more sales.
is here but you have to make it happen for you
is traditionally a season where business peaks. Maybe it's the
warmer weather, maybe it's the desire to move before Christmas,
or maybe 't's just that sellers feel their homes will look better
in the Spring.
This presents a great opportunity for those offices and sales
people who have prepared. This traditional surge can provide
the opportunity to really build your business and income, so
long as you are not taking it for granted. If you have not done
so already, now is the opportunity to prepare a focused activity
regime until Christmas.
If you want to change your business outcomes -
not set up a specific set of goals for October, November and
Now is the time to set up a regime of activity that stretches
you into new performance areas. With the summer holidays not
far away, you know there is a break coming late December so
you know it's not for-ever.
a breath and sit down to work out what you are going to achieve
for this 3 month period. Remember there is a holiday coming
at Christmas where you will be able to recover. Whatever you
goals there will be other expenses over the summer anyway -
seems to be a tradition of Christmas that none of us escape.
The key here is to maintain a focus on the key tasks until the
go on holiday until the holiday arrives!
write down your income targets for this period:
How much money will you require to be ahead of the game
and have a great holiday?
How many sales is that?
How many Listings is that?
What type of listings?
Are you an Auction expert?
How much Advertising budget will you need and who is
So how many Listings will you get with increased advertising
What Activity will you engage in to make this happen?
How many Listing Presentations will that take?
How will I find these potential vendors?
What is my marketing - prospecting strategy to ensure
I make contact with enough people?
How many mail-outs?
How many phone calls
How many face to face meetings?
Which Advocates of mine am I tapping on the shoulder?
Can I use e-mail to make contact with more prospects?
How will I keep track that I'm on track?
Contract with your manager or coach, to be held accountable
for the activity that will make it happen. Meet daily if need
be and check you are sticking to your plan.
with your Manager/Coach that you have the key tasks required
and in sufficient numbers. So how many people will you talk
with each day?
Set yourself stretch goals - speak with at least 30 people a
Change your listing Strategy.
In this busy market it is crucial that your vendor receives
the advantages of being exposed to the total market - not just
the buyers you already have. One way to meet more prospects
is to market your listings thoroughly. To sell a new listing
in this market in the first few days denies your vendor access
to the whole market of buyers, and you the opportunity to meet
new prospects. If you are in a Sellers market right now remember
that the odds of the first offer being the best offer are reduced
to 20/80, not the 80/20 of the Buyers market.
Look after you whilst you focus on work at a new level
Remember that when you are taking a focused and more urgent
approach to your real estate business, that you will need to
look after you as well.
Plan your days off in advance and stick to them
Watch your diet and make sure you don't over-do the carbohydrates.
Make sure you get enough protein in your diet. Watch-out for
the risks inherit in overworking and any developing reliance
on caffeine and energy drinks. Up you water in-take and get
that exercise programme or gym attendance up and going. You
need to be in fighting fit condition to take full advantage
of this market. Remember you have a partner and family and you
must continue to set aside time for them. Make sure you discus
with your partner your new focus and get agreement with them
for this period. If you are going to make a difference some
things have to change. Don't do this alone - get your partners
agreement and help.
Set yourself smaller targets - weekly, with rewards and punishments
in place. If you stick to your plan each week you can have a
meal out or take in a movie. Failure to stick to the plan means
you forgo the treat. You can set daily targets that have a reward;
such as if you have to have a coffee each day, then, set yourself
a minimum number of calls to make before you can have that coffee.
Use this period to launch Next Year
By working right through you will maintain your activity regime
right up to Christmas. From late November you will need to make
a decision about holding off your new listings until the New
Year. Take a look at your market place - some of you will be
in centres where the summer holiday is your peak time and your
break will be in the winter. For those of you in metropolitan
centres it is likely that the buyers and sellers all leave town
for a few weeks.
But you need to be ready to launch with a flourish in the New
Year. It's too late at Christmas to plan that - now is the time
to start preparing listings to bring to the market in the middle
of January. This way you can avoid the old custom of - a month
off takes a month to start up again. That's nonsense if you
plan it right. The key is to keep working until the last day
of your plan - not mentally leave and have your head on holiday
a week or two before the time.
Clear your head from the office "herd" Beware the pre-holiday
behaviour of the lesser performers in your office. These people
like to take lots of lunches and long coffee breaks and their
best defence of their behaviour is to distract you from your
work and take you along as well. DON"T!! Let them be envious
- who cares. Get on you're your own plan, it is set up for your
success not theirs. So avoid the gradual easing of effort that
will go on around you. This is the time and the market to stretch
your goals and achieve what suits you.
All through this maintain your sense of humour and keep that
smile on your face. Plan carefully now and you will have a great
run up to Christmas and start the New Year with listings in
Posted: Sunday 22 April 2018