Are You Systematic?

Do You Have a Plan for the Things That Matter?

There are a few things agents should have figured out and locked in; marketing, referral procedures, and phone sales training. The keys to these are figuring out what works, and being systematic about doing them the same way EVERY time.

Let's focus on one skill (referral procedures), and make a few assumptions. Our assumptions are that you will close 18 units this year at an average sale price of $300,000, with an average gross commission of $6000. Not too shabby, but let me paint a picture of the possibilities. Our chosen skill area for this exercise is referral procedures. Everyone knows they should ask for referrals, but most don't because they DON'T KNOW HOW! Others do ask, but not consistently. What is most important about asking? Consistency and timing- let people know you work by referral, and ask when you have given them what they want.

Now let's monetize this.

All agents fall into three categories:

1. Inactive
2. Inconsistent
3. Consistent

Inactive- You do not ask for referrals or have a marketing plan to do so. Let's say you made a commitment to yourself to ask every client if they have a friend or co-worker that is buying or selling in the next 90 days (notice I didn't say ask if they know ANYONE; there is a reason for that). You follow through this year, and of those 18 clients, 6 refer you a solid lead. Of those six, three buy or sell with you. That is an extra $18,000 in your pocket just for being consistent. It costs you nothing.