I’m ready for a very successful year, and I hope you are too.
Have a plan. Listings and sales don’t just walk in the front door these days. You need to decide how much business you want to do and develop a plan to go and get that much and more.
Develop an Internet marketing plan. More and more buyers are starting their search on the Internet and more and more sellers understand this. You need to have a plan for how to use home tours, social networking, property search and listing inventories to attract and generate contact information.
Don’t de-value your worth as a professional. When the going gets tough, the tough get 7% or 8% listings – because they’re tough and savvy. It’s too easy to discount your services just because the market gets a little more challenging, but I submit to you the smart homeowner wants a tough and savvy agent. I remember Floyd Wickman saying “…sellers don’t list with wimps…” Sorry if that offends, but you may be worth more than you give yourself credit for.
Consistently follow up. This is what most of your day should be filled with. High tech or low tech, what ever works is what you need. It’s hard enough to get buyers to commit, you need to be proactive and get them going at your pace. Here’s an example; on Wednesdays and Thursdays I call all my buyer clients and leads and tell them that my schedule is filling up fast, and we should go and see that listing I sent them (auto-emailed) the other day.
Sharpen your sales skills. It’s not enough today (and it never will be) to complete license school, pass the state test, and complete the required continuing education. You need to be smarter and have more exposure to new ideas than your competition to win over a tough listing appointment.
Inventory rules! And it always will. Even in a market where the inventory is piling up you want more listings. You want well priced, good looking, salable listings. Inventory brings buyer inquiries and sold inventory brings more listings! So always market the fact that you have sold something – just sold cards, or neighborhood sales updates.
These are just 6 things you should think about as you welcome the new year! I know I just scratched the surface of the topics; the last piece of advice for the New Year is find a business coach.
Go make it your best year ever!
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