by Sherri Johnson
As you maximize the remainder of 2022 and prepare your business plan for 2023, I want to share six proven success strategies. They will help you double (or even triple) your business, work less while making more, experience less stress, be more proactive and build a recession-proof, financial crisis-proof and virtually anything-proof real estate business.
For your next 10 deals, set weekly and monthly lead goals. Most agents look at how many homes they have sold in the past tense. You need to be totally focused on future opportunities and be hyperfocused on where your next 10 deals are coming from. Have your agents focus on building a pipeline of potential listing and buyer leads. They need to focus on NEW business, and not just focus on what they have sold or focus all their time on closings. Focusing on “lead” goals ensures you are always looking for more client relationships for the months to come.
You’re sitting on a gold mine. Build your $10, $20, $50 or $100+ million pipeline of buyer and seller leads. You have more lead opportunities than you realize. Go through your database of clients you sold homes to, open house registration lists, emails, texts and your CRM, and build your pipeline. You will be so amazed what your total pipeline is worth in potential business. Keep track of these leads and convert them into appointments. Download a complimentary e-book at www.goldminepipeline.com, and start using it immediately to grow your pipeline quickly.
Avoid the “three eggs in a basket” mentality. Don’t make the mistake of only paying attention to and servicing 3-5 seemingly “A” motivated buyers. The proverbial roller coaster ride of selling a house one month, then not selling any houses after, ensues. If those people buy a home, great; you have a couple sales and closings. But now you have no pipeline and must start over prospecting. When you always have a larger, wider-cast list of potential buyer and seller leads, you will create listings and sales, prompting your own success.
Sell 3-5 homes from every sale. You should be selling 3-5 additional homes for every listing or sale by maximizing those listings and sales and generating buyer and listing leads from those sales. Too often, agents are only focused on the sale at hand — the sale that they just completed, and that is the end of it, and no further opportunities were created. This is the case with most agents.
Create a 95%-referral business. Top agents create clients for life. They also create more business opportunities from their clients and create a 90-95% referral rate. Their business is coming from their services, their relationships and their constant connection with their sphere of influence and clients. Everyone they create these relationships with knows their unique value proposition and willingly refers everyone they know to buy and sell through this agent. You can create clients for life and referrals from your sphere by being intentional with a plan. Top agents connect with their sphere and client base at minimum twice per month. These connections can be digital, mail, phone call, text, in-person meetings, client and sphere appreciation events, email … the list goes on and on. Create your intentional plan to connect with your clients, your sphere and your vendors, and create value for these people. You can create a VIP loyalty group and thank your referrals with fantastic gifts and surprise value.
Set a weekly listing appointment goal. If you set only one goal every week, that one goal should be to set a weekly listing appointment goal for a certain number of listing appointments you schedule in your calendar. This is the highest-dollar-producing activity you can do for yourself. Hit this number each week, and you will be a listing machine. For example, if you set a weekly goal of having four conversations or appointments to see homes and talk to sellers, that equates to 16 listing appointments in a month. You will list upward of six new listings per month. This strategy works and will double your listings.
Sherri Johnson is the CEO and founder of Sherri Johnson Coaching & Consulting.