Do you own your brokerage? Are you an individual agent trying to get from two million to three million? Are you trying to become one of the top Realtors in your office? Is your goal to make a living so you can quit your second job handing out pigs in a blanket at Sam's Club?
No matter what your goal is you need to figure out...and back into (mathematically) what it will take for you to achieve your goal. The commitment you make is to yourself and your business...are you willing to do it?
Let me give you an example of what I am talking about:
Let us assume for every 10 real contacts you make (I am not talking about someone you hand a card to at Safeway...you have substantive dialog with....like a web hit, a referral, a sign call, etc...) you sell one of the ten on average. this means you have a 10% closing ratio.
If you want to sell 30 homes this year you will need to speak (to real potential clients) 300 buyers/sellers.
What you will need:
1. A proper follow up system.
2. Categories to determine where your clients come from.
3. A list of previous clients you have sold or worked.
4. A lead generation system to help get you to 300 (Internet, Open Houses, Phone ups, etc...)
5. Set up a realistic breakdown per month (do not just divide 300 by 12 months....figure less for months that are slower...or months you take vacations). If you are looking to do 30 deals...maybe you will do 4 a month in July and August...and 1 a month in Dec, Jan, Feb as an example.
Jan: 15 potential clients 1 deal
Feb: 15 Potential clients 1 deal
March: 30 P.C 3 deals
April: 30 P.C. 3 deals
May: 30 P.C. 3 Deals
June 40 P.C. 4 deals
July 40 P.C. 4 deals
August 30 P.C 4 deals
Sept 30 P.C. 3 deals
Oct 20 P.C. 2 deals
Nov 10 P.C. 1 deal
Dec 10 P.C 1 deal
How do you achieve the 300 clients:
Here is an example of what you might do for your categories:
50 from Internet leads, 50 from Open Houses, 100 from Previous clients, 25 from Calls off Signs, 50 from Floor calls, 25 from Handing out Business Cards
Do your breakdown any way you choose. Than work to achieve each category. If you need more open house clients...do more open houses...if you need more Internet leads blog more...do more social networking...or do a Pay Per Click campaign. Hand out 10 business cards a day...and keep count of those who become REAL potential clients.
If you are a brokerage...you would have much higher goals...but it works the same way...where will the business come from (40% top producers....40% middle producers...20% new agents and low producers...or from categories like Relocation, Internet, Sign calls, Broker to Broker, etc....)