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SYNOPSIS: Anyone
with a license can take a listing every week. Article proves
the point and breaks down the number of calls necessary. 487
Words. |
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A LISTING
EVERY WEEK
Anyone can take a listing a week. All that is required is to
have a real estate license, an IQ registering above room temperature
and listing has to be a priority in your life.
Here's proof. If terrorists held your family captive and the
ransom to keep them alive was that everyday by 5:00 P.M. you
had to bring in a contract signed or you would never see your
children again, you would succeed without missing a single day.
You wouldn't care who signed or for what; SOMEBODY would SIGN
SOMETHING everyday and you would never miss. Right now, the difference
is that it is perceived as acceptable for you to go home without
having gotten a signature. Hey, it would be nice..., but it isn't
a high enough priority in your life.
The point is that if we can take a listing every day, then listing
one a week would be EASY, and still allow us to be more careful
and selective in which transactions for which we choose to be
responsible.
STUCK
IN A RUT?
ANYONE can set an appointment to make a listing presentation
everyday. Simply make as many calls as you have to each day to
get an appointment, not as many calls as you can "make time
for." Suppose you are only average (and aren't we all, really,
above average?), you will get one signature on an agreement
for every three presentations you make. Twenty connected phone
calls will find someone interested; fifty connected calls gets
a live one to agree to an appointment; 150 connected phone calls
leads you to a signature. Those are very forgiving numbers. In
the insurance industry the minimum standard for a new insurance
broker is 200+ cold calls every day for the first several years.
All that to sell a bunch of auto policies and an occasional life
insurance plan.
If in the next month you have made twenty listing presentations
and took seven listings, how will you feel? You absolutely CAN
achieve that, and it's not even a stretch for you. Next month,
that's you strutting around the office like you own the
place.
There's no rocket science in setting appointments. If people
in your area remain in their homes for an average of five years
before they move, that means that 1/5th (20% of them) are going
to move in the next 12 months. Presume 90 days as an average
length of time to consider selling before signing a listing agreement.
Since 90 days is 1/4th of a year, and 1/4th of the 20% who will
be moving in the next 12 months equals 5%, then 5% of all the
home owners are thinking about selling right now! That's not
so bad.! Nineteen people say NO THANKS, and one says HERE I AM!
It only takes you an hour or two to make twenty or thirty live
adult contacts each day by phone? Then pick up the phone and
get started!
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