oh, i got a 1.5 mil listing coming on the market...every home sold in the last 6 months sold within 60 days of a reduction (9 homes in total). some were on the market for 1200 days! sold within 60 days of correct pricing....

imagine if the listing agent told the truth from day 1 or refused to list at a price taht htey knew would not sell?
>>i'll answer....the home would have sold for more in a better market! and in 60 days according to the stats!

also, present price first! lets face it, if you dont agree on a price to list, why go over what you will do to market the sellers home?

sellers number one thought while we run our face showing how good ourself or our company are.......(seller thought>>)what is he going to tell me my house is worth!

get over taht in the beginning!

or prequal them on hte phone and find out if you need to go on the appointment!

Some of my One on One retreat Notes:

*"Success is the PROGRESSIVE realization of a worthwhile goal objective." Earl Nightengale

*"Unless you are Shirley Maclean.....You only have 1 shot at this thing called life. Why not take the best shot at it?"

*Average is the best of the worst and the worst of the Best!" (perspective)

*Having a great, productive Real Estate Business is physically and emotionally draining, why not make it rewarding financially?"

*"What does it mean to be a Professional Salesperson?

(Being a goal oriented, very direct to the point, well scripted and organized person who is going to present in a manner that is going to cause people to buy.)

*SCRIPT: "Are you ready to get started...I know I am?!" (enthusiasm)

*SCRIPT: "Can I have your permission to share some bad news with you?" (when you know they won't like the price etc)

*"to do 50 deals I need 50 great leads...get rid of the rest." (keeping it simple)

*"everyday...start your day at ZERO. No leads, no appointments, no listings, no deals." (overcoming complacency)

*SCRIPT: "I will work free...untill I sell your house." (handling commission objections)

*"Most of us glory in past performances..therefore we can't move forward and don't start over in the sales process therefore we experience cash spurts instead of cash flow." (overcoming complacency and creating steady cash flow)

*"Everyday...ask myself...How do I improve?"

*"Discipline creates FREEDOM!"

*SCRIPT: "What price do you think will bring the buyer to your house instead of the competition?" (pricing it right)

*SCRIPT: "What's the marketplace saying about the price on this home?" (when a home has been on the market for a lont time-handling and pricing the home properly)

*"2009....5,100,000 sales in the USA with 1.1 million agents.
"2006....6,200,000 sales in the USA at the peak"
"4.3 million sales at the low point."
"2007...2.2 million agents, in 2009 there were half that."
(HOPE I GOT THOSE STATS RIGHT!)

*SCRIPT: "Will you price you home to sell or do you want to leave it on the market for a long time?" (handling price)

*SCRIPT; "I will do my marketing plan for free until we sell you home, that's when I get paid." (handling commission)

Some of that sounds like Floyd Wickman. I like him, he kind of draws me in. I listened to his "Sweathogs" cds. He's a great motivator, even if you don't like his techniques.

January Summary;

1) 2200 contacts
2) 28 leads
3) 5 listing appointments
4) 3 listings taken
5) 2 listings sold
6) 1 buyer sale
7) $36,000 gross commission written
8) 18 days prospecting/54 hours
9) 180 hours worked=$200/hr

Lost 3 listing leads to my compeditors
(If only there were a way to get more of them....it's my hope that my postcard campaign together with my more aggressive lead follow up will improve my results this year)

I can't stand it anymore.

It's competitor. Not compeditor.

Sorry, I usually don't pay attention to spelling errors, but this one is bugging me for some reason. Please forgive me, I've had a bad day and am rather vexed tonight. lol.

Yes, that's the tricky part...finding people that are motivated to sell or will be motivated to sell because of a future event is not that hard... that's just a numbers game... but, converting them by "staying on top of them" frequently until trust in you is built up to the point that you're the one that they will list with, is the tough part. It's a constant trial and error to figure out how to do that.

So true, constant trial and error. At the moment, my belief and understanding has me thinking that it is not about the leads I lose but rather about the leads I am successfull in converting to appointments and ultimately to listings then sales. Out of 20-30 leads I generate per month, I only need to convert 5-6 per month to have a breakthru year and yet I still would be losing 3-5 to other agents. But just imagine if I could convert 10-12 per monthm. Imagine the possibilities! I once met an agent from Minesota who was doing just that....taking about 140-160 listings per year. He had 1 buyers agent working his buyers and a liscenced agent negotiating contracts. His system was doing approximately 200 deals a year with 6 weeks off. Now that is a business by design, rather than by default.

good lord this post got long.LOL

Just sold another listing...current closed pending $147,000.
My 2nd & 3rd quarters are the most profitable therefore I will continue my 6 days a week prospecting to continue building momentum and growing my lead pool.
Real Estate is built on a 90 day cycle. The work we put in today will pay off in 90 days. Slack off today for a week or two and the lull in our business will show up 3 months from now.

Lucky are you using an automated phone system that dials the numbers for you and logs them into Outlook? How are you acquiring so many DNC phone numbers?

I use the two phone system with two wieless headsets. My office supplies a company that scans the DNC. Estate (Jimmy) here on this Forom PM'd me with him tel number. We had a couple of nice conversations comparing systems the other evening. He uses an automatic dialer with much success. I have yet to look into them.

(Sorry for the above multi-quote. BB posting can be tricky.)

For Active prospecting, I find it motivating, helpful and revealing to set and focus on weekly and monthly goals. So here are mine for February;

1)20 prospecting days
2)2000 contacts
3)25 leads
4)5 listing appointments
5)10 buyer showings
6)3 sales/$30,000 gross

I am going in for minor surgery 3rd week of Feb, so not sure if I can accomplish this but going to try.

I'm just wondering if you have a team because the buyer showings alone could eat up a lot of time. At least the buyers we are getting. Today we have been nominated for the 7th undervalued city in the world. You would think the buyers would be writing offers in a hearbeat.. they still want to see a dozen homes then lowball. Just wondering how all that is humanly possible.