There is a really cool feature on mobile phones that realtors seldom use and it is costing them thousands. When an agent uses this feature they will instantly change their business in a positive direction and make more money. So what is this feature?
Every mobile phone accepts incoming calls right. Well, when you reverse it and you do outbound calls, you will reach more people and increase your sales. Ya, I know sort of tacky lead in but the reality is so many agents do not make outbound calls they just post to social and wait for the phone to ring.
You should be calling your sphere and clients on some form of schedule. You call FSBO or expired’s as well but everyone seems to call them. Some with luck, some without.
Do you know about the 10-10-20 rule? This is what I have always followed. This rule applies to new listings, ANY NEW LISTING. When a property is listed, 10 homes in either direction on the same side of the street and 20 on the opposite side of the street, statistically, that are also thinking about selling. Think about this, how many times have you see a home come up in a neighborhood, then another right around the corner in 2 weeks pops on.
If you build your list around the 10-10-20 rule you will increase greatly. Some of the greatest agents I know follow this principal and they are tops in the state. Now parlay that to one of the teachings of More GCI, which is Knowing Your Numbers… One of those numbers is your Average Sales Price (ASP). If your ASP is 200,000 and you want to be in the 300,000 range, review the MLS every day, pull only the properties in the range. By focusing your energy on a particular neighborhood or price range, you will start to penetrate that range.
We are going to get a ton of NO’s anyways. Might as well let the YES be in your desired range. Also, if you increase your average sales price by 100,000 from 200k to 300k you increased by 34%. If your goal is 24 sides per year then that is 2.4 million in production over the previous year. This equates to 48,000 -72,000 in GCI!!!!
This is why it is so important to understand your numbers on a management level. Failure to understand these numbers, you will not become efficient to the maximum or develop laser focus. Final question, If you could work 30 hours per week, selling 24 sides making 216,000 in GCI or work 40-60 hours a week, selling 36 homes making 216,000 in GCI. Which one would you rather do? The number of sides should never ever ever be a goal that YOU set. It should be a Micro goal that is set by the Macro goal.
Change your thinking, change your life!
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