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“LeRoy, I really enjoyed your class last week and am working a little at the time to implement what I learned. Thank you so much for so much information." - Elizabeth Abernathy, ABR, CRB, CRS, GRI, SRS, Broker/Owner - Parr & Abernathy

A Checklist of Summer Activities to Guarantee Sales & Listings in the Fall

 Blog picCarolyn and I spent a few days this past week in the Outer Banks of North Carolina, and it brought back some pleasant memories of thoughts I had and plans we made on past vacations that made our lives and business better. There were times I went on vacation when my business was sagging, and I made plans for correcting the sag when vacation was over. I hope this checklist is something you think about on vacation that can cause your business and your life to soar to new heights in September through December!

Five Action Items for June, July, and August

    1. Contact the people you’ve forgotten. Most of us have people we’ve lost touch with for one reason or another; summer is a good time to renew those contacts, so start bywriting them a letter. Apologize for not staying in touch, and call them just to chat a week or so after you send the letter. The idea is to renew the relationship, not to ask them for business; instead, put them in your database, send them your monthly newsletter, etc. Once the relationship is reestablished, on the next call you can ask them the Million-Dollar Question: “Who do you know that is thinking about buying or selling a home?” The goal here is to renew the contact, which will increase your leads. It takes more leads to make more sales!
    2. Begin or add to a target market NOW. 99% of Top Agents have at least one target market. It could be first-time homebuyers, a neighborhood farm, service providers, your Sphere of Influence, or any number of groups that are large enough (50-100) to generate enough LEADS to make it worthwhile.
    3. Develop a system to list FSBOs and expired listings NOW. These are the two most obvious sources of listings because real estate agents sell more than 90% of FSBO properties, and a real estate agent also lists almost every expired listing. In both cases, that agent should by YOU. Google “For Sale By Owners” or “Expired Listing” and find many techniques for getting these listings TODAY. Do it this summer so you have more sales and listings this fall, as well as closings early in 2017 that will give you cash flow for the New Year. Nothing is much worse than realizing on 1/1/2017 that you don’t have any settlements/closings pending in the New Year.
    4. Develop a call list. This list could contain both people you know and people you don’t know. It’s generally agreed that 200+ contacts will make you some money but that 300+ will make you much more money. First, make the list and make the calls. Have a system; make 50 calls a week/three mornings a week, and then expand that over time. START NOW and add more names later instead of waiting until later when you have more names. At least 1 in 5 adult Americans participate in a real estate transaction each year; if you have a call list of 100 people, you could have 20 potential sales/listings!
    5. Hold an Open House every week. Prospective buyers and sellers spend time on the Internet, and they go to Open Houses. So if you want to have a booming fall, have Open Houses this summer. It doesn’t matter if you’re hosting the Open House on your listing or other agents’ listings; just have them! If you don’t have any listings, volunteer to hold other agents’ houses open. Most people who visit an Open House don’t buy the house they visit, but they’re going to buy or list at some point. There’s no better or faster way I know of to get more quality leads than at Open Houses.

6 Personal Perspectives

I will be teaching “6 Personal Perspectives” for Keller Williams in Richmond on June 29th. This is a course that every REALTOR should take to create a Business worth having and a Life worth living. It is not about Buyers or Sellers but about the 6 personal perspectives that lead to a successful career. The course will start at 9:00 AM and end at 4:00 PM. There is no charge for taking the course and there will be no recruiting allowed. Here is a link to a description of the course: http://tinyurl.com/humjua3 To enroll send an email to [email protected] Enroll Today!

One Last Idea

The journey of a million miles begins with taking the first step, and the success of any career begins with a thought and is accelerated with a written plan. It only takes a half-sheet of paper to put these five ideas into a workable plan, which could very well lead to a business worth having and a life worth living.

I’ll see you at the beach!