Full Throttle Follow Up #11
How many uber-successful real estate agents do you know that work alone? Oh, and by “uber-successful” I mean closing more than 50 transactions per year and grossing $250,000 or more in commissions.
I think that most have someone helping them. That doesn’t necessarily mean they have a fleet of buyers agents and a couple listing agents like with the mega-teams that have gotten popular of late. Rather I’m talking about having help. Help doing the paperwork and help getting all the stuff ready to go so you, as an agent, can focus on
7 November 2014
8 November 2014
Take a look at the two report cards above. On Friday I had a good day of follow up overall. I was able to stop in at a lot of homes with a good number of info packs. The number of people who were actually home was a bit low, but there’s no way to make people be at home when you show up. In this business, it’s better to focus on the things that you actually have control of and not the things you don’t. You can control how consistently you call, drop in to make an attempt at a visit, put something in the mail, or make follow up calls.
Speaking of follow up calls, this still plagues me as the weak spot in my system. Regardless of the fact that I post here that I need to make it a priority, I’ve never been able to make that happen as of yet. It’s a bit of a surprise to me that I’m consistent about cold calling and consistent about following up in person, but making 10 follow up attempts via phone seems to just be something that gets pushed to the side.
There’s less on the docket for this coming week, so maybe I’ll be able to post better results between now and this coming Saturday.
Every year my office has an all-hands-on-deck meeting, so that displaced my traditional morning call session. No problem, right? Just call in the evening. Well, the day pretty much went off the deep end and I ended up putting out fires all afternoon. Then, in the evening I had to go out to my seller’s house to get docs signed and then get them scanned in and…
That was the end of my day.
No follow up calls either. Nor did I prep any info packs.
In previous posts I’ve touched on the fact that while I’ve been quite good at being consistent in my cold calling, I have NOT been consistent with my follow up…even though I’ve made the point that the follow up is more important than the calling itself.
One of the things that I see has contributed to the success of the calling which I have not done in the follow up side of the equation is taking small, consistent action steps each day. I do the cold calling and then stop when I speak to 100 people. I do NOT do that with putting together my info packs for follow up. The info packs are what really jams up the whole thing. They take a fair amount of time and doing 20 of them in one sitting is a real challenge. Doing 5 per day though wouldn’t be quite as difficult.
I also purposed to make 10 follow up calls per day, but I’ve not actually done that either.
Today is Halloween and this year the school scheduled one of their teacher professional development days today – so my kids are all at home. It’s very loud in my house.
It’s about 11:00am and I’m pretty much writing the rest of the day off. No more cold calling and no more follow up calls. I WILL be making info packets up for handing out tomorrow though.
Here’s a fun Infographic with fun facts about Halloween if you’re interested:
You know what drives me nuts about gurus? They misrepresent things that require a significant investment of time or money as overly simple and cheap. Let me go over a few examples: