How does 50 transactions in 2017 sound?
We recently had the amazing opportunity to have two of our offices visited by Beth Incorvati, a real estate agent, Tom Ferry coach and an evangelist of one the newest products in our tech line-up, Relola. We also streamed Beth live on our company Facebook page, allowing agents in our other 8 offices to attend and participate during her presentation.
Beth breaks the numbers down in her presentation:
- Start with 6 weeks of vacation a year.
- Add in another 6 weeks for professional development (conferences, classes, etc.).
- That leaves 40 weeks left in the year, and she only wants you working 5 days of every week.
How do you make it happen? You focus on generating one lead, every day. As Beth says,
“If it's a work day, your prospecting takes priority over everything else.”
Next, you have to start thinking about where those leads will come from. You may have to think outside the box – some of Beth’s best leads actually come from state’s attorneys! However, to make this all work, you have to be very specific about your goals and where your leads will come from. Don’t just say you’ll get ‘some’ leads from your loan officer – say you’ll get ‘ten’ leads from your loan officer. Keep your numbers where you can see them at all times, so you’ll be constantly inspired by your goals.
As you start to become more successful, build on your momentum. Beth says you need to “learn to leverage.” You can leverage your success by hiring people and delegating those “$15 an hour” jobs to them. This means, at least, a marketing assistant, a transaction coordinator and a showing assistant. She warns, though, to remember to maintain control of your relationships with your clients throughout the process and not just hand everything over to the people you work with.
Finally, focus on what Beth calls the “three pillars” for your business:
#1. Become known, valid and trusted in your local market.
#2. Be the neighborhood inventory expert and the local market economist.
#3. Lead generate – each and every day.
Some of the ways Beth and her fellow agents have already become known and valid, established themselves as neighborhood experts and have consistently lead generated is through using tools like Relola. Relola allows agents to showcase their knowledge about the houses in a local area, demonstrating expertise in an easily shareable format. C21 Redwood agents have already started to use Relola on their own sites to great effect!
If you’d like to learn more about what Beth shared with us or want to know more about how we use Relola, please contact Heather Elias.