RISMedia's Real Estate Magazine

NOV 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE November 2018 55 Stay in the game. While most real estate agents are slowing down their activities, those who continue pros - pecting will have more listings and sales between now and the end of the year, setting themselves up for a very profitable January and February. Hold weekly sales meetings and review agents' call activity. It's true that what's tracked and mea - sured improves, and what's tracked, measured and reported exponential - ly improves. Your agents will go from selling two houses per month to sell - ing four or six per month. Ask agents on your team: "What are you working on? Who are the top 10 buyers or listing leads you have that are ready to list or buy this month?" Challenge them to make more calls and pop- bys in order to raise their game to increase the people in their pipeline. They must be getting actual face-to- face appointments with the names in their pipeline in order to actually convert the leads into income. Keep your daily prospecting schedule. Remind your team to stay on top of the "money hours" by mak - ing an appointment on their phone. A daily reminder on your Facebook group page, or a text or email out to your team, will keep this top of mind. Everyone on your team should be calling 5 - 10 people a day until they fill their calendar with appointments. Remind your team that every call they make is an opportunity to make $5,000 or more. Hold a call event. Get your agents talking to their sphere, past clients, leads and neighbors with a special Team Call Day or Evening. Set goals for your team for highest number of calls, new listing leads, new buyer leads, actual set appointments and pre-approvals generated. This is a "Success Is Contagious" activity to do with your team. Everyone thrives on one another's success, and it's a great form of accountability and camaraderie. Have a listing or sales contest. Give away cash, a trip or a prize, and make it fun. Everyone loves recog - nition and a good challenge. Your team will have incentive to make the extra call or do that one extra open house. Share the results with your team weekly and let them know how many new listings were gener - ated, sales completed and appoint- ments booked as a result of being hyper-focused on the contest and getting one more listing or sale on the board. Success will breed more success, and your agents' energy will create more motivation and in - spiration to up their game and finish the year strong. Everyone thrives in an environ - ment where there's healthy and fun accountability. If you set the goals for the remainder of the year and communicate them to your team— and then offer to help them achieve these goals—you'll be maximizing the latter part of 2018 and making it happen. RE For a free copy of my exclusive Weekly & Monthly Action Plan Worksheet to help keep your agents engaged in prospecting activities, email yourock@sherrijohnson.com. Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Homes.com Se- crets of Top Selling Agents tour. For more information, please contact coaching@sherrijohnson. com or 844-989-2600 (toll free) or visit www.sherrijohnson.com. 5 Tips to Keep Up Momentum on Your Team by Sherri Johnson M aximizing your team's lead generation, prospecting and conversion between now and the end of the year will dictate your team's listings and sales, plus position them to have more leads in their pipelines, ensuring that they'll have more opportunities in the first quarter of next year. Keeping the flywheel going, and making sure you and your team members are all "game on" during the remainder of the year, will not only add more sales to this year's numbers, but also increase your marketshare and income, and keep morale high on your team.

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