To be honest, like many others in this business I was never good at goal setting, but I am changing that. While I help clients and customers reach desired outcomes, I’ve experienced a plateau before and have been at the same amount of sales for many years. With encouragement from those around me, it was time to leverage goal setting and begin the process of having more conversations, selling myself to more people, with greater frequency, in order to get my sales to a higher level.
- Create a system to track and measure your efforts. The first thing I did was create a spreadsheet to manage and hold myself accountable for the number of conversations and touchpoints necessary to overcome the plateau. It’s keeping track of phone calls, community events, talking to people at local stores, and geotargeting a new neighborhood to become the local market expert for that area.
- Use your results to determine what technique works best for you. There are many sales techniques and many ways to generate business but, what I have found that works for me, is to first build a personal relationship, and then sell myself and my unique value proposition. I want clients to hire me because they want to, whether it takes one conversation, two conversations, five conversations, or meeting in person a few times. I think it makes the relationship smoother and stronger, and it makes the goal of getting them the outcomes they desire a lot more effective.
- Apply your technique and engage your sphere. Ultimately, it’s important for agents to find their own rhythm. Every person has something they’re good at, and they’re going to attract certain people and certain personalities. For me, most of my conversations are in real estate settings, like open houses or industry-related events. When I analyze and look at where my business is coming from, most of it is coming from the sphere that I built and manage. Not only that, I’m reaching them with weekly personalized emails, many times with video, about their local market. Obviously, we want to engage them, but the information must be relevant. Don’t bore them with the same old stuff. It’s difficult to find topics that people are or should be, interested in.
Selling yourself as the local market expert to your sphere can be key. This can help you build the relationships your business needs to grow. In real estate, there will always be change, so staying ahead of it by knowing your market can be the value proposition you’re looking for. For me, it’s what helped me to get over my sales plateau to grow my business and take it to the next level.
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