The beginning of the month is a great time to set targets.

 “Do your best and then top it.” – Walt Disney

Set your targets for next month so that they stretch you and then commit to reaching them.

How do you do this?

By reviewing you targets daily and at the end of each week.

My targets?

Always 12 listings and 10 sales and I exceeded these targets every month.

How?

By reviewing my results against my targets every day.

If I was behind on listings…

I knew I had to prospect more.

If I was behind on sales…

I knew I had to reduce more properties.

So if by the 7th of next month you are not at least a quarter of the way to reaching your targets you know you need to increase your actions on the right tasks to get you back on track.

There are four things that you need to do if you are behind on your target.

1. Prospect more.
2. Attend more listing presentations.
3. Follow up more.
4. Reduce more properties

You must ask yourself which of these you are not doing enough of?

You must be determined at a very minimum follow the 5-2-1 plan.

– 5 good listing appointments per week (that’s in 5 days).

If you are not attending 5 good listing appointments per week then you have to prospect more.

If you haven’t got 5 good listing appointments per week it could mean you are not following up enough.

So your day should consist of 20 cold contacts per day and 20 warm contacts per day with 100 letters going out per day.

The best way to cold call is to door knock.

Download a copy of my door knocking script here.

After the initial conversation enter them into your database and this is the start of you relationship building and selling.

How would you like to have no competition at listing presentations?

Well then be determined to build great relationships with everyone you come in contact with.

Obviously the tools within the sales process play a massive role in growing results.

For this reason, I have created my success in real estate program that includes a 120-page manual with reference guide, so you can flick to the section you need, just like Jack did.

If you want to know more about honing your skills in real estate, I have a full three day training program called Success in Real Estate which you can register for here.

At the beginning of the course you will be given a 120-page manual which includes all of my practical tools for overcoming the common obstacles in real estate sales. Put your name down now…