How to start 2019 like a rocket in real estate sales

How you start the year determines your performance throughout the year, and plays a big part in whether you will be happy with your results or not by the December.

It’s now time to act.

The salespeople who get this wrong get the same, average results (approximately 1.5 sales per month) year after year. You cannot prosper on this amount of sales.

There are other salespeople, however, who get off to a flying start and by doing so will average at least 4 sales per month and prosper financially.

When we return to work in January after a good break, we must apply the “I must do the most productive thing at every given moment” mantra.

There is a trap a lot of peopler fall into at this time of the year – “Christmas/New Year Procrastination”.

Salespeople keep putting things off and using this festive season as an excuse to do less.

I have sold houses on Christmas Eve, New Years Eve and even New Years day so apply the mantra.

Remember if you think you can or you think you can’t, you will be right.

One of my clients called me for some help getting an offer accepted.

She said that she couldn’t see the owners as they wouldn’t be home until 8pm and were flying out the next morning. This was an excuse.

I instructed her to go and see the owners and guess what the sale has come together.

So if you want to have a great year in 2019, follow these three steps:

1. Do not take short cuts.

This means no negotiation over the phone.

Grace told me the vendors would not accept the figure but when she saw them in person, things we different. They accepted the offer and are now happy they are sold.

2. SMP

SEE MORE PEOPLE.

Make personal visits to present offers and counter offers because if you don’t you will be missing out on so many sales.

Then the property is withdrawn and sold with another agent all because you didn’t see the people.

You will then need to start again.

3. Never make a decision on behalf of a seller or buyer.

You are the messenger.

As this market gets worse, you have to treat buyers very well and if they want to put a proposal forward you will need to say yes.

Then cut the flinch out and start the sales and negotiation process.

You are paid to negotiate and get the best for the seller and nothing is not the best for the seller.

Your goal in 2019 is to say YES more often.

Be the messenger and do not listen to sales killing comments by either the seller or buyer.

Get all your sellers happily moved and then they will give you a great testimonial and refer you to all their friends.

It’s like the pilot with their checklist before they can take off.

They must complete their checklist successfully and they do not take short cuts. How would you feel if they did?

That’s what you are doing if you try and negotiate over the phone, by email or text; you are taking short cuts that will cost you dearly.

If you would like help with planning for 2019 – book a call with me. Always do your best.

If you want to find out more about how you can list more properties than you thought possible, click the link to find out more about my 3-day Success in Real Estate program, which covers this in great detail.