Yesterday, I read a piece in the Inman News talking about our industry’s frequent overuse in our
marketing of several worn out phrases (and they weren’t talking about that old The
Mamas & The Papas song!). For example, they chided us for touting a house
as “Priced to Sell” since that’s really only telling something and the price alone should show us the price is aggressive!
Another phrase they noted was agents billing themselves as a “Top
Agent.” The writer said he wondered if
there were any “bottom” agents anymore.
Again, that phrase is simply telling
us something instead of showing it! So,
let’s get to work and see what we can show!
With that in mind, now that most folks have exhausted their store
of fireworks, it’s time to recognize that we’ve already finished the first half
of our business year! The market has
been pretty good so far and we even heard the term “seller’s market” tossed
around now and then, and some weeks we got to enjoy that old fashioned stress
from being busy with more activity than we can easily handle. It’s great to get caught up in that transaction
rush!
But the end of the second quarter is also a great time to make
sure we take a look at our stats to see how we’re doing compared with our
business plan, and to dig in and see what we can show our clients and prospects!
It really pays to analyze the details of not only our sales volume
and commission dollars, including listings sold and buyers closed, but to dig
deeper into the numbers, including the percentage of your listings sold, price
reductions achieved, your average days on the market, averages ratio of sale to
list price, percent of listings won when competing, how your stats compare
versus the competition, and any patterns to be seen. And that’s just for starters! Where
did you succeed, and where can you improve?
Digging deep and understanding where you’ve been so far this year—and why—is crucial to keeping you on your
plan so you can achieve your strongest year ever! Your coaches are here to help you through the
process of mastering your stats and congratulating you on your success and
aiding in planning any course corrections.
David M. Hassler
Director of Coaching
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