Fine Tuning Your Stats

As autumn turns the corner and the already dwindling number of new listing opportunities declines further, how can we make sure we get our fair share—or better yet, more than our fair share—of those opportunities and decorate more yards with our new BHHS Indiana Realty signs? (Well, after October 7, anyway!)

Of course, the most obvious leverage we all have is the magic of the new brand and the mystique those words Berkshire Hathaway carry in terms of professionalism and reputation as the most respected corporate name in the world—yes, not Indiana, not the USA, but most respected in the WORLD. More respected than Disney, Apple, IBM, Starbucks, name your favorite brand, and WE are more respected around the world! No other real estate company is even on the list of the top fifty. And, more recently, just this past March, the Harris Poll EquiTrend survey named Berkshire Hathaway HomeServices the Real Estate Agency Brand of the Year for 2014. Given that the first BHHS office opened just six months before that survey, that award—voted on by 55,000 folks around the country—shows again how powerful that corporate name can be when we take advantage of it.

Yet, we also know that, while our company name, our leadership, our training and coaching, and our systems and tools, provide each agent with a solid, professional platform on which we can stand, it’s that personal/professional connection we make with each potential client that finally wins us the business. Our individual personality and style are of course highly important in making that connection, but we can also raise our own platform by making sure we leverage not only our brand and personality but our own individual statistics where we can.

Some obvious stats might include our years in the business and our career sales volume, but we can focus on more specifics and gain even more power from our numbers. Consider these numbers:

DOM: most sellers want to move on with their plans and an agent with an average DOM that is below the market average—in total or for a zip code or even a neighborhood, depending on our volume—should be highly attractive!

SP/LP Ratio: again, most sellers would be fools to NOT engage the agent who has a track record of getting more for listings than the competition, so how do your stats rank in total, in a zip code, or a neighborhood?

Pending to Closing rate: we all know that not all pendings make it to the closing table but often sellers don’t. Take a look and rate your own percentage of contracts that close versus other agents and let that prospective client know they can count on you to get it done.

Average Sale Price: this one probably has more relevance in comparing to the average market sale price and for a smaller area rather than in general, but this one could be another strong factor in winning the client.

So, hop up on our new Berkshire Hathaway HS Indiana Realty platform and dig into your stats so you can win more than your share of those new listing through the cooler—and colder—weather to come!

Good to know!

David M. Hassler

Director of Business Development