Are You on Track - 
or Didn't You Want to Look?
by Dennis McMahon & Narelle Stratford

In the last Sales Coach, we talked about how the end of the Tax Year (Australia) was a great time to add up your score for a halftime progress report (i.e. half way through the calendar year).

I believed that by now you would have your results for the last 12 months and have a good understanding about how your 2004 goals were going. Maybe I was being a bit optimistic.  

Now, for those who have tallied their results, how are you going? Are you on track to meet the goals you set for yourself at the start of the year (that you had written down and have reviewed)?

Does it look like this:

• Goals = Results Achieved = Matching, Better than or Fantastic, we salute you!

Or like this:

• Goals do not equal Results and do not equal fantastic...

What are some reasons for this?

We were speaking with a Principal just yesterday, who told us that Agents who have all the reasons (read excuses) for not much happening, or who talk about all of the things in the pipeline, often don't have any better results a few months later.  If you're not in front of people, then you're not signing vendors up and you're not selling. 

And, please, no excuses and no rationalising the "couldabeens".  

If your results can be better, then here's what you can do: 

1. Measure the gap 
   Between what you want for December, and what you've got now. Let's work it through and you substitute your own figures:

• For ex. you want your personal net Sales Commission for Jan to Dec 2004 to be $70,000.

• You've already got $25,000 (say 6 properties) from Jan to June 30, so you need $45,000 to achieve your goals.

• How many properties do you need to sell to achieve the next $45,000?

• For most agents on a 45% Commission, that's going to be about 12 properties, if you assume an average house price of $350k and a commission of 2.5% average in Qld, higher in NSW (or lower as agents negotiate down with vendors). 

• Office Closed Commission would be around $8750, and your 45% would be worth approximately $3,900 to you, if it's full list and sell.  

• That's 2.13 properties per month, or 1 property per fortnight for the next 6 months, which would bring your yearly tally to about 18 properties.  Not bad going.  

• But what would happen if you set your sights higher and worked in a higher price bracket of property?  Less effort for more dollars?  Could well be. 

2.  Work out how many properties there are in your farm

3.  Determine how many properties got sold in your farm, each year for the last 5 years, then calculate the average number per year.  This will help to iron out the anomalies between a great year and a not so good year.

4.  Determine your monthly strategy to get the results you want, and that can be seen as a percentage of market share.

For example:  200 properties average sales, and you want 18 of those to reach your goals, right?  That's 9%

5.  Now break your activities down into manageable chunks so that you get the numbers you need on your database for consistent regular contact, and referrals.

6.  Determine your marketing strategy, be it:

• doorknocking to introduce yourself, 

• follow-up phone calls, 

• competitions, 

• important information that buyers or sellers really do need,

• monthly newsletter, 

• and follow-through and follow-up everyone you come in contact with.  

We just can't emphasise this enough: you need to build your relationship with your potential clients with credibility, trust, reliability and sheer helpfulness to have prospective clients engage with you.   

7.  Sort the above activities into a strategic plan and STICK TO IT!  Remember that discipline is the sign of a master.

8.  Don't know how to do it, or you know how but just didn't do it, then Book a Complimentary Sales Analysis Session with your local Sales Coach.  Find your Coach here

Sort these issues out now, because if you listen to the negatives that are flowing about the current transitional market phase, you may not have the internal fortitude or upbeat positive state to be able to withstand those negatives and get the results you want.  Already we are seeing and hearing of Agents who are leaving the arena.  But, you want to be a winner, don't you?  I'm sure you do and here's the formula:

Success = Positive Mindset + Actions

Actions include working on your business, by taking a look at it. These phone Sessions (face to face wherever possible) are worth $295, and will take between 60 - 90 minutes, but are so valuable for you and your business. 

Like it says they're FREE, no obligation, no strings, just someone to talk to - someone who wants you to be the best you can be. [firstname], what have you got to lose? - we'll even buy the coffee and give you a gift for taking the time! 

Don't just be a survivor, be a success symbol.

A word for the Girls in Real Estate

OK, girls, listen up.  Narelle's got a quick survey for you to complete.  It's about the issues that women (as Sales Agents, Principals & PA's) face in Real Estate and will give us more of a feel for what you experience in what is, (let's be honest) pretty much a male dominated industry.  
So Click Here or go to 

http://www.saleschampions.com.au/FSurvey.html 

to go to the Survey Form. 

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