Real estate agents should stop obsessing over sales and focus on consistent activity instead. Presenting listings two to four times weekly builds skill faster than once monthly. The 5-5-15 system: daily contact with five past clients, five new prospects, and fifteen just-listed or just-sold touches keeps the pipeline stable.
Folks, you may not like anything Tom and I teach you today, but it's going to work if you work. That's right. And then don't be attached to the outcome, which of course is if somebody does it, hip hip hooray for you and I and them.
Yeah.
But if nobody does it, it's my job.
But people are so attached to the outcome because they don't have enough potential.
Tell me more about that. Well, they don't. So I said to an audience last week, If you have one listing presentation a month, do you actually think you're good?
Yeah.
How can you possibly refine what you say? You can't. You have no clue. Yes. If you're going on one a week, you're much better off. But then if you're like some of the people you and I coach that are going on 2 or 3 or 4 a week, you really can perfect how to get them to respond to you.
Yes.
So you're attached to the outcome because you don't have enough potential outcomes.
I think it always goes back to, you know, again, that vicious cycle. Poor, work your face off, do whatever it takes, open houses, make phone calls, you know, light fires. Ah, right now you have a pipeline of business, you got a couple closings, you're a rock star, but you stop doing everything that got you there.
That's right.
And you fall off.
That's right.
To start the same cycle up. And I ask audiences all the time, like, how many times a year do you go through that? And the average person says 4 times a year. Yeah, sometimes 5.
Yeah.
And I think to myself, my goodness, like, that is such a solvable Problem. Just, we say, so I do 5-5-4, right? Which is just talk to 5 past clients every day, talk to 5 new people every day, and do 4 follow-up calls 'cause the sales cycles are getting longer and longer 'cause the cost of money. So you gotta follow up 'cause all the money's in the follow-up. And they all go like this, huh, what's the first 5 again? And I give it to 'em and they go, oh, okay, got it. What's the next 5? I give it to 'em. What's the next 4? And then they go, okay, what's the next point? I'm like, no, we could just stop. If you just did that. Do that. If you just did that. That's right. You would eliminate, we're always gonna have ups and downs, But the goal is to be like this.
Well, see where you know, I do 5-5-15. Oh, I like it. What's your 15? Well, first of all, it's okay because I stole it from somebody else because there's nothing new, right? 5 past clients, centers of influence, 5 buyers and expireds. Oh yeah. Okay. And 15 just listed, just sold around either your listing or sale or somebody in your companies that's never going to do it.
I love it. I love it. So if you're making 20, so you're doing 5/20, 5 past clients and 20, 20 new people.
