Transcript of a January 2015 YouTube members Q&A addressing how real-estate agents can generate sales quickly after a slow fourth quarter. The speaker emphasizes consistent prospecting, lead follow-up, pricing/listing actions, daily routines, and team accountability systems as the primary levers to recover and sustain business. The core message: there is no magic—regular activity over prior weeks drives current closings.
She says had a very slow Q4 in 2014. Is there a way to generate sales quickly? Feeling the pain this month and next month with no scheduled closings? So the quickest way, I mean, if you obviously, if you have current listings and current buyers, so listings that are getting showings or if they're not getting showings, you got to get price reductions on those. If you've got a buyers, get out with them in the car. Other than that, it's trickier to get listings in quickly and get them closed. But you've got enough buyer leads, we've talked about it, where you should go in and be able to identify people. If you've got nothing going on, you can prospect and your buyer agent can prospect four or five hours a day, every day, until you get as many closings as possible. And then you keep that habit of prospecting and you're doing two to three hours a day, every day, even when you're busy. So the reason why you're slow right now, and this isn't picking on you, but anyone that's slow right now, it's because you didn't do a really good job of prospecting in September, October, November. So for everyone on my team, we look at team building, time management, we look at this. So my buyer specialist, so I tell them, you know, at our buyer agent meeting, we were no cards, go for, no calling past clients. If we put 12 of these together and you're sitting out today, mid January, and you look back 12 weeks of your activities, the reason why you're busy or not busy is because of the 12 weeks leading up to today. So Leslie, if you and your agent didn't do a lot of prospecting and lead follow up or you had no accountability or tracking in place, this is probably one of the first things that I would get into place for yourself and your agent and any new agent that joins your team. And when you've got this team fully leveraged and you move to a different market, everyone is working this tool every week. And so you've got full clarity. And they take this and they go online. So here's an online form. So once a week, my agents, by 2pm on Mondays, they enter their activities for the week into this form here. This is the back end of the form. But this form here, what they did last week and how they added value to the team. So it's not complicated, but it's just consistent and it's boring stuff. But it's sort of my church. I think I mentioned to you guys, we're going through a series now. It's called the Power of Same, and it's just the reward. One of his messages is that the reward is in the routine. So in anything that you want to be really productive at or kick ass at, your health, your business, the reward is in the routine. So you're constantly just doing the same things over and over again. There's no magic in real estate. I mean, you can either get business from people that know, like and trust you or from people that you generate leads. So buyer leads or yard sign calls or expired leads or FSBO leads. You know, there's no magic to real estate. So that's kind of a tough love kind of answer. But that's generally what happens when you're not busy, is that you just look back the last three or four months and did you really kick ass at new business development.
