By Jared James
As many of you know, I make my living as a speaker/trainer and have had the opportunity to speak to tens of thousands of REALTORS® and entrepreneurs over the last 12 months. My job is not just to communicate effectively, but to entertain and make the audience feel something. As Maya Angelo put it, “People will not remember what you do or say, but they will remember how you made them feel.”
About six months ago, I had the opportunity to keynote a large event in Texas, and it was one of those times when you feel completely connected with the audience and everything was going well. At the end of the event I had a younger guy come up to me and tell me how he loved my speech so much that he was ready to run through a brick wall. (Not a practice I recommend or condone.) He said that he loved everything I had to say, but there was just no business in his area. He said it didn’t matter what he did, there just weren’t any transactions.
I don’t usually have the time to do this, but on this day I did, so asked him to grab his computer and pull up for me every transaction that had happened over the last 30 days in his area according to his MLS. He did this and it turned out that there were 337 transactions! So much for NO transactions…
I looked him dead in the eye and I said that it seems that the problem was not a lack of transactions, the problem was that his name is not on those transactions! *friendly smile*
I am not mentioning this agent by name because he is not the point of the story. I bring up this point because I think this mindset is running rampant among many REALTORS® today. Continue reading »
By Rob Reuter, YPN Manager
It’s official: 2012 has kicked into full gear. If you haven’t already, now is the time to start your business planning. Elizabeth Mendenhall, 2012 chair of NAR’s Strategic Planning Committee, recently asked YPN members what kind of statistics they consider when forming their annual business plan. From my former selling days, I focused mainly on two statistics:
- Absorption Rate: Focus marketing in areas/neighborhoods/price ranges that have high turnover rates and low time on the market.
- Frequency of Income-Producing Activities: Where does my business come from and how much time/energy do I put in these areas?
Several other YPN members have great ideas as well:
Dollars/Hour Earned (Brian Copeland): How much are you earning per hour? Take your gross annual income and divide it by the number of hours you worked. Increasing this number means you are making more and working less!
Months Supply/Inventory (Nobu Hata): Communicating this information to the consumer effectively will help ensure more accurate pricing.
80/20 Rule (Tiffany Curry & Kate Koplinka): Are you part of the minority doing the majority of the business?
Market Share (Lena Williams): Increase the percentage of your market share if geographical farming is part of your plan.
Average Sales Price (Kenny Parcell): Continue reading »