It’s now halfway through 2011. How is your business doing? Are you on track to achieving the goals you set in January, or are you worrying how you’re going to pay for Christmas this year?
If it’s the latter, then maybe it’s time to start getting aggressive about pursuing your goals.
First, start by breaking down your goals. You might have yearly or quarterly marks to hit, which is great. Now, break those down month by month, week by week and finally day by day. This gives you something to work toward on a daily basis, which not only keeps your momentum going by making your goals more immediate but also keeps your spirits up.
So say your daily goal is to have a conversation with a new lead every day, but the phone’s not ringing and your inbox is empty. Now is the time to get aggressive! Get out there and talk to those prospects. Call up your old clients to see how their new home is looking, and ask in the course of the conversation whether they have any friends or family looking to buy or sell a home. Then, call those people. If you think you’ve got a hot listing that’s not getting enough attention, do something about it! Get the word out through your social media channels, bulk up your signage or make a video and then send it around to your email lists.
If you are getting in contact with prospects but are still not seeing the sales roll in, consider changing up the conversations you are having with consumers. One great sales technique is asking questions. This can be more complicated than it sounds, but it is a great way to not only get consumers engaged, but also to demonstrate that you are focused on their needs.
The basic premise behind this sales technique is to answer their questions with questions. This way, you are always asking for commitment. Practice this as much as you can before actually interacting with the buyer or seller so you are comfortable with the technique. If you’re asking questions, you’re never going to hit a dead end.
While you’re asking buyers and sellers questions, make sure to answer some of their in the Homes.com Questions and Answers Community!
If 2011 hasn’t been the banner year you were hoping for yet, don’t worry! There is still plenty of time to turn things around if you are proactive about ensuring your success.
Photo Source: Tim Parkinson