Setting Up Your Real Estate Goals

19 10 2009

footballGoalReal estate agents are an odd bunch. Yes, they are my clients, and no, I probably shouldn’t talk that way, but they are.

What I mean by this is, some agents think like employees and some think like entrepreneurs, and the way you think vastly changes the way your business is run.

Do you have a business plan?  No?  Did you skip that step because you work (or worked) for a large company?  Did you not see the importance because, as an agent there are just things that you do?

Usually when I begin working with a new agent that doesn’t know where to begin with a VA I ask them what their goals are.  “I want to sells lots of houses and make lots of money” is not a goal.  I take a step back, and then I ask:  “What are your goals for the next 90 days?”  That almost always elicits some thought and a more thought-out answer, but not always.

When trying to determine your own goals think about these goal-setting steps from Marketing Tools For Real Estate:

  1. MY FINANCIAL GOAL for this year (next 12 months) is to earn pre-tax income of $______________________.
  2. MY LISTING GOAL for this year is to take ____________listings for the year, or _____________listings for each month, or one listing every ___________days.
  3. To work an average of _________hours per week of which at least 65% is highly productive (“Hot Time”)
  4. To work a maximum of ________days a week and take ________weekends off a month.
  5. To take ____________vacations during the course of the year.
  6. To Prospect a minimum of ___________hours a week of which a minimum of 65% is “HOT” and 35% is “WARM”.

Examples of “Hot” Time:

  • Showing Properties
  • Presenting an Offer
  • Asking for a Price Reduction
  • Canvassing Past Clients for Referrals
  • Contacting FSBO’s
  • Follow Up by phone on Mail Campaigns or Web Site Leads
  • Doing a Listing Presentation
  • Contacting Expired Listings
  • Holding Open Houses
  • Visiting Unlisted Builders on Site
  • Cold Calling for Leads
  • Door Knocking Prospecting for Leads

Find some time (no really, find some time; it’s important) to write down some actual goals that are achievable yet challenging, then find a way to put them into action.

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20 10 2009
Twitter Trackbacks for Setting Up Your Real Estate Goals « Have an Easy Breezy Day…. Hire a VA! [aprilsullivan.wordpress.com] on Topsy.com

[…] Setting Up Your Real Estate Goals « Have an Easy Breezy Day…. Hire a VA! aprilsullivan.wordpress.com/2009/10/ – view page – cached Real estate agents are an odd bunch. Yes, they are my clients, and no, I probably shouldn’t talk that way, but they are. — From the page […]

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