As the real estate business seems to thankfully be continuing to pick up, I wanted to share a few quick tips that I am using daily to continue to sell an average of 110 homes a year even in this market!  The agents that I coach use these ideas daily and their production continues to increase despite the  market conditions as well!

First of all, I hope you are on track to Making 2009 YOUR Year!  Before too long we will be approaching the half year point.  Take a few moments to check in on where you are with your annual goals.  If you didn’t write them down at the beginning of the year, take some time to write down what you want to accomplish in the 2nd half of the year.

It’s been proven that only 3% of the population ever takes the time to write down their goals.  Simply doing this puts you heads and shoulders above the rest.  Make it simple and break it down on a monthly basis so you can track where you are and what you’re doing.

Focus on getting listings.  Having inventory is the name of this game.  Working with buyers is good, and you’ll get tons more buyers by having inventory for the buyers to inquire about.  The more signs you have the more your phone will ring!

But how do I get more listings?  Great question!  It takes discipline, schedule, a desire and a willingness to really WORK!  Everyday I literally get on the phone for no less than two hours and I look for people who need to sell.  If you don’t like calling the obvious expired’s and fsbo’s then call all the people you know, your friends, family, and relatives.  Simply tell them you wanted to check in, say hello and see if they have any questions, concerns or information you can provide to them about what’s going on in the housing market.  Then ask them if they are looking to buy or sell or who they know of that is looking to buy or sell.

Additionally, call around your listings and sales, or your companies if you don’t have your own.  I took 18 listings one year as a direct result of just listed and just sold phone calls!  Each time I take a listing I send a “just listed” postcard and then follow up with a personal phone call to the neighbors.  I either speak with them or leave them a message letting them know the home is for sale in case they know of someone looking to move into the neighborhood.  After the home closes I send them another “just sold” postcard and then follow up with them once again to let them know the home has closed, what it sold for, and ask them to welcome their new neighbor.  That’s FOUR times they’re hearing from you if you take this on.  This creates strong name recognition for not a lot of money 🙂

If you’re doing open houses.  Call the neighbors, let them know you are having the open house invite them to stop by and ask who they know of that may be interested in moving into their neighborhood and ask them to invite their friends to the open house.

Follow up, follow up, and follow up again with all your leads.  I can’t tell you how important follow up is in this business.  You don’t have to do it in a pushy way guys.  Simply follow up with all your leads and tell them you were thinking of them and just wanted to check in to see what questions you can answer for this time about the market and ask them if they are still looking to buy or sell and what you can assist them with at this time.

Focus on making most of your day about doing things that will create income and deals for you.  If you have to get up a little earlier to get the administrative and computer stuff done, then do so.  Commit guys to doing whatever it takes to excel in this market.  The commitment alone will propel your business.

If you haven’t already ordered our book, Now What Do I Say?, a collection of over 425 answers to more than 70 of the most common questions and objections that you face in real estate, please visit our website at to order your copy now.  Check out the sale on other products that we are having for the month of May as well!

Have some accountability guys with your business.  After you revisit / revise / or write your business plan for the remainder of the year, tell everyone.  Tell your broker, your spouse or significant other.  Ask them to hold you accountable to what you’ve committed to.  The more people you tell the more likely you will accomplish your goals.

Create a reward for yourself at the end of each month and a bigger reward at the end of the year if you reach your goals or even come close.  Take care of yourself along the way and you’ll be more energized, enthused and willing to continue doing what it takes.

Read and listen to some good stuff along the way.  If you haven’t purchased a copy of our audio program, You’re The One, check that out on our website as well,  This is just a motivational program to help keep your head in the game.  Goodness knows we have enough negative stuff going on and anytime you can throw some positive, uplifting, encouraging thoughts in your head, you’ll automatically feel better, get a bit rejuvenated and as a result have better stuff all around occur.

Follow a schedule guys.  Don’t do things on  whim.  Design a daily schedule that allows time for all the t hings you need to do in your life both personally and professionally and then follow it.

Treat your real estate business as a real business.  Pretend you are the CEO of yourself, Inc. and hold yourself to that high of a standard and watch your business soar to new heights.

Let Scott and I know how we can support you.  Visit our website at and read some of our older blogs for some invaluable information on tips, ideas, objection handling and much more to help support you.  There are free reports you can download, free live objection handlers and free recorded tips on our site for you as well.