If you have been in real estate sales a few years you have seen the “Roller-Coaster Selling Cycle” or possibly have even fallen victim to it. You know the difficulty it causes, how it erodes your confidence and how hard it is to pull out of the sales slump. How does this start? Better yet, how can you prevent this from happening?
The real estate sales roller-coaster usually happens just after the spring real estate rush. What happens to start the problem is that you will find yourself working hard helping all the buyers and sellers, putting in more and more hours at work. You won’t need to plan your days because there will be several buyers and sellers standing in line waiting to work with you. In fact, you may find yourself just trying to keep up. Then the pace of your work will level off and you will take a much needed break. That’s when the problems begin.
While you are resting and catching your breath from a busy spring real estate market, your sale pipeline is quickly drying up. And since it takes 90 to 120 days to start to fill your real estate sales pipeline again, by the time you realize it’s drying up it’s too late. Then you will wake up one morning with nothing to do, no money coming in and panic sets in.
Real Estate Sales Coaches Keep You Performing
Real estate sales coaches help keep you on track when the market fluctuation take place. Knowing how to plan your year and where to focus your energy can help you produce the results you dream of.
It’s important to remember that every sales cycle can be broken down into a series of steps that are interlocked together to produce the sales results you are looking for. From the first time you contact someone to the opening of a relationship there could be 4-6 major steps. Knowing these steps and how long each one will take can help you stay focused on what you have to do. In real estate the action that you do today will produce results in 2 or 3 months time.
If you are doing well right now (sales are flowing in and you’re busy), keep your head down and focus on daily activities that will keep your prospect funnel filled. Working with prospects on “now” business is exciting and exhilarating for all sales people. Unfortunately if you do only that you will be buying a ticket for a future roller-coaster ride. Keep planning your efforts 3 months in advance so you are always focused in the future.
Skip The Real Estate Sales Roller-Coaster!
Here are some real estate sales coaching tips that can help you off of your own roller-coaster:
Real Estate Sales Coaching Tip #1 - Don’t overspend when you close a deal that money will need to hold you over for several months. Get your finances worked out to take the pressure off of yourself for the next three months or so. In this way you can focus on doing what you need to do instead of worrying about the money you need to live.
Real Estate Sales Coaching Tip #2 - Write down your goals and follow a business plan. Break it down into 4 quarters so you know what you will be focusing on each step of the way.
Real Estate Sales Coaching Tip #3 -Get a accountability partner to help keep you focused. A good friend, coach, mentor or boss can help you when you are struggling. Make sure to be in contact with them daily so that you don’t get side tracked.
Real Estate Sales Coaching Tip #4 -Spend 80% of your time on the most productive activities for your real estate business and stay focused on them only. This is no time to be lost in researching a future project or do bookkeeping.
Real Estate Sales Coaching Tip #5-Set a goal for the prospecting action that you will do each day in the form of people you will talk to or contact. Remember, you have to meet a client for them to become one!