The Lifeblood of Your Business
It’s no secret real estate can be a rollercoaster ride. One month you’ve got stock to sell. Only weeks later you’re scratching your head as to where your next listing will come from.
One minute you’ve negotiated a deal, the next you receive an email from the buyer exercising their right to cool off. Or maybe the buyer and seller have exchanged contracts, but you’re left scrambling to hold the deal together after the property fails the building inspection or finance has been declined.
Yes, it can be a career of highs, lows, and seemingly endless hurdles that need to be overcome. But there is an antidote to the rollercoaster. There is a way to level out the ride and make the journey a little more predictable.
Can you bulletproof your business?
In the face of all the ups, downs and obstacles, bullet proofing your business and preparing for the unexpected seems next to impossible.
There are just too many variables, too many moving parts, making sales seem to be more a matter of luck than strategy.
But if we let our mindset slip, that’s exactly what it becomes; a game of chance. And no career should be about luck, rather than strategy and skill.
The golden bullet
If you want to shore your business up against the rollercoaster of real estate and the peaks and troughs that come with the highs and lows, you need to look to your pipeline.
Quite simply, your pipeline is critical and is the only way to bulletproof your business.
When used correctly, it becomes the lifeblood of a successful real estate career.
It levels the highs and lows of selling periods. It becomes a predictable tool to use for generating sales.
It’s what brings resilience no matter the market.
First contact
Your pipeline starts at the first point of contact. Maybe it’s that neighbour attending one of your opens.
It could be a potential buyer who needs to sell before buying. It might be the lady from six streets over who has just popped in to see how this house compares to her own in terms of market value.
On Saturdays we are on show. We will meet more people today than any other day and most of those people, we will meet for the very first time. What a golden opportunity to make the first contact with a possible future client.
What an incredible chance to make a stellar first impression and truly showcase how we stand out from the crowd in terms of service, professionalism and trust.
And that’s just one day of the week. While Saturdays offer a standout opportunity to make first contact with multiple potential clients, the reality is we meet people every single day.
Over the course of each week there will be countless occasions to speak with people for the first time, or to follow up with those we’ve met previously.
That’s how you build a pipeline, by making contact, making an impression, then following up and following through.
Great work builds a pipeline
Having an extensive list of pipeline sellers is your guarantee of future predictable sales. It’s the surefire way to bulletproof your sales business.
So, let’s be on our guard and on our game. Let’s do great work, make a great impression and build more pipelines.
About the Author
Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’
For all enquiries and more information on how the Agents’Agency can help you take your career to the next level, click here to get in touch.
