5 secrets to success

Knowing how and why your business develops helps you figure out how to improve it. Here are five ways to do that.

1. Chart your business success. Work out the percentage leads that come from referrals, online, successful showings or lead generation software. Then strategize like the big brands do. Put 70 percent of your marketing effort into repeating what works, 20 percent into ways to do that better, and 10 percent into experimental stuff. 
2. Work out what your database is worth. Homeowners in the US live in their home for eight to 10 years, which means every decade somebody is buying or selling a house. If you have 1,000 contacts in your database, about 100 of those will trade property this year. If you convert 10 percent of those, you should get 10 sales out of the group. 
3. Increase your database. Start by looking up your leads on social media and clicking on “friend” or “follow”. Engage with them on those platforms to establish a more personal connection.
4. Communicate with your database through regular, automated emails containing relevant news as well as information about the area. 
5. Focus on your leading indicators. On average, you get one deal out of 50 property-related conversations. If you aim to close two deals per month, you must have five conversations daily for five days a week. The same goes for listing appointments. If you want to take two listings per month, you need one a week.

Make the calls. Do the work. You’ll reap rewards.