My Crystal Ball: You CAN Predict You’ll Be Successful Selling Real Estate

►Carla Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

What New Agents Expect

From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business. What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success

Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager–Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business:

• 20 contacts to get one buyer or seller lead

• 8 times of putting people in the car to sell someone a home

• 3 listing appointments to gain one marketable listing

• 80% of listings sell

• 80% of transactions close

What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan

Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development. She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

https://carla-cross.com

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

Mike Warm

Mike Warm of Sarasota, Florida, has built a legacy in the luxury real estate market by combining his unparalleled dedication to detail with a penchant for perfectionism. “When you’re selling these kinds of properties, you expect people to have high expectations for their homes and their experiences. I love being able to come up with the right idea at the right time – my negotiation skills and over-the-top thinking helps me come up with resolutions that nobody else can see. Making deals has always been important to me, and I still find tremendous satisfaction helping people get across that finish line.”

After graduating from The Ohio State University, Mike explored the world as a jet skier and Colorado local before moving to Sarasota in the early nineties. “I started buying houses for myself, and living in them while fixing them up,” he recalls. “It was just fun, and I learned the business of rehabbing and remodeling.” This experience spring-boarded his curiosity, and Mike became an officially licensed REALTOR® in 2015.

Since then, Mike has grown to place among the top 25 REALTORS® at Premier Sotheby’s International Realty in the Sarasota region. His enterprise thrives on a book of business that is over ninety-five percent repeat and referral clients, and for the past three years, he has averaged over $40 million in annual volume as a solo agent primarily serving downtown Sarasota and Siesta Key, but his sphere extends south to Venice and north to Bradenton. His testimonials broadcast constant communication and transparency, paired with a warmth and presence that helps clients feel cared for. “I tend to make friends with my customers,” he exudes. “Making people feel like they are your only client – even when you’re as busy as I am – continues to be my biggest asset.”

With his position cemented in the industry (recently recognized by SRQ Magazine as one of Sarasota’s Top Ten REALTORS®, and by the Tampa Bay Business

Journal as an expert Global Advisor), Mike plans to bolster his business by leaning into his digital footprint. “My assistant does incredible work – he spends time behind the computer so that I can be out in front of clients. I was recently told by a client that, after thirty-plus years of living here, they were surprised to hear two separate attorneys from their firm recommend me by name – so I guess it’s time to get out there a little more.”

When he’s not growing his business, Mike enjoys spending time outdoors with his wife (when she can find time to step away from her busy life as a teacher), soaking in the sun on his boat during the summer and hitting the slopes during the winter. “I spent a season as a ski bum in Aspen during my youth, and I’m a very average golfer, so I’m plenty active. Plus I keep my remodeling skills sharp – any time I’m home, it doesn’t take me long before I start tinkering and working on the next project!”