By Karlton Utter
When I am out in the field training real estate agents I like to ask people whether I could still make it in sales. My question is, “if I moved back into sales tomorrow, do you think I would be successful?” Almost everyone says yes.
The truth is, I would be successful, but only if I followed a few rules. They are five important rules anyone, whether new to real estate or looking to up their game should follow.
Below are the top 5 things I would do tomorrow if I was to move back into full-time sales.
1. Write It Down
Before I do anything else, I am going to come up with an income goal and create a business plan to support it. A business plan is a crucial element to the success of an independent contractor. It allows you to plan out your business building activities and your business supporting activities.
Figure out the average selling price of homes in your area and then you can identify the average commission. Now how much did you want to earn this year? Divide the average commission into your goal income and you will see how many houses you need to sell to get there.
In your business plan, write down what activities you will be doing daily, weekly, and monthly to hit that goal.
2) Get Some Listings
Listings are the name of the game. Knowing this, I would instantly target a specific niche that allows me to gauge my marketing through a specific selection of homes. I need inventory and I would make sure that every single person in my niche knows who I am and thinks of me when they have a real estate question.
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