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How to Overcome the Feast and Famine of the Real Estate Income Rollercoaster

Learning to build a consistent and predictable monthly income is not only possible; it can be done right now, this year. It’s first important to recognize that you’re falling short because you’re not thinking big enough. That’s right—you need to think big and then strategically and long-term. You can literally decide how much you want to make, put the plan on paper and then go make it happen.

Top sales professionals in the real estate market run their businesses as a business, and to do that, you must know the forecast of listings and sales that may buy or sell with you between now and next year. Adopt these pro strategies and mindsets and you will be dictating your future, not settling for what happens.

1. Mindset and Vision
You can achieve whatever you desire with the right mindset and thinking. Thinking big means expanding your reach to have more potential buyers and sellers in your pipeline at all times. Stop focusing on just the 4-5 buyers or listings that want to do something right now. There are hundreds more leads that you can assist and and leverage to build a much larger list of people you are servicing at some stage in the sales process. The more people you are talking to, the more opportunities you will have to provide your fantastic services.

2. Focus on Setting Appointments
Without appointments, you won’t be writing any offers or listing agreements—and let’s face it, that’s how we get paid. You have to fill your calendar up with appointments every week, preferably with listing and showing appointments. You have to think, “I am going to list or sell a house; I just don’t know the address yet.” By focusing on getting the appointments, you can set many for the week and increase your chances of turning more appointments into listings and sales, and ultimately income.

3. Double the Number of Weekly Appointments
If you looked at last year’s monthly and weekly calendar, your job is to double the amount of appointments you went on each week and month. When you go on double the number of appointments in a week, you will double the number of listings, sales and monthly income. This is the cure for the feast and famine of the real estate agent’s income rollercoaster. You will be dictating how may appointments you are going on each week, instead of “seeing what happens.”

4. Have a Healthy Obsession With Your Numbers
Know your numbers. How many listing or buyer leads do you have on your pipeline and where are they in the home-buying or -selling process? Remember, you want a lot of people! Have a strategy. Hope is not a plan. You cannot hope that someone calls, or wants to list their home with you. Top agents have a strategy for every situation, and they know how they want that sales call to lead into an appointment, listing and sale.

Believe in yourself and provide exceptional value. See yourself working with an additional 15-20 more buyers or sellers, and always have more people in your pipeline, and you will hit your goals.

For a free copy of my exclusive “10-Minute Business Plan for Success” and a copy of my webinar, “Building a $10 Million Pipeline of Leads,” click here.

Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Secrets of Top Selling Agents tour and the Official Real Estate Coach for McKissock Learning and Real Estate Express. Sign up for a free 30-minute coaching strategy session or visit for more information.