With only about two months remaining in the year, now is the time to rally your team and place a laser focus on exceeding goals and generating sales production immediately. Here are three ideas you can easily implement to quickly create more production. Your team numbers will increase, your agents will be making more money over the next 90 – 120 days, and they’ll thank you for the push!
Implement a Plus-One Contest/Program
Drive more listings and sales immediately with a plus-one contest. A very effective way to increase sales through the end of the year and build a pipeline heading into 2020 is to have your team members do plus-one goal-setting. What this means is that they should each review their November and December listing and sales numbers from 2018, then add one transaction to each number as new listing and sales goals for the end of 2019. Imagine if every team member sold just one extra home between now and the end of the year. This simple method of setting a short-term sales goal will help most agents finish strong, feel a positive sense of improvement, and likely provide an active start to the first quarter of next year.
Check Team Members’ Progress Toward Broker Awards and Incentives
Does your broker offer sales incentives that your team members may be close to achieving? As your team’s leader, doing a quick review with each of your team members about their qualifications for any awards, bonuses, trips and other incentives through your broker is a no-risk, no-expense way to show that you are looking out for their best interests and engaged in helping them succeed.
Increase Sales Activities
While other agents are on cruise control through the holidays and the end of the year, you and your team can increase production by scheduling more sales-centric activities on a weekly basis. Ideas include: increasing your sales meetings to at least once per week, and maybe even twice weekly; hosting Call Nights for reaching out to FSBOs, expireds, past clients, or your agents’ spheres; and conducting training sessions for how to talk to friends, family and others throughout the holiday season to immediately gain new clients, as well as promote referrals from your network.
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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 Homes.com 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 www.sherrijohnson.com for more information.