Many real estate agents make a point to track things like money made, number of closings and number of listings — but are these the right things to chart? Michelle Moore calls these things “lagging indicators” (after the event measurements) that should not be our focus. Rather, Michelle claims that we should chart “leading indicators” (things that look forward to future outcomes/events) such as calls made, meetings scheduled, follow-up cards sent, number of listing presentations and buyer presentations made. Set specific, measureable, achievable goals. Tracking helps you determine what is necessary the reach these goals.
Michelle Moore discusses the impact that simple acts such as sending out cards to mark important milestones, losses, accomplishments can have on your business. Michelle uses Send Out Cards (https://www.sendoutcards.com/) to sustain connections with past clients, business colleagues and other business-related contacts. Send Out Cards is an online card editor that allows you to create personalized cards using your own photos as well as hand-selected fonts and designs. Maintaining these relationships is an excellent way to generate future business, precisely by demonstrating your regard for your business contacts as people.
Lead generation is the lifeblood of any successful career in real estate. Using social media to cultivate leads just makes sense, whether you are doing a direct ask (“If you know anyone…send them my way.”) in a Facebook Live video or simply reminding your followers that you help people buy/sell real estate. In Fhonda’s case, leads that led to closings came from her sharing how she became a real estate agent and how much she loves helping people. She explains to her followers that referrals are the best compliment they can pay her. Fhonda also stresses the importance of showing her followers her sitting at the closing table with clients, doing home inspections, and generally sharing the “journey” of being a real estate agent.
We all make choices, every day, all the time. If we don’t get something done, it’s because we chose not to do it. We chose something else instead. Time is limited so “time blocking” can be a great help because it specifically allocates time to important activities. It is essential to set aside time to do thing things we know will bring success, whether we enjoy doing them or not. The point is: We need to take responsibility for our decisions. At the end of the day, there is only one person who is responsible for our success or failure and that is US.