numbers game: Would you rather annoy 30,000 or impress 300?
- 09/20/10 11:59 PM
If you hang out here much, you know how I feel about the traditional numbers game of prospecting, specifically cold-calling. Blech. A business model based on being rejected far more often than you're welcomed and calling it a game? Blech. I don't think anyone who cold-calls imagines that his or her calls are welcomed by the majority of the voices on the other end of those telephone lines. When you commit to a cold-calling business-building strategy, you have to acknowledge that you will annoy a lot of people. But that's okay, they say, because the end justifies the means. It's okay to … (100 comments)
numbers game: "I Want to Do Rentals Because Someday the Renters will Buy!"
- 01/17/10 11:22 PM
I remember when I was a brand-spanking new agent back in 1996, I contacted my previous human resources manager and offered to show relocating employees around Denver if they were looking for a rental. I figured, what the heck? After all, they're renters today; but maybe buyers tomorrow and besides, I could use the practice getting around town. Good for me. Just the other day, I talked with a new agent who is considering adding property management to his menu of services. I asked him why and he replied that he thought it would be a good opportunity to make contacts with … (23 comments)
numbers game: A New "Game" Plan for 2010
- 12/27/09 11:34 PM
As it happens every year ‘round this time, New Year's resolutions are being made with a vengeance. In our world of real estate sales, these resolutions tend to focus on revving up one's prospecting efforts in hopes of having a Great New Year. Promises to more fully commit to a cold-calling or door-knocking campaign, to more aggressively pursue expired listings and FSBO's, to formally choose a farm area or finally figure out what SEO really means. All well and good. I wish you luck with that! But in addition to all these Numbers Games, I submit the following plan for … (96 comments)
numbers game: You Wanna Play the Numbers Game? Okay, let's play.
- 06/05/08 03:11 AM
Most agent training programs insist that Selling Real Estate is a Numbers Game - that is, in order to bring in enough business to keep the home fires burning, you have to touch as many people as you can with your name & number. The more people you touch, the better your chances of procuring a buyer or a listing. We've all heard the mass-marketer's philosophy - you have to contact X number of people to get a lead and you have to have Y number of leads to get a listing (or a buyer) and you have to have … (17 comments)
You've heard the cold caller's philosophy...for every 100 phone calls you make, you'll get five appointments; for every five appointments you go on, you'll get one listing. Therefore, if you make 500 phone calls, you can count on five listings as a result. If your average listing commission is $5,000, then every phone call is worth $50 since it takes 100 phone calls to get a listing. Supposedly you will actually start to enjoy each rejection, because you realize that every 99 "no's" equals a "yes" which … (25 comments)
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