29%

29 %, that's the percentage of Real Estate sales that are done in the last four months of the year. Do you doubt it? I will share with you how to validate this information later in the text. Realize that this percentage amounts to approximately 30,000 sales or 60,000 transactional sides. Do I have your attention?

In the last few days, one of our One-on-One clients shared that information with her office manager to be told that this did not make any sense, that it was impossible (read ridiculous) to have this many sales in that period. He went on to validate his « beliefs ». Preconceived notions, old stereotypes or simply outmoded teaching; unfortunately, a lot of these concepts remain… rather than… sound questioning, analysis and current study of market trends.

There are many professional brokers who produce as many sales in the last four months of the year as they produce in the first eight months. Your year has just started, a third of all sales will happen in the next four months… with or without you. Will you be part of it?

Let me share three rules that we teach our One-on-Ones.

1.The first rule is: WORK EFFORTLESSLY, WITH PURPOSE.

You must be in harmony. You cannot start this period exhausted or discouraged or even scared. Know where you are and where you are going, you must have and follow a plan of action that will allow you to generate your business. Know your market, master the art of objection handling and most of all have a mid to long-term view of your business.

2. The second rule is: CREATE AND MAINTAIN A MOMENTUM

Cease starting over continuously. Develop constancy every day and every week. Here is my definition of momentum: your strength or ability while in action. How can you measure it? Simply by the number of appointments you have scheduled at any time. Do you start every week wondering when your next appointment will come from or do you systematically have three, four or five appointments scheduled?

3. Rule number three: CREATE AND MAINTAIN A STATE OF EQUILIBRIUM:

I. You are as powerful as your ability to control your emotions. How do you react whenever something goes wrong? Learn to focus on solutions and let go of the emotional turmoil.

II. You are as powerful as the inventory you currently have and your ability to constantly renew it. Trust me there is a direct link between the stability of your inventory and your personal « stability ». Learn to steadily renew your inventory and more so, have a saleable inventory.

He is a fourth rule: make the commitment to drastically increase your professional skills. Can you imagine learning a powerful listing presentation or being able to effortlessly handle any objections?

May these next four months be the most successful of your career.

Samir Bachir, your coach

Statistics: with either Matrix or Sam Web, calculate yearly sales, then do the same for the last four months of each year. Dividing one into the other will give you the percentage sales for the last four months, any two-year average will give you 29 %. Then calculate respectively the number of transactions made between September 1st and December 31st of this year. You can do this for the province or by region. Divide the numbers and you will get the percentage of sales for that period. For the analyticals amongst you, you can divide the number of sales of January 1st to August 31st by .71 to get projected sales for the remainder of the year.

What will you accomplish during these next four months?