A simple exercise to help your business
Here’s what to do. Begin by entering the following information on a spreadsheet:

• Make a list of every client you worked with who did not close a deal with you.
• Next, note the location where the person was planning to buy or sell.
• Where did the lead originate (past client, referral, open house, cold calling, etc.)?
• Note demographic factors such as type of client (listing, buyer, general age group, family characteristics, type of work they do.)
• Look for patterns among those who transacted and those who did not. For example, is there a certain price range or location where your listings never sell vs. one where they sell quickly? Which price ranges and locations produced the best results vs. which produced the poorest results?

As you head into 2022, spend at least 80 percent of your time on the top three activities that generated the best results and drop your bottom 20 percent that produced virtually nothing.

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• Visit our website at RealEstateCoach.com
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