Prices seem to be skyrocketing on everything. If you would like to trim some of the waste from your business, here’s a simple exercise that can really help.

• First, list every client you worked with in the last 12 months who did not close a deal with you.
• Second, note the location where the person was buying or selling, where the lead originated, as well as demographic factors such as first-time buyer, age, etc.
• Now, look for patterns. Is there a certain price range or location where your listings never sell? Are there people in certain age groups or professions who never seem to close a deal with you?
• If so, stop working with people from those areas and refer then to someone else.

The goal here is to focus on those activities that are most likely to net you a closed deal and to dump what isn’t working.