With the summer looming across the country, sales season is about to really kick off for the next several months. But if you’re like most real estate agents, waiting for a summer sales boom isn’t exactly going to cut the mustard in what should otherwise be a year-round career.
Even if you’re a sales guru during the summer months, you can always augment your off-season sales and keep your pipeline full. Here are a few ways to make sure your sales pipeline stays full all year long.
Take Inventory… Of Your Leads
Filling a sales pipeline starts with turning on the faucet at the source. While you may have quite a few prospects and pending sales on the table, you likely also have a healthy collection of leads gone the way of the Dodo.
Jumpstart your sales funnel by taking an inventory of your past and present leads, and start driving some content towards them. You’re good at what you do or you wouldn’t be here today, so take the time to do a little extra work and make contact with some of your long forgotten leads. Get them back into your pipeline!
Make the Call
Want to fill up your pipeline? Start making calls, and do it daily. Once you’ve inventoried your client base, start making calls and commit to doing it daily as part of your work day. Pick a number of calls to make, stick with it, and when you run out of prospects, get some more!
The number of calls you make each day will largely depend on A) the size of your market, B) the amount of home inventory in your market, and C) how many prospects you have. With that said, don’t make 15 phone calls per day when you only have 40 prospects. Plan accordingly, stick with your plan, and make the call.
Go Pro
Many homeowners have great relationships with their clients, but maintaining a friendly relationship and being a true professional are different sides of different coins. Today’s real estate agent is expected to be an expert, a professional, and be able to answer the questions every homeowner can throw at them.
With that said, consider how you’ve done business in the past, and (if necessary) make a shift towards a more professional expert-oriented approach to your established business. While this may mean a change of direction in the way you interact with customers, it could very well mean attaining more professional certifications, getting more schooling, or simply getting up to speed with the market.
Professionalism in the Mortgage Market
To your client inventory, add professionalism, and to your professionalism add expertise. One of the best places you can showcase your expertise in real estate is to direct your clients around the busy mortgage market. Today’s market is complex yet uncomplicated, but new homeowners don’t see it that way.
Get a firm grip on what’s going on in your local mortgage market in order to help those sales leads become closed sales. Be aware of what’s happening in the government and where your buyers can save money by understanding the options available to them. Perhaps one of the best resources you have available to you is Tidewater Mortgage Services.
The pros at Tidewater can help you and your clients understand what’s going on in the mortgage market around you. One call can get your clients pre-qualified for financing and get you further down the road to a closed sale and closed deal.
