{"id":14620,"date":"2011-05-17T06:27:12","date_gmt":"2011-05-17T13:27:12","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=14620"},"modified":"2011-05-17T14:40:36","modified_gmt":"2011-05-17T21:40:36","slug":"upping-your-game-selling-real-estate-implies-selling-enough-that-you-can-add-the-staff-to-sell-even-more-for-me-that-means-concentrating-on-the-prospects-who-will-make-it-to-the-closing-table","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/14620\/upping-your-game-selling-real-estate-implies-selling-enough-that-you-can-add-the-staff-to-sell-even-more-for-me-that-means-concentrating-on-the-prospects-who-will-make-it-to-the-closing-table\/","title":{"rendered":"Upping your game selling real estate implies selling enough that you can add the staff to sell even more. For me, that means concentrating on the prospects who will make it to the closing table."},"content":{"rendered":"

This is a response to Robert Worthington’s post on getting to the next level selling real estate<\/a>.<\/p>\n

I don’t want to represent myself as an expert on production, this for two reasons:<\/p>\n

First, because I know that is untrue. I’m a good real estate agent, and I think I’m becoming a good salesman. But if I stand on my tippy-toes, I can almost see over the nap of the carpet. I’m thinking there might a be a world up there.<\/p>\n

And second, because I hate it when other people do it. It’s grating when they actually can ride the bull and nauseating when I find out that they can’t — that they’re all hat and no cattle.<\/p>\n

With that as a caveat, I have some observations.<\/p>\n

Here are three ways to net more income from your working hours:<\/p>\n

1. Close more houses at your current gross commission income.<\/p>\n

2. Close the same number of houses at a higher GCI.<\/p>\n

3. Cut your costs.<\/p>\n

Obviously, number 3 works great no matter what else you do, provided that cutting your costs doesn’t cut your production along with it. Marketing is what you communicate, not what you say, and half-assed marketing is worse than no marketing.<\/p>\n

Scott Gaertner, a long-time friend of BloodhoundBlog and one of the highest-grossing\/highest-netting agents I know, has urged us to pursue plan number 2. I want to do this, and I really, really want for Cathleen to do this, but the time is not propitious for listing luxury homes. In Phoenix — as in Florida, I expect — the inventory consists of lender-owned homes, short sales and the rare, and almost always over-priced, equity sale. I’ll talk about these categories further down, but the bottom line is that, for now, we don’t have either the cash or the resources to pursue the rare motivated equity seller. We can’t afford to acquire that client, and we really can’t afford to fail to close the sale.<\/p>\n

I have a lot of respect for plan number 1, because I am a high-D. I like to get things done, and the more things I get done, better and faster, the happier I am in Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

This is a response to Robert Worthington’s post on getting to the next level selling real estate. I don’t want to represent myself as an expert on production, this for two reasons: First, because I know that is untrue. I’m a good real estate agent, and I think I’m becoming a good salesman. But if […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[212,29,6,5],"tags":[],"class_list":{"0":"post-14620","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-flourishing","7":"category-group-therapy","8":"category-marketing","9":"category-real-estate","11":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":435,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/435\/blogoff-post-58-dont-tell-buyers-agent-your-reason-for-selling\/","url_meta":{"origin":14620,"position":0},"title":"Blogoff Post #58: Don’t tell buyer’s agent your reason for selling . . .","author":"Greg Swann","date":"September 26, 2006","format":false,"excerpt":"This is another favorite from my Arizona Republic column:\"My goodness! This house is gorgeous. I don't know how you can bear to leave it.\" That's me talking to a seller - while I'm in the home representing buyers. It sounds like an innocuous remark, effusive small-talk, but what I'm doing\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1456,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1456\/like-a-virgin\/","url_meta":{"origin":14620,"position":1},"title":"Like a Virgin","author":"Jeff Kempe","date":"May 21, 2007","format":false,"excerpt":"So I've spent the last hour trying to navigate Word Press -- I'm going to bet it's much easier than I'm making it -- have written a terribly serious post on the allegorical link between Nordstrom and real estate, and decided that's a really inelegant way to introduce myself. Yes,\u2026","rel":"","context":"In "Blogging"","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1582,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1582\/utterly-brilliant-just-sold-postcards-on-zillowcom\/","url_meta":{"origin":14620,"position":2},"title":"Utterly brilliant: “Just Sold” ‘postcards’ on Zillow.com","author":"Greg Swann","date":"June 25, 2007","format":false,"excerpt":"Zillow blog. Advertise yourself as a lister in the neighborhoods you farm in a venue we know is strongly appealing to sellers. This is so smart it makes my brain ache... Later: Adopted. Whole-heartedly and with alacrity. I need for you to be shopping for what I'm selling, or else\u2026","rel":"","context":"In "Marketing"","block_context":{"text":"Marketing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":13309,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/13309\/my-take-on-real-estate-bar-camps-if-you-want-to-learn-how-to-sell-youll-learn-nothing-by-studying-with-enthusiastic-amateurs\/","url_meta":{"origin":14620,"position":3},"title":"My take on real estate bar camps: If you want to learn how to sell, you’ll learn nothing by “studying” with enthusiastic amateurs.","author":"Greg Swann","date":"September 26, 2010","format":false,"excerpt":"Jeff Brown wants to know if real estate bar camps are a waste of his time. My view is that they probably are, at least in terms of making maximum productive use of time taken away from money-making work. Jeff is a chatty guy, so I expect he can have\u2026","rel":"","context":"In "Flourishing"","block_context":{"text":"Flourishing","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/flourishing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1274,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1274\/thebrickranchcom-as-warm-and-fuzzy-as-an-easter-bunny\/","url_meta":{"origin":14620,"position":4},"title":"TheBrickRanch.com: As warm and fuzzy as an Easter Bunny","author":"Greg Swann","date":"April 7, 2007","format":false,"excerpt":"We finally settled on the WordPress theme and look-and-feel for TheBrickRanch.com. There's more work to come, particularly the sidebar, but the site is ready for Monday's official start of the Project Blogger competition. Not to put too fine a point on it, but this is a reasonable example of what\u2026","rel":"","context":"In "Blogging"","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":6662,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/6662\/selling-real-estate-the-engenu-way-because-i-can-make-content-rich-web-sites-so-easily-i-can-make-my-points-more-convincingly\/","url_meta":{"origin":14620,"position":5},"title":"Selling real estate the engenu way: Because I can make content-rich web sites so easily, I can make my points more convincingly","author":"Greg Swann","date":"January 21, 2009","format":false,"excerpt":"Can premium rental homes in suburban Phoenix throw off positive cash-flow at 75% of market rents? An investor asked me that question the other day. It's an academic problem, really, a matter of costing out typical homes to see how they perform under that scenario. I can do that much\u2026","rel":"","context":"In "Blogging"","block_context":{"text":"Blogging","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blogging\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.paypal.com\/en_US\/i\/scr\/pixel.gif?resize=350%2C200&ssl=1","width":350,"height":200},"classes":[]}],"_links":{"self":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/14620","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/comments?post=14620"}],"version-history":[{"count":4,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/14620\/revisions"}],"predecessor-version":[{"id":14626,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/posts\/14620\/revisions\/14626"}],"wp:attachment":[{"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/media?parent=14620"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/categories?post=14620"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-json\/wp\/v2\/tags?post=14620"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}