{"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_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":"","jetpack_post_was_ever_published":false},"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":2881,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2881\/blogging-other-realtors-listings-selling-houses-by-selling-history-details-ideas-lifestyle-selling-the-story-of-the-home\/","url_meta":{"origin":14620,"position":0},"title":"Blogging other Realtor’s listings: Selling houses by selling history, details, ideas, lifestyle — selling the story of the home","author":"Greg Swann","date":"April 2, 2008","format":false,"excerpt":"I was in an historic home on Monday that made me think it had been built by an important home-builder in the very early days of the suburbanization of Phoenix. With the permission of the lister, I went back yesterday and took dozens of photos of the property. I built\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":110,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/110\/when-is-the-best-time-to-buy-when-everyone-else-is-selling\/","url_meta":{"origin":14620,"position":1},"title":"When is the best time to buy? When everyone else is selling…","author":"Greg Swann","date":"July 20, 2006","format":false,"excerpt":"I think this is exceptionally good advice from Craig King at RealBlogging.com:No matter what you're selling, conventional wisdom is that the FUD Factor (fear, uncertainty and doubt) tends to freeze buyers in their tracks. Purchases get delayed. Decisions take longer. Buyers follow the maxim, \"When in doubt, don't.\" At the\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":10151,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/10151\/selling-is-fun-and-fundamental-too\/","url_meta":{"origin":14620,"position":2},"title":"Selling is fun! And fundamental too!","author":"Damon Chetson","date":"October 21, 2009","format":false,"excerpt":"For the real estate agents among us, well you guys are used to selling things. I think the act of selling is undervalued in our culture.\u00a0 When you sell something, you are convincing another person that, whether it's your service or a house, that you have something of value, and\u2026","rel":"","context":"In "Real Estate"","block_context":{"text":"Real Estate","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/real-estate\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1686,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/1686\/the-carnival-of-real-estate-41\/","url_meta":{"origin":14620,"position":3},"title":"The Carnival of Real Estate . . .","author":"Greg Swann","date":"July 23, 2007","format":false,"excerpt":"...is up at Rain City Guide. The big winner? Our own Brian Brady at Active Rain, with Selling Like a Catholic School Girl. Technorati Tags: blogging, real estate, real estate marketing","rel":"","context":"In "Blog Carnivals"","block_context":{"text":"Blog Carnivals","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/blog-carnivals\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2669,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/2669\/wanna-see-how-to-win-the-bloodhoundblog-black-pearl-divers-contest-youre-not-selling-us-youre-selling-you\/","url_meta":{"origin":14620,"position":4},"title":"Wanna see how to win the BloodhoundBlog Black Pearl Diver’s contest? You’re not selling us, you’re selling you . . .","author":"Greg Swann","date":"February 27, 2008","format":false,"excerpt":"Mike Farmer wrote a sweet note this morning about using single-property weblogs in his marketing, but his post was not an entry in the BloodhoundBlog Black Pearl Diver\u2019s contest. What's the trick to writing a winning entry? Think your benefit, not ours. How can you write a post about an\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":16541,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/16541\/whos-afraid-of-the-big-bad-bot-real-estate-ai-is-a-cargo-cult-of-trivia\/","url_meta":{"origin":14620,"position":5},"title":"Who\u2019s afraid of the big, bad bot? Real estate \u201cAI\u201d is a cargo cult \u2013 of trivia.","author":"Greg Swann","date":"September 30, 2017","format":false,"excerpt":"I'll talk more about this as we go forward: I am listing almost never, but I am listing as close to perfectly as I can. I have made myself into a killer real estate listing agent by way of behavior modeling: Double-thinking appraisers and experienced agents to get to the\u2026","rel":"","context":"In "Fun With Vendorsluts"","block_context":{"text":"Fun With Vendorsluts","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/category\/fun-with-vendorsluts\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/www.bloodhoundrealty.com\/BloodhoundBlog\/wp-content\/uploads\/2017\/09\/BotBait.png?resize=350%2C200","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}]}}