Do You Really Want More Sales?

Sep 21, 2019 by

Remember that business goal you set at the beginning of the year? You know, the one where you enthusiastically declared how this year would be the banner year? The one where you were finally focused on racking up more sales for more income? Your plan may have included commitments to doing a better job of connecting with more people to convert more prospects into profits.

As we enter the final quarter of the year, it’s often inevitable that your focus and commitment get lost in all of the everyday distractions that riddle the job of making sales.


  • Are you at least halfway to your sales goals?
  • Have you stuck to your commitment to contact more people daily?
  • Has the consistency of your prospecting converted to more sales?
  • If you’re not where you expected to be, now is the time to monitor, readjust and refocus on your plan.

Successful professionals are willing to invest in proven routines that, when done with purpose and consistency, yield more sales, more income and, ultimately, the success you seek. When you’re highly connected to your why for what you’re looking to accomplish, the habits and actions necessary to get there become a “want to” instead of a “have to.”

Here are a few tips to help you reignite, revitalize and refocus in order to get to the profit zone:

1. Talk to more people…every day. This isn’t about cold calling people and asking them if they plan on moving anytime soon. No one wants to be solicited for “leads” to help you make your sales quota this month. Your purpose is to provide value to your sphere of influence, your database of past clients, prospects and farm area. Instead of asking, think about sharing relevant information or data of interest that can save them time and money. Everyone wants to be “in the know,” which means they’re always curious about upcoming trends as they apply specifically to them—their home, their investment, their well-being. When you shift your message from a high level to a hyper-local level, the interest level and engagement increases.

2. Make it personal. Let them experience you as their “celebrity authority.” Use video email or video on social media to share short bits of information that are interesting or pertinent to your target market. Shoot your video on-site instead of at a desk in order to show that you’re actually visible in the areas where you’re offering information or points of interest.

3. Don’t overcomplicate the process. Sales is about talking to more people more consistently. Lead generation platforms help you identify prospects who have shown interest in buying or selling, but those leads may be months or years to the point of conversion. Take advantage of the people that already know, like and trust you. Plan three ways to touch them during the year:

  • One face-to-face meeting
  • One meaningful touch (personal birthday message, congratulations on new job, happy anniversary, etc.)
  • One letter of value

Nothing changes until you change. Stop burying yourself in the “busy” of your work, and start focusing on the dollar-productive routines that will get you to where you want to be by the holidays. They’re just around the corner, and the time to start is now.

For a complimentary copy of “How to Close 86 Transactions a Year or More,” and other success tools, visit

Terri Murphy is a communication engagement specialist, author, speaker, consultant and master coach with Workman Success. She is the author of five books, a TED Talk speaker and co-radio host on For more information, please visit or email

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How to Become a Top-Producing Agent in Your Office

Sep 20, 2019 by

So, you want to be a top-producing agent? The most successful agents surely didn’t land there by chance. Instead, it takes drive, dedication and planning. Below are several areas to focus on in order to become the master in your office.

Tip-Top Transaction Knowledge

To rise to top producer status, it’s important to understand the ins and outs of every aspect of real estate transactions. Educational courses and additional designations can help with this, such as the GRI or CRS designation.

Superior Online Presence

This means professional, original, heartfelt and consistent. Don’t just bombard your Facebook page with listings. Instead, pepper in articles you think your sphere will enjoy, updates about areas of interest in your life, and don’t forget to engage with anyone interacting with your posts and pages.

Market Mastery

As a top producer, you’ll need to be on top of the shifts in your marketplace, from the average price in various neighborhoods to the cost of local HOA fees, and more.

Smart Systems

Without the proper systems in place, it’s nearly impossible to rise to the top. Luckily, technology has made this much easier for single agents, and their teams. From automated lead gen to an easy-to-access contact pool, CRM systems, social media management, and more, there are a myriad of tools and platforms you can choose from.

Social Skills

No, not just online. As an agent, your sales skills depend on your ease in social situations, how you connect with your clients and navigate conversation. This takes time and practice, but fully dedicating to improving your social interactions will surely help your sales.

Zoe Eisenberg is RISMedia’s senior content editor. Email her your real estate news ideas at


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City Living: Getting Around

Sep 19, 2019 by

Living in an urban area often means giving up your car and relying on public transportation, and that can be both a blessing and a curse. The good part is that you don’t have to worry about car insurance, parking or paying a monthly car loan; the bad is that you can’t just go where you want easily without relying on someone else.

Many people miss that freedom when they live in a city, but in today’s age of rideshares and improved public transportation, it’s never been easier to get from place to place.

If you’ve recently moved into an urban area—even if you’ve kept your vehicle—here are some great ways to get around.

Most major cities have some sort of subway system and it doesn’t take long to learn the routes and become an expert at navigating the different trains. Look into buying a weekly or monthly pass to save money and take advantage of any discounts given to city residents.

There sometimes is a stigma attached to taking the bus, but it’s one of the most convenient ways to travel around a city. Today’s busses are reliable and are scheduled so there’s never much of a wait for the next one. Plus, they go pretty much anywhere you want to go once you learn the art of the transfer.

Many cities now offer electric scooter services called E-Scooters, that you can rent and travel around your area. Available usually by an app, these electronic vehicles are largely designed to support locals in their day-to-day travels. This is a great way to see the sites of the city and get around the traffic.

Just like the scooter, a plethora of different bike-share options have popped up around cities everywhere, and people can simply walk over to one and check it out through their phone or with a credit card.

Uber or Lyft
When you live in a city, rideshare is never more than a few minutes away—especially if you are in a popular area for food or entertainment. Cheaper than most cabs, millennials practically live by these rides and they are an easy and convenient way to go where you need to go.

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