Steve Stewart Seminars

Steve Stewart Seminars

SYNOPSIS: Anyone with a license can take a listing every week. Article proves the point and breaks down the number of calls necessary. 487 Words.


Anyone can take a listing a week. All that is required is to have a real estate license, an IQ registering above room temperature and listing has to be a priority in your life.

Here's proof. If terrorists held your family captive and the ransom to keep them alive was that everyday by 5:00 P.M. you had to bring in a contract signed or you would never see your children again, you would succeed without missing a single day. You wouldn't care who signed or for what; SOMEBODY would SIGN SOMETHING everyday and you would never miss. Right now, the difference is that it is perceived as acceptable for you to go home without having gotten a signature. Hey, a signed contract would be nice ... but it isn't a high enough priority in your life.

The point is that if we can take a listing every day, then listing one a week would be EASY, and still allow us to be more careful and selective in which transactions for which we choose to be responsible.

ANYONE can set an appointment to make a listing presentation everyday. Simply make as many calls as you have to each day to get an appointment, not as many calls as you can "make time for." Your objective is a firm appointment will a willing prospect, not to simply make a dozen calls.

Suppose you are only average (and aren't we all, really, above average?) and suppose you are intent on setting appointments the hard way - meaning with cold contacts rather than referrals. On average, you will get one signature on an agreement for every three presentations you make. Appointments set by referrals are better than one in three since people already have a reason to trust you.

Then, twenty connected phone calls will find someone interested; fifty connected calls gets a live one to agree to an appointment; 150 connected phone calls leads you to a signature. Those are very forgiving numbers. In the insurance industry the minimum standard for a new insurance broker is 200+ cold calls every day for the first several years. All that to sell a bunch of auto policies and an occasional life insurance plan.

If in the next month you have made twenty listing presentations and took seven listings, how will you feel? You absolutely CAN achieve that, and it's not even a stretch to imagine it so. Next month, that's you strutting around the office like you own the joint.

Setting appointments requires no rocket science. If people in your area remain in their homes for an average of five years before they move, that means that 1/5th (20% of them) are going to move in the next 12 months. Presume 90 days as an average length of time to consider selling before signing a listing agreement. Since 90 days is 1/4th of a year, and 1/4th of the 20% who will be moving in the next 12 months equals 5%, then 5% of all the home owners are thinking about selling right now! That's not so bad! Nineteen people say NO THANKS, and one says HERE I AM! Again, this even presumes you are intent on doing this the hard way - through cold contacts.

It only takes you an hour or two to make twenty or thirty live adult contacts each day by phone? Then pick up the phone and get started! But for heaven's sake, call someone you know.

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© Steve Stewart Seminars. Excerpted from "A Home Run Every Time: The 200 Best Sales Ideas You Ever Heard!" Steve Stewart has published 13 books and audio series on real estate sales and sales management since 1986, including the best selling "Real Estate Book of Letters!" which includes all letters on computer diskette. Best known for his signature presentation, "Buy From Me, or Get Out of My Car!" he often speaks to Realtor groups on sales and management. He can be reached through his Southern CA office at
(760) 298-8146.

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276 N. El Camino Real, #184
Oceanside CA 92058



(760) 298-8146
(760) 216-1353

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