Consistent Deals Require Consistent Activity

Consistent deals require consistent activity. It's a common thing among my team this year.

But what exactly does this mean?

Well, in business there's a lag measure and a lead measure.

Closing a transaction is a lag measure, compared to lead measures which include lead generation and prospecting.

activity, prospecting, lead generation, followups - those are lead measures.

So in order for both to be consistent, you need to consistently make your calls or do your lead follow-up. This will demonstrate to potential buyers how confident you are when it comes to appointments or showing properties, it's a common-sense method.

However, many real estate agents, including myself back in the day, do not understand the importance of this.

I was what's called a rich agent/poor agent. I would do two deals in a month and then stop the lead generation that got me the two deals in the first place because of the time consumed from closing my deals. I'd then stop prospecting for 30-45 days, and looking back I lost so many potential deals if I had been consistent. I didn't have anything coming down the pipeline!

I would get 6-8 transactions a year until realizing it was the most strenuous way to do it. If I could tell my past self one thing, it's that being consistent in my lead generation and in follow-up are key to keeping the pipeline full.

Consistent deals need consistent activity!

Even starting with a simple task list, doing it consistently will build up a healthy habit.