• Skip to content
  • Skip to primary sidebar
  • Skip to footer
  • Cart
  • My Account

Bruce Keith Results

Real Estate Coaching & Training | Bruce Keith

  • Home
  • Coaching & speaking
    • One-on-one real estate coaching
    • Real estate teams coaching
    • Weekly teleseminars (membership program)
    • Real estate speaking & seminar services
  • Products
  • …More
    • Testimonials
    • Recommended Sales Aids
    • About us
    • Our team
  • Blog
  • Contact
  • Increase your sales

Taking Stock

August 3, 2012 by Gloria Keith

PENDINGS VERSUS INVENTORY...here's an interesting ratio for you to consider for your Sales Business. Look at your current situation from two points of view:

 

#1. How many pending sales do you have?… How many firm deals in the pipeline that will close and pay you a commission in the near future?

#2. How many hot leads do you have? How many situations that offer a better than average chance of becoming a pending sale?

 

Important Question…Which one is greater? Do you have more pending sales or do you have more hot leads? The key is to have a worthwhile supply of both. Think of the ratio for these two for your business right now. If you have more pending than you do inventory you are going to be rich soon and poor in two months! Not a good position to be in.

 

Here is your ACTION STEP… one of the toughest parts of being a Commissioned Salesperson is the specter of a fluctuating income. The Peaks and Valleys can cause stress. There is a solution… there is an alternative. Think of your business as a Conveyer Belt. Visualize it in the following fashion:

 

1. The Sales Cycle for your product/service determines the length of the Conveyer Belt. It could be 30 days, 90 days, even six months.

2. In the beginning you generate new leads and load them onto your Conveyer Belt.

3. You nurture and follow up these leads on an ongoing basis as the belt moves along to the end of the cycle. When items get to the far end of the belt, you get paid!

4. Some of these leads will fall off the Conveyer Belt, that is normal (they change their mind or you decide not to work with them any longer).

5. The key is to make sure that there are no gaps in the process. These gaps always show up at the far end of the belt in the form of a "zero payday". Not good.

 

Make sure that you always have a strong supply of leads on your Conveyor Belt. For your business to grow, the optimum would be to always have more hot leads than pending sales. No matter how busy you get with the pending sales, you must make time every day to generate more hot leads. Keep loading up that Conveyer Belt. Keep that ratio in your favor. NO Excuses.

Filed Under: Blog, Sales Training Tagged With: Coping, Evaluate, inspiration, Strategy, Time Management

Achieve the real estate sales figures you've dreamt of

See our selection of real estate training products and services. We're sure you'll love them all!

Select a product or service

Reader Interactions

Primary Sidebar

Navigate this site:

  • Real estate sales coaching options
  • Real estate training products
  • Testimonials
  • Contact us

Free Advice

  • Facebook
  • Google+
  • LinkedIn
  • Twitter
  • YouTube

Increase
Your Sales

Call Bruce
866.362.2226

Or results@brucekeithresults.com

Brokers & Teams

Ask us about volume discounts on our real estate training products. Get more info

Never be lost in a sales presentation again

Take advantage our tried, tested, and raved-about scripts for real estate sales, "All the Right Words"
 
This product series focuses on helping you learn your sales language in a natural way, and is tailored towards real estate agents and their needs.
Buy today!

cover for real estate business e-book

Learn my 6 steps to real estate success! Sign up to receive an exclusive download!

 

We respect your email privacy

Powered by AWeber Email Marketing

 

 

Search

Footer

Increase Your Sales Now!
Call Jason: 1 (866) 250-4566

News and Tips
Free training
My Experience
Our community

Useful links

  • Cart
  • My Account

Affiliate links notification

This site sometimes refers third-party products or services to its users. In some cases, we earn a commission by these referral links. We thought you should know!

We are under no obligation to hold external companies responsible for the quality of their product or service. Our recommendations are based on our own opinion, and only that. It is up to you to judge for yourself the value of products or services that are not sold by our company directly.

Copyright © 2021 · Bruce Keith Real Estate Coaching & Seminars · 1 (866) 362-2226 · 13 Fairy Avenue, Huntsville, ON, Canada, P1H 1G7
Site by Canadian Web Development Services