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July 9, 2019

How to get a listing a week: Make the most of the summer.

I have a confession to make. Even when your business is firing on all cylinders, you may not actually get a listing a week. You may get two, or seven or maybe zero in a given week. Even the most consistent businesses are likely to see some variations from week-to-week, month-to-month and quarter-to-quarter.

If you want to build a business that generates a listing a week, you need to strike while the iron is hot and take advantage of favorable conditions.

Our team doesn’t peddle the myth that the only time to move is during the spring and summer. However, plenty of buyers and sellers still believe that to be the case, so you see an uptick in activity in the market during those seasons.

Even if we think that perception is largely exaggerated, we still adjust our production goals for seasonality. We know that historically March through August are going to be better months for us than the rest, and June and July typically yield our best months. No month is a make-or-break month, but we expect the summer to have a huge impact on our year-end numbers.

Armed with that knowledge, we are not going to just sit on our heels and let a more active market come to us. Heck no. We are going to crank it up and get our unfair share.

In seasons where most good agents are producing at a high level, we are striving to out-produce them. In seasons where agents are packing it in because the market is slowing down, we are attacking and getting even further ahead of them. Every market has its opportunities, and the opportunity provided by the summer is for you to connect with buyers and sellers when they are more likely to make a move than any other time of the year. We have to capitalize.

As we discussed on a recent Members Only call, one of the rookie mistakes that even good agents make is to let an increase in transactional volume throw them out of rhythm. They start moving too fast, and systems start to break down.

Unfortunately, one of the first tasks to get shelved is prospecting. You’re swimming in deals after all! Why pick up the phone? Simple. Because those deals will close, and you’ll be left with a dry pipeline.

If you want to generate a listing a week, you can’t allow prospecting to fall by the wayside in these busy summer months. Your prospects are more ready to talk real estate now than any other time of the year. Pick up the phone, and put in the work!

Even those that don’t convert right now may give you an open door to warm them up to convert later. You’ll begin to set the table for a great September, October and November with those calls, but you’ll miss the chance to fill up the pipeline if you hang your hat on a high volume of right now business. You don’t want to miss out on the opportunity that the summer provides.

Posted in Listing A Week
July 8, 2019

Should I Just Call the Real Estate Agent on the Sign?

What's the risk of just calling the agent on the sign to go see a house? Todd gets into it.

Posted in Question & Answer
July 5, 2019

Frisco's 2,500-acre Fields development will have a new city center and thousands of homes

Frisco officials have gotten a first look at plans for the city's biggest pending development, the more than 2,500-acre Fields development on the Dallas North Tollway.

July 4, 2019

Happy July 4th! Celebrate by Joining Us! Go to TTHST.info

Or give us a call 214.216.2161! We need awesome people in Dallas or Fort Worth!

Posted in Recruiting
July 1, 2019

Mary Drive, Hurst, TX | Property Preview

Check out this beautiful property in Hurst, TX!

Click for pics:


Contact Jeremy Payne for more info about the property: 972.269.5074

July 1, 2019

Churchill Way, Garland, TX | Property Preview

Check out this beautiful property in Garland, TX!

Click for pics:


Contact Jeremy Payne for more info about the property: 972.269.5074

June 28, 2019

So Many Questions To Be Answered About The Summer Dallas Real Estate Market

Days on market stabilizing? Housing inventory rising? Prices flattening? Todd dives into the numbers of the Summer Dallas Fort Worth Real Estate Market.

Posted in Market Reports
June 27, 2019

Lucas, TX - Relocating / Moving to Dallas Fort Worth #21

Lucas, TX is located in the Northeast corner of the Dallas side of the Metroplex. Lucas offers a unique blend of big-city amenities with a small city environment. 

June 11, 2019

Should I Wait To Buy or Sell Until The Market "Cools?" 2019

Todd explains what steps you need to take if you think you might be ready to buy or sell a home. Waiting could be a good thing but what we always recommend is to take a look at your family and your finances and make sure you are ready.


Posted in Question & Answer
May 31, 2019

How to get a listing a week: Execute a plan that pays



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Minor league baseball is full of talented players with plenty of tools. We saw some of them at our recent client appreciation event at a Frisco RoughRiders game. They can light up radar guns, hit towering home runs and make highlight-reel catches with the best of them. So why are so many of these guys stuck riding on buses through small town America as their dream of big league ball alludes them?

It comes down to execution. Baseball is a game of inches. There is minimal margin for error. Pitchers execute their pitches at a more consistent rate in the bigs. When they don’t, hitters make them pay on a much more consistent basis. At the Major League level, every little hole gets exploited. The ones who adjust to this transition are the ones that stick. They all know what needs to be done, but few execute at a high enough level to get consistent results.

Anyone can say what a prospect wants to hear. We live in an age where we have more information than we know what to do with. Lots of agents know what they can and probably should do for their clients. They can piece together a “system” to share in an initial consultation. Most won’t, but they could make something up if they wanted to. Anyone can present a plan, but can they execute it day-in and day-out? Do they execute at a big league level or are they going to float around in the minors until they hang it up? 

At this point you may be asking yourself a fair question. How does what I do during a transaction get me more business? Does my during unit really impact my before unit? The answer is yes.

The prospects you convert are buying your during unit. They are not buying a house. They are buying your services. Agents who get a listing a week don’t do it solely on the back of a winsome personality and a cute glamour shot. They do it with systems that put money in the pockets of their clients, which in turn puts money in their own.

We say over and over again that our problem is not a shortage of leads; it’s conversion. When agents can communicate a sound plan and systems for execution, they are going to convert at a higher level. The question is fair, but the answer is obvious.

At the end of our initial consultations, the last thing we talk about before we ask for their business is execution. By now our agents have heaped value on them for an hour or more. They have shared all the intricacies of our proprietary systems and how they will impact their sale or purchase. Then we ask a powerful question.

How are we going to get it all done? Execution.

We proceed to talk about the specialized roles of our team members. When our agents are at their best, they are naming names. They explain to the clients not only what each team member is doing but why each of those team members is an ideal fit to perform their specific tasks. We believe God made everyone with specific gifts, and that each team member functions at their highest level when their responsibilities line up with their gifts.

The agents will give the clients a look behind the curtain by discussing some of the systems and strategies we have in place to navigate the transaction. They explain key dates and lay out an ideal timeline for their clients before they leave the initial consultation. We are mapping out the route to the closing table.

Then we do it. We set out to hit every point along the way to ensure that our clients have a consistent and referrable experience. When we create that referrable experience, our clients become a reliable source of leads that are primed to convert at a higher rate than any other lead source. They have already been told by someone close to them that we are the best choice for the job. Those should be softballs to convert.

That’s how your during unit affects your before unit. That’s how you get a listing a week. When you execute, you create happy clients for life who introduce you to new happy clients for life.

Execution isn’t just a during unit issue. You should have systems in place that set the table for your initial consultations. These systems will establish what calls you will make, questions you will ask and content you will deliver prior to ever meeting the prospect. We have clear expectations for what our team members are doing and communicating prior to initial consultations, and each member is held accountable to execute.

If you’re interested in getting a listing (or more) a week, consistency in execution of your plan and systems will be crucial. Don’t waste your career riding buses in the minors.

Posted in Listing A Week