{"id":34,"date":"2008-06-11T02:53:55","date_gmt":"2008-06-11T07:53:55","guid":{"rendered":"https:\/\/number1homeagent.com\/index.php\/2008\/06\/11\/how-to-get-the-listing-every-time\/"},"modified":"2008-06-11T11:15:46","modified_gmt":"2008-06-11T16:15:46","slug":"how-to-get-the-listing-every-time","status":"publish","type":"post","link":"https:\/\/number1homeagent.com\/?p=34","title":{"rendered":"How To Get The Listing Every Time!"},"content":{"rendered":"

<\/a><\/p>\n

\"iRuss\"<\/p>\n

\u00a0<\/p>\n

With this post, I am introducing the new iRuss.\u00a0 Here is another email from Raymond:<\/p>\n

Hi Russell,<\/em><\/p>\n

I\u2019m trying to get some realistic perspective on the fall out rate of listings as experienced by successful listing specialists.\u00a0 It\u2019s not my intention to invade your privacy so I will understand should you ignore my request.\u00a0 Anyway here is what I\u2019d like to know:<\/em><\/p>\n

How many listing appointments\/presentations did your team make in the past year?<\/em><\/p>\n

How many listings did your team take in the past year?<\/em><\/p>\n

Of those how many sold?<\/em><\/p>\n

And, how many expired or were canceled or withdrawn?<\/em><\/p>\n

Of those that did cancel or withdrawn, what was the most common reason?<\/em><\/p>\n

Thanks for your help.\u00a0 And thanks for answering my previous question to you on AG.<\/em><\/p>\n

It was extremely helpful<\/em><\/p>\n

Take care and be well.<\/em><\/p><\/blockquote>\n

There are several ways to be able to say, “I take a listing for almost every appointment I go on”.\u00a0 They are pretty much all stupid.<\/p>\n

In 2006 we took 612 listings.\u00a0 In 2007 we took 524 listings.\u00a0 This year, Jan – May we’ve taken 187.\u00a0 I don’t have stats for the past twelve months handy but believe I can answer your questions.<\/p>\n

In 2006 our percentage of appointments to listings taken was about 56%.\u00a0 We went on just under 1,100 face to face appointments.\u00a0 We closed 405 escrows in 2006, about 60 of them buyer deals.\u00a0 In 2007 my number of escrows dropped to 369.\u00a0 312 of them were seller deals.\u00a0 The percentage of listings taken to appointments for 2007 was 49.90%.\u00a0 Just under half.<\/p>\n

So far this year (through the end of May) we have gone on 406 appointments, Jan – May we’ve closed 106 escrows.\u00a0 Our percentage of listings taken to appointments this year is about 46%.\u00a0 This number has always changed with the market.\u00a0 At the highest (for the year – not a particular month) it was years back nearly 60%.\u00a0 Over the years, it has usually been around 55% listings taken to appointments.\u00a0 Right now we are intentionally going on more appointments (therefore a lower percentage) as our “problem” isn’t the Listers are too busy.\u00a0 Even though some days lately we physically have (with 3 Listers) 9 face to face, in the home interviews – in a single day.\u00a0 Why yes, my new TV ad has caused the phone to ring more.\u00a0<\/p>\n

What is interesting (besides the utterly horrible long term downward trend of my major stats) is how “good and bad” we are doing compared to the market.\u00a0 For the past twelve months my percentage of of listings taken to those listings sold is 60.9%\u00a0 That is just awful, in the past 12 months we aren’t<\/em> selling almost 40% of the listings taken.\u00a0 It is just awful and at the same time, a hell of lot better than almost everybody else here.\u00a0 Most agents in my market area are selling about 20% in that same time period.\u00a0 Not selling 80% of what was listed.\u00a0 Most of the better agents are running around 41 – 43% sold.<\/p>\n

Why did they cancel?\u00a0 Or why did we cancel?\u00a0 Oh, there are lots and lots of “reasons” given.\u00a0 But there is really just one.\u00a0 We didn’t sell the house.\u00a0 With the exception of their transfer fell through or they can’t move to the new city after all, all of other “reasons” are crap.\u00a0 We didn’t sell the house.\u00a0 My advertised average time to sell is 44 days.\u00a0 That is going back one year and compares to a market average for the same time of 121 days.\u00a0 That was<\/em> true as of May 1st.\u00a0 As of June 1st, my average dropped (going back 365 days) to 42 days and the market average increased to 126 days.\u00a0 Because they are calling me for results, if I don’t perform in the time they expect, they fire me.<\/p>\n

So…. anyone going on more than a few appointments (their friends, relatives, etc.) is not listing them all.\u00a0 If they think they are, they are keeping really crappy records.\u00a0 Some agents only count an appointment if they took the listing – which is a great way to bat 1000 all the time.\u00a0 Or they only had 1 or 2 listings in a year and sold them both.\u00a0 Well done.\u00a0 But if going on lots of appointments and taking lots of listings plan on them not all selling.\u00a0 That way, your plans will match the reality of the business.<\/p>\n","protected":false},"excerpt":{"rendered":"

\u00a0 With this post, I am introducing the new iRuss.\u00a0 Here is another email from Raymond: Hi Russell, I\u2019m trying to get some realistic perspective on the fall out rate of listings as experienced by successful listing specialists.\u00a0 It\u2019s not my intention to invade your privacy so I will understand should you ignore my request.\u00a0 Anyway here is what I\u2019d like to know: How many listing appointments\/presentations did your team make in the past year? How many listings did your team take in the past year? Of those how many sold? And, how many expired or were canceled or withdrawn? <\/p>\n

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