8 Ways to Help Increase Your Closings Through the Remainder of the Year

    However, you envisioned your year 2020 to unfold back in January is no longer relevant. It’s now time to let go of the past and focus your attention on the remaining year and what is possible.

    Here are eight ways to help increase your closings for the remainder of 2020.

    1. Create and stick to a marketing plan

    A marketing plan does a lot more than let you know how much money you’ll spend for the remainder of the year promoting your services. Chief among the additional benefits is that it helps you strategize.

    That forward-thinking stuff you’ll need to do to create the plan forces you to carefully consider each option, both in terms of its financial impact and its effectiveness.

    “Big ideas fail without a plan, and your marketing plan is the one thing that will still drive innovation and help you meet sales targets,” according to Mark Ellis, a business writer at Business2Community.com.

    If increasing closings is your goal, start with a marketing plan, and then stick to it.

    COVID-19 Series Looking For Listings postcards
    2. Adhere to a regular prospecting schedule

    Whether you door-knock, cold-call, chase after expireds and FSBOs or use another method of prospecting, ensure that it gets done by making it a part of your daily or weekly schedule.

    Prioritize the task as well. It’s easy to keep putting it off when there are more interesting tasks to pursue, but it’s not wise. The more leads you steer toward that real estate sales funnel, the more prospects you can convert to clients.

    3. Update, maintain and backup your CRM

    People who sell customer relationship management software are fond of claiming that a CRM is the “lifeblood” of the real estate agent’s business.

    Guess what? They’re right. Building and nurturing relationships is the key to increased commission checks and to do it right, you need a way to keep track of leads, prospects, clients (both current and past) and just about everyone else you know.

    While there are probably a million and one ways to set up a CRM, find a way that makes adding information and finding what you need easy. A way that works for you.

    Then, ensure that you do use it, keep it safe, and back it up.

    4. Find a mentor, coach or mastermind partner

    “Coaching works,” according to the authors of a study, “Evaluating the effectiveness of executive coaching: beyond ROI?”

    If it is something that helped former Presidents Bill Clinton and Barack Obama, entertainers such as Oprah Winfrey and athletes like Michael Jordan, perhaps you should consider it as well.

    New agent? Consider latching on to a mentor. Not only is this a way to quickly learn the nuts and bolts of the business, but to begin to nurture new habits that will help you immensely in the long run.

    Mentors, coaches, and even mastermind groups can propel you to the next level in productivity, thus increasing your closings.

    Check out our in-depth guide to finding a real estate mentor.

    5. Increase your activity on social media sites

    Social media can be a major time stealer if you aren’t diligent. Get in, do your thing, and get out. Easier said than done, right?

    The key is to wisely choose the platforms you use so that your engagement is strategically focused to your chosen audience.

    We compare social media platforms for real estate agents and suggest how to choose the most effective in the following article here.

    COVID-19 Series Looking For Listings postcards
    6. Fine-tune your response time to leads

    You can’t turn a lead into a prospect that you’ll later convert to a client if you don’t respond to their initial contact in a timely manner.

    The short and sweet of it is that you have a maximum of five minutes to respond to an incoming lead if you hope to reach the person and get him or her into your sales funnel, according to InsideSales.com research.

    In fact, the agent who responds within this time period is nearly 25 percent more likely to snag the lead.

    Wait a half-hour? You might as well forget about it and let the agent down the street who responds quicker have the lead.

    7. Reach out to your SOI – relentlessly

    Now that you’ve spiffed up your CRM, reaching out to your real estate SOI will be a lot easier. Efficiency is so amazing, isn’t it?

    If you haven’t already, get every single person onto a touch campaign, according to their current status (homeowner, potential buyer, seller, etc.).

    8. Start farming, via direct mail

    Farming is a low-cost, effective, and easy way to reach out to a bunch of people at once. I know, it sounds self-serving coming from someone who works for a company that helps real estate agents with direct mail marketing solutions.

    The fact remains that direct mail is one of the most powerful marketing methods today.

    Mix that with consistent farming, and you’ve got yourself an increase in closings.

    Learn more about how to kick off your farming efforts and how direct mail postcards just might be the magic bullet of lead generation. We show you how, here.

    COVID-19 Series Looking For Listings postcards
    Send the No Better Time postcard from the COVID-19 Looking For Listings Series to an area where you want more listings.

    Need help targeting a specific niche of buyers or sellers? Use our Demographic Search Tool to create the ideal list (it’s easy). Or call our support team for assistance at 866.405.3638!

    PLUS: When you have time…here are some helpful resources we’ve made available to support your success.

    1. The Free Real Estate Mailing List Guide

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    The Real Estate Mailing List Guide outlines the top tools for generating targeted prospecting lists including Baby Boomers, Empty Nesters, Investors, Lifestyle Interests, High-Income Renters, Move-Up Markets, and more. The Guide also defines done-for-you marketing campaigns to match these markets. –Click Here

    2. The Free 12 Month Done-For-You Strategic Marketing Plan

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    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

    3. The Free One-Page Real Estate Business Plan

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    Treat your business like a business it is vital to long-term success in this industry. Some agents may put together elaborate business plans, yet there’s something powerful about keeping it simple. Check out our one page Online Real Estate Business Plan.  – Click Here

    4. Become a Listing Legend Free eBook 

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    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

    5. The Market Dominator

    Become branded in a specific neighborhood with a 12X15 marketing piece sent automatically each month to an exclusive carrier route. Watch this video to learn more or Click Here.

    6. The Free Online ROI Calculator

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    Consistency and automation are the keys to success. Discover how effective direct mail marketing can dramatically increase your bottom line. Enter your statistics in our Free online ROI Calculator and click the ‘CALCULATE MY ROI’ button to see your results instantly! –Click Here

    7. The Free Real Estate Marketing Guide “CRUSH IT” 

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    The “Crush It” Guide includes easy steps to launching an effective direct mail marketing campaign, how to create a targeted prospect list, the perfect way to layout marketing materials for success, seven opportunities available to target in your area right now. –Click Here

    Lisa Gray
    Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.