8 things you can do to increase your real estate closings in 2020

    Here we are, officially ensconced in a new year and a new decade. Still, in the winter doldrums, real estate closings and their ensuing commission checks loom large in the minds of many real estate agents.

    “How to get more” entails stuffing that pipeline and converting prospects.

    That’s a tall order when productivity is at its ebb at this point in the year. But spring is right around the corner, and with it brings new opportunities.

    Are you on track to increase your closings this year?

    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 this 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 drive innovation and help you meet sales targets,” according to Mark Ellis, business writer at Business2Community.com.

    To get your FREE 12-month, Real Estate Marketing Planner click here

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

    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 and keep it safe. 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 Leonardo DiCaprio and mega-athletes Kobe Bryant and 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.

    The All Ears postcard is available under the Animal II Series in the postcard section

    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 suck 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 2020. You’ll find part one here.

    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… .so cool, isn’t it?

    Get every single person onto a touch campaign, according to their current status (homeowner, potential buyer, seller, etc.). Number 8, below, is a low-cost, effective and easy way to reach out to a bunch of folks at once.

    8. Start farming, via direct mail

    I know, it sounds self-serving coming from someone who works for a company that helps real estate agents with direct mail marketing solutions.

    Be that as it may, 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.

    The Sell Faster postcard is available under the Content Card Series in the postcard section

    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.

    Send Sell Faster postcard from the Content Card Series to your Geographic Farm or an area where you want more listings.

    Need help targeting the perfect niche of buyers or sellers? Use our mailing list 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 Free killer tools to help your success this year!

    1. The 12 Month Done-For-You Strategic Marketing Plan – NEW 2020!

    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




    2. The Free One-Page Real Estate Business Plan – NEW 2020!

    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




    3. Get the ALL-NEW Real Estate Marketing Guide “CRUSH IT” 

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




    4. Become a Listing Legend Free eBook 

    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 Free Online ROI Calculator

    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

    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.