Pro Tip #1 - Lead Pillars

Where does your business come from? Most successful real estate professionals identify at least six lead pillars and operationalize them to ensure they have a consistent flow of business. Tune in as Team Leader Randal Engelmann discusses the value of sourcing your leads.

Examples of lead pillars include: Past clients; Sphere of Influence (SOI); For Sale By Owner; expired listings; Make Me Move on Zillow; agent referrals from out of the area; online leads; Google PPC; geographic farming; networking with social/philanthropic organizations; vendor referrals; relocations; open houses; office hours/walk-ins; sign calls.

Pro Tip #2 - The Importance of Scripts

Should you be using scripts? Randal explains how scripting enables you to spend more time listening to your clients. Here are a few scripting resources:

The Conversion Code by Chris Smith

Fanatical Prospecting by Jeb Blount

Tom Ferry International



Pro Tip #3 - Track and Measure

What is the key to consistent business? KPI's!

What we track grows! Most dietitians would recommend that if you want to lose weight, track what you eat and ensure you are not taking in more calories than you burn off. 

We are all good at tracking the sales we make and the income that is generated. But sales are a lagging indicator in real estate - something that has happened in the past. It can not be changed. 

How can you make your future income more reliable?

Track and measure! Track your LPIs (Leading Performance Indicators) or your KPIs (Key Performance Indicators). 

What are these sales performance indicators? Every profession has different LPIs. In real estate, when we concentrate on the number of conversations and appointments that we have and make, we can predict our future income. 

For a new agent, we typically say they need to have 125 unique conversations which results in 10 appointments to translate to one sale. Of course as your skills improve, so does your conversion rate.

This can all be broken down into planning your daily behaviors. For example, an agent that wants to sell 18 homes this year simple multiplies 18 X 125 for the goal of 2250 unique conversations for the year. Say you want 4 weeks off and you work 5 days a week prospecting.  The weekly goal for conversations would be 47. And the daily goal of 10 conversations. (I rounded up. Sorry, you can't have .375 of a conversation!)

Plug in your sales goal to see how many conversations you need to reach your goal:

Sales GoalYearly Conversations GoalWeekly Conversations GoalDaily Conversations Goal

Here are numerous systems and processes that you can use to get started:

Using a Google spreadsheet is the most basic way. We use a Google survey to log our conversations and appointments every day. Many CRMs also have a similar feature to do the same thing. Over time you will see your progress. 

Of course it will take some time to get your specific number but you will understand what kind of behaviors lead to success very quickly! Once you do this you will see a pattern and understand where your strengths and weaknesses are and can tweak the area that needs improvement.

Now you can set your goals and refer to Pro Tip #1 about lead pillars. Apply these numbers to your specific lead pillars to incorporate into your schedule.

Pro Tip #4 - Not all Leads are Created Equal

Do you treat all of your leads the same? Do you communicate with them the same way? Adapting your message to each particular type of lead is the topic of this Pro Tip.



Pro Tip #5 - The Value of Note Cards

Old school is new school. Are you writing note cards to your clients? Randal has a note card plan for you, with a tip of the hat to Gino Blefari, Chairman at Berkshire Hathaway HomeServices Homesale Realty.


Pro Tip #6 - "Pop-by's" Help You Stay Top Of Mind

Are you "popping by" your SOI and past clients each month to stay top of mind? Here's a quick refresher on the value of pop-by's.



Pro Tip #7 - Client Appreciation

Everyone loves a party! One of the ways we show our love for our clients is holding client appreciation events. Randal talks about some of our successful pre-Covid events that resonated with our clients. We've learned to be strategic about our events so that they are productive, memorable and meaningful. A good resource is The Art of Gathering: How We Meet and Why It Matters by Priya Parker.



Pro Tip #8 - The Best Way to Feel Loved

Want to make your clients feel loved? All you have to do is listen. You're building a relationship with your clients - hopefully one that lasts for many years. The best way to ensure a successful buying or selling process - and to build your own integrity and trust - is to listen carefully to your clients' needs and respond with advice based very carefully on what they've said. You'll feel loved in return when they refer friends and family to you!

Pro Tip #9 - Master Your Schedule

If it's not on your calendar, it doesn't get done. That's a philosophy that many successful business leaders use. The same holds true for successful real estate agents. Focus on the tasks that yield the highest return in helping you to reach your goals. Here are two excellent resources on the topic:

Eat That Frog - How to Stop Procrastinating and Get More Done in Less Time by international sales training expert Brian Tracy

Bethenny Frankel's Success Starts with Time Management, Entrepreneur Magazine, April 2021



Pro Tip #10 - Are You Maximizing Your HBUT?

What the #[email protected]!* is an HBUT? HBUT is an acronym for Highest and Best Use of Time. The key to your success as a real estate agent is identifying where your skills make the biggest impact on your bottom line. Focus on your HBUT activities and outsource everything else. Two resources on this topic:

The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results By Gary Keller and Jay Papasan

What the #@!* is HBUT and Why Will It Make Me More Successful?Tom Ferry blog




Pro Tip #11 - You use checklists, right?

Are you still trying to keep your to-do list in your head? With transactions necessitating literally dozens of steps - and agents juggling multiple transactions at the same time - the best way to keep track of your business is through checklists. 

Having proper systems in place helps your business run smoothly. We use a checklist for each property that includes pre-list, active, open house, marketing, offer accepted, under agreement and closing to-do items. We share our checklists using Google Drive so that everyone knows where every transaction stands and so we can all sleep well at night! 

Let me know if you'd like me to show you a sample of our checklist. Contact me at [email protected] 




Pro Tip #12 - Take Time For Yourself

There's no such thing as a five day week for real estate agents. You're on the job 24/7. That's why it's especially important to schedule some downtime to recharge and refresh. 






Pro Tip #13 - Keys to Consistency

"Consistency is key. But what does that mean?" This video answers the question about consistency and how it can be applied to your business in order for you to get more done. In the first of this four-part series in June, we will talk about creating systems.




Pro Tip #14 - 2nd Key to Consistency

After you have your systems in place, the second key to consistency is delegation. Effective delegation of your tasks so that you can concentrate on your Highest and Best Use of Time is critical to your success. 




Pro Tip #15 - 3rd Key to Consistency

Your systems are in place. You've delegated responsibility. Now you have to ensure accountability. That's the 3rd key to establishing a consistently successful career in real estate.




Pro Tip #16 - 4th Key to Consistency

Your systems are in place. You've delegated responsibility. You've ensured accountability. Now, the 4th and final key to creating a consistent flow of business in your real estate career is Measurement.




Pro Tip #17 - The Compound Effect

I get asked all the time, "What's the one thing I can do to ensure that I have a consistent flow of business in real estate?" Well, there's not just one thing. It's doing your important tasks - my four keys mentioned above - and do them consistently.




Pro Tip #18 - Keep the Momentum Going

The spring buying season is over. Summertime is here so it's tempting to rest on your laurels a bit and relax. But this is the time to keep your pipeline filled so you can maintain a level flow of business. 




Pro Tip #19 - Stay Inspired

Randal offers tips on how to keep your eye on the prize after a busy spring season.




Pro Tip #20 - Keep Prospecting

After the busy spring season, summer is the time when many real estate agents kick back and take it easy. Randal tells you why this is the key time to be prospecting.




Pro Tip #21 - Eyes on the Prize

Don't let the summer doldrums set in. Stay on your daily disciplines. Do what others aren't willing to do. That will set you up for success this fall. 




Pro Tip #22 - Always Look Forward

Fleetwood Mac said it best: Don't stop thinking about tomorrow. Randal talks about the importance of always looking forward and planning ahead. 


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