{"id":3055,"date":"2022-04-26T14:41:20","date_gmt":"2022-04-26T14:41:20","guid":{"rendered":"https:\/\/www.realtrends.com\/blog\/2022\/04\/26\/the-simple-secret-for-keeping-your-real-estate-pipeline-full\/"},"modified":"2025-03-13T02:41:31","modified_gmt":"2025-03-13T02:41:31","slug":"the-simple-secret-for-keeping-your-real-estate-pipeline-full","status":"publish","type":"post","link":"https:\/\/www.realtrends.com\/blog\/2022\/04\/26\/the-simple-secret-for-keeping-your-real-estate-pipeline-full\/","title":{"rendered":"The simple secret to keep your real estate lead pipeline full"},"content":{"rendered":"\n

There are some power-packed business strategies that can make all the difference in the success of your real estate business, especially when running a productive and profitable real estate team. Here\u2019s one that can be an immediate game changer for keeping your real estate pipeline full!<\/p>\n\n\n\n

Whenever the opportunity arises, I ask our industry\u2019s best agents to share a success principle that\u2019s made all the difference when it comes to the productivity of their team. <\/p>\n\n\n\n

One of the best I\u2019ve heard came from Team Leader Greg Chaplain<\/a> of The Real Estate Home Team<\/strong> at The Real Estate Group LLC<\/strong> in Virginia. His response came with lightning speed. \u201cThat\u2019s easy, we’re never in the quarter we\u2019re in. We stay focused on being physically in this quarter and mentally in the next!\u201d <\/p>\n\n\n\n

I\u2019ve never forgotten this succinct and simple path to success. It\u2019s a business principle that alludes many agents. Because it does, their stage is set for the crisis mode of managing their business.<\/p>\n\n\n\n

Folklore says it was Einstein who quoted, \u201cIf you can\u2019t explain it simply, you don\u2019t know it well enough.\u201d I think that sums it up for Greg. He has a tried-and-true formula for success and knows how to replicate it, creating a team culture that delivers major levels of production year after year.<\/em><\/p>\n\n\n\n

Greg continued sharing his wisdom by formulating the image of a surfer physically positioned on the top of one wave, while mentally locked on the approaching wave. I could see the picture in my own mind. Here sits the surfer in full physical control of the wave below while sizing up the incoming opportunity, perfectly positioned and prepared for it when it arrives, partnering with the force of the wave to ride it for all it\u2019s worth at exactly <\/em>the right time. <\/p>\n\n\n\n

I\u2019ve boiled it down to this \u2014 manage to the momentum  <\/em><\/strong><\/h4>\n\n\n\n

In your present moment, you must ensure that your working clients experience the best we can deliver. But our ultimate goal is not to be wiped out by today\u2019s ground swell while being disconnected from the future that\u2019s incoming. There is a way to plan for both and keep your real estate pipeline full.<\/p>\n\n\n\n

This business strategy requires a presence of mind and focus that is impossible to accomplish in the auto-pilot position.  <\/p>\n\n\n\n

Your first goal? <\/h4>\n\n\n\n

Be intensely present and develop a mindful form of competence that cares for the business at hand while doing all that\u2019s necessary to position yourself for future opportunities. And be assured, the opportunities continue to roll in for those prepared as markets across the country continue to perform at record levels. <\/p>\n\n\n\n

Yes, there are some markets that may feel more like a six-foot wave than a 10-foot wave at the moment, but really?  Decide now to size up whatever\u2019s incoming and mentally engage, or risk missing it all together.  <\/p>\n\n\n\n

No agent wants to see their competitor shoot past them on the crest of the incoming market and riding the ground swell they just missed! Even worse, that same wave you encountered unprepared can knock you off center and create chaos in your present reality. <\/p>\n\n\n\n

From theory to practical application<\/h4>\n\n\n\n

How do we turn this theory into practical application, a strategy that should be a non-negotiable business planning strategy in any team or agent\u2019s business plan? I encourage each team leader to maintain a Hot Leads List<\/strong>, regardless of which sophisticated lead management system they may be using. <\/p>\n\n\n\n

This list projects the 30-, 60- and 90 -day time frames for any ready and willing buyer or seller to enter escrow or pending status. If the lead management system you\u2019re using allows you to apply this criteria or create a search parameter, do it today. <\/p>\n\n\n\n

A fine point \u2014 existing listings should always be on the hot leads list as no one earns any income until the listing sells. And, in today\u2019s fast-moving markets, listing inventory that need more than 30-60-90 days to enter escrow can turn into a substantial distraction and an emotional drain rather than a major opportunity. <\/p>\n\n\n\n

It also may indicate a weakness in the agent\u2019s pricing competence or ability to control the seller\u2019s expectations. Experienced listing agents know that overpricing a listing is possible in a fast-moving market if the seller and\/or agent becomes too confident in the market\u2019s capacity to sell at any<\/em> price or any<\/em> condition.<\/p>\n\n\n\n

If you\u2019re the team leader or manager, requiring each individual team member to assess their business leads gives the team leader a quick litmus test for measuring just how healthy each team associate\u2019s and the team\u2019s collective wave of business is that is approaching. This will keep the momentum going and keep the real estate pipeline full.<\/p>\n\n\n\n

It\u2019s easy for a team to get lost in a sea of leads and develop a false sense of security that a quantity of leads indicates the quality and momentum of approaching business.  <\/p>\n\n\n\n

Track everything<\/h4>\n\n\n\n

If you lack a formal tracking product, a simple shared Google document between the team leader and each team associate can do the trick. Make sure your first column allows for the date of entry.  <\/p>\n\n\n\n

As a team leader, wouldn\u2019t you like to see when the last date was that a team associate created a quality lead? Isn\u2019t that a much better metric for measuring  and projecting <\/em>their success than to develop a false send of confidence in how many leads you pushed their way or how many they chose to cherry pick or reject?  <\/p>\n\n\n\n

This also serves as a strategy for separating the team associates who can and will convert from the impostors. If every team member is provided the same opportunities and benefits from the same lead sources, wouldn\u2019t it become obvious that one agent tends to work and convert leads much quicker than the rest?  <\/p>\n\n\n\n

Use your best to set the standard for the rest<\/h4>\n\n\n\n

One of my favorite management mentors always told me, \u201cFire one to save two.\u201d At the very least, use your best to set the standard for the rest. Determining whether you let numbers and lead pools OR productivity define your team culture depends on you, and this shift in thinking can help you choose the right measure. <\/p>\n\n\n\n

Turn off the auto-pilot button and become mindfully present of the next surge of business coming your way. Be physically in this quarter and mentally in the next, then replicate the process over and over as each new quarter heads your way.  <\/p>\n\n\n\n

This will also answer the debate over the best time to begin business planning for any upcoming year. If you physically enter into the last quarter of any year, but are supposed to be mentally prepared for the first quarter of the upcoming year, how can you do that with no defined goals or plan in place?  <\/p>\n\n\n\n

This practice makes it impossible to wait until January to create your goals, strategies and business plan for that year, making it appropriate to finish you 2022 business by no later than mid-November.    <\/p>\n\n\n\n

Pamela Ermen is president of Real Estate Guidance Inc., and vice president of Team Dynamics Division for Corcoran Global Living.<\/em><\/p>\n\n\n\n

This column does not necessarily reflect the opinion of RealTrends\u2019 editorial department and its owners.<\/em><\/p>\n\n\n\n

To contact the author of this story:
Pamela Ermen at pam@realestateguidance.com<\/a><\/p>\n\n\n\n

To contact the editor responsible for this story:
Tracey Velt at tracey@hwmedia.com<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Want to keep your real estate pipeline for listings full? Stay in the moment physically, but mentally create your goals for the next three months<\/p>\n","protected":false},"author":15802,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[2581],"class_list":["post-3055","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nThe simple secret to keep your real estate lead pipeline full - RealTrends - Blog<\/title>\n<meta name=\"description\" content=\"Want to keep your real estate pipeline for listings full? 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