Laura Schaefer Posts

5 Pipeline Management Tips for Real Estate Agents

Pipeline Management for Real Estate

As a real estate agent, your job is managing a sales pipeline to close more deals. In the real estate business, each agent handles their pipeline differently. It is likely a combination of marketing, in-person meetings, property showings, placing properties into escrow, and closing on the properties.

An active pipeline is crucial toward your future success as an agent. When you master your pipeline, you’ll see at which stage any deal is, whether you have enough deals on the board to achieve your goals, and which deals need your attention now. Sales pipeline data keeps you on top of the number of potential deals you are currently working, the average size of your deals, your close ratio and the average time to close.

Read on if you’re interested in making a sales pipeline work for your real estate business. We’ve asked several successful agents how they’re managing a pipeline for maximum returns. (more…)

5 Go-To Prospecting Tactics for Real Estate Agents


Prospecting Tactics for Real Estate Agents

You’ve secured a real estate license and are ready to make 2016 your breakout year as an agent. Smart move. According to Kiplinger, the market is settling into a steady upward groove after years of turbulence, and the future is bright for resourceful real estate professionals.

When it comes to prospecting activities for new real estate agents, there is standard operating procedure and there are outside-the-box efforts. Successful agents pursue both, which means completing the daily tasks that have worked for decades — calling expired listings, reaching out to “For Sale By Owner” properties — and doing the things that make you stand out in our digital world, such as personal branding and content marketing. (more…)

Activity-Based Sales Incentives That Make Sense

Activity Based Rewards

Your people enjoy making calls, sending emails and giving the demos that lead to deals and commission payments. It makes sense, especially if their compensation is only set up to reward results. But this narrow incentive approach is leading to missed opportunities.

Sure, rewarding anything other than a closed deal will feel odd. But good work habits and key sales activities create a steady flow of revenue — so, incentivize them. Activities-based rewards can be a powerful tool for achieving broader business objectives.

“Incentives are meant to motivate salespeople in addition to commissions earned,” said Derek Dressler, senior vice president of sales at Virtual Incentives in Chicago. “Incentives and reward strategies should not be confused with compensation.”

Read on for advice and strategies for setting up the right incentives to meet your organization’s 2016 sales goals. (more…)

5 Ways to Foster CRM Adoption

5 Ways to Foster CRM Adoption

When you present a new CRM system to a sales team without a solid adoption plan, you’re throwing your car keys at a 15-year-old and hoping for the best.

Sure, you know the CRM you’ve chosen is an amazing tool that will help deals from getting overlooked and assist your team in focusing their energy. But your team may be a little suspicious, so handling the introduction with care really matters. The best tool in the world is pointless if no one uses it — or worse, use it as little as possible and with a bad attitude.

If consistent CRM use is your goal, start on the right foot. Take a few key steps during the introduction process to avoid adoption issues.


7 Sales Cliches That Need To Die

Always be closing. Low-hanging fruit. The hard sell. Sell a pencil to a pencil factory. It’s a numbers game. Calling to touch base. The cacophony of bad sales platitudes leave you feeling turned off. All of these sayings can bespeak an oversimplified mindset.

So why are they so widespread?

“A lot of folks are looking for a quick and simple fix,” expert sales speaker and trainer Tim Wackel told Pipedrive. “And somewhere deep inside they’re hoping that cliches like ‘it’s a numbers game’ will help them achieve success.”

7 Sales Cliches That Need to Die