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The secret to securing a consistent income in Real estate

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The income of most real estate consultant’s is a roller coaster ride of highs and lows

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One great selling month is most often followed by an average month as the consultant looks for new stock to

replace what they sold the previous month

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The problem with most consultants is that whilst they are busy selling they stop doing all the activities that

they need to do to bring on new stock

Can’t talk now, I am too busy selling, call me next month

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There is a fairly simple process to follow to insure that not only do you maintain a consistent pipeline of commissions but also …..

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your business grows each and every year regardless of the economic conditions

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There are 4 questions that an agent needs to ask themselves each week

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The answers to these questions will determine whether the agent is on track to secure a consistent and growing

income.

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The 4 questions

• What sales activities are you going to do this week to earn money this month?

• What sales activities are you going to do this week to earn money next month?

• What sales activities are you going to do this week to help you earn money throughout the rest of the year?

• What sales activities are you going to do this week which will help you earn money next year?

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Question 1

• What sales activities are you going to do this week to earn money this month?

• Answer• Talk to buyers or prospective buyers, the best agents

simply talk to more buyers than the average ones• Organise and conduct inspections and Open houses• Follow up and make the most of inspections• Obtain and negotiate offers• Offer amazing service

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Question 2

• What sales activities are you going to do this week to earn money next month?

• Answer• Appraise and list properties• Market properties through a variety of mediums

to as many buyers as possible• Get new and existing stock to prices that create

competition and fear of loss• Offer Amazing service

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Question 3

• What sales activities are you going to do this week to help you earn money throughout the rest of the year?

• Answer• Network with influential people• Promote your name, business, success etc.• Prospect for new listings• If you don’t like prospecting for listings offer amazing

service so that your clients prospect for you.

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Question 4

• What sales activities are you going to do this week which will help you earn money next year?

• Answer• Form long term relationships with key people via

networking• Improve your knowledge• Build and work data base• Get data base working for you by offering amazing

service. If your clients are really happy they will find more clients for you.

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It is not rocket science

If each week you consistently do sales activities that will help you earn money1. for the month you are in2. for next month3. for the rest of the year4. for next yearYour income can not help but consistently grow regardless of the economy you work in.

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It’s as simple as that

Where as some of the answers to the questions maybe easier to say than do and skill and knowledge will be required, the formula to create continued success is very straight forward.

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Skill and Knowledge aside, it is discipline that will bring consistent income

Discipline

To do the requiredactivities everyday, week, month and year to create a consistent and growing income

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If what I say is of interest follow me on

Tony MorrisonCEO HarcourtsTasmania