Selling Soulfully with Jennifer Allan

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Are 100 Listing Appointments Better than 10 Listing Appointments?

AppointmentsI was listening to some ho-hum non-real estate-specific sales training seminar a few weeks ago – don’t know why I was listening to it, considering it was as ho-hum as they come; maybe I was subconsciously looking for material to blog about!


And voila! I found something!


During the seminar, the speaker was spouting traditional numbers game fluff. Basically, the same old “The more people you touch with your sales pitch, the more you’ll sell of whatever it is you’re pitching.”

One of the examples he used was actually from the world of real estate. He was talking about real estate agents procuring listings and made the statement that: “If you could go on 10 listing appointments this month, that would be good, wouldn’t it? But what if you could go on 100 listing appointments, wouldn’t that be even better?”

Hmmmmmmmm.

Really? 100 listing appointments this month?

Oh, I get his point and since he’s not a real estate agent, perhaps he doesn’t realize that going on 100 listing appointments in one month would be nearly impossible for a normal human being. But he seemed to know enough about the real estate industry to understand what a listing appointment entails and the reason for doing them, so I’m going to assume that, practical considerations aside, he believes that MORE is always BETTER when it comes to prospecting for business.

I disagree.

Here’s the thing. Regardless of the number of appointments you shoot for, if your primary goal is one of QUANTITY over QUALITY, I personally think you’re wasting an awful lot of time and energy. I mean, think about it. Let’s say that it’s possible to do 50 listing appointments a month – that’s about 2.5 appointments every week day. Now, I’m assuming that if you’re going on 2.5 appointments a day, you’re doing very little preparation for each appointment and basically going in with your well-rehearsed presentation followed by an expedient pitch for signature.

Hold that thought.

The speaker who was espousing the quantity over quality approach proclaimed that one of the great things about his approach was that when (not if) you get turned down, you won’t really care that much because you have plenty more fish in the kettle – that is – another listing appointment or two later that day, and 2.5 more tomorrow.

Hmmmmmmmm.

That sounds exhausting.

But how about the other approach – the one the speaker implied was “just okay?” Where you “only” have ten listing appointments a month; therefore every one of those appointments is going to be far more important to you and much more disappointing to you if you don’t get the listing?

BINGO!!!

D’ya see where I’m going with this?

It's Here!

 

The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!

 

 

 

 

 

 

 

 

Comment balloon 117 commentsJennifer Allan-Hagedorn • June 20 2012 05:33AM

Comments

If you are selling hot dogs you need to make your pitch to a lot more people. Working with sellers (and buyers) requires a lot of behind the scenes effort as well.

Posted by Gary L. Waters Broker Associate, Bucci Realty, Fifteen Years Experience in Brevard County (Bucci Realty, Inc.) about 7 years ago

JAH, You are right on the money. I want do do as many as I can, but not one more than I can do well. I think that 15 to 20 is the max.

Posted by Tom Bailey (Margaret Rudd & Associates Inc.) about 7 years ago

I think you make an excellent point... Years ago I did a Floyd Wickman training... His advice... get into the office, pick up the phone, stay on it till you get a bonifide listing appointment... GO!!!!

Posted by Beth and Richard Witt, Long Island Cash Home Buyer 516-330-6940 (Long Island Cash Home Buyer) about 7 years ago

I'd much rather have ten quality listing appointments that called me to come and list the property than 1000 that I cold called and cajoled into coming out.

Posted by Ralph Janisch ABR CRS Broker, Selling Northwest Houston to good people like you! (Janisch & Co.) about 7 years ago

When moving products out the door, you want to touch the masses.  Products tend to speak for themselves.  Providing a service that requires quality people skills will take time to nuture that relationship in order to build a business base.

Posted by Dan Hopper, Denver Realtor / Author / Advocate/Short Sale (Keller Williams Realty Downtown LLC) about 7 years ago

Agree with the need for quality BUT think I would somehow find a way to make 100 listing appointments work!

Posted by David Grbich, Orange County Real Estate - 949-500-0484 (Realty One Group - www.FindCARealEstate.com) about 7 years ago

It seems an agent's quality of life would improve with fewer, high quality listing appointments.

 I cannot imagine what the 100 listing appointment a month agent spends on coffee :)

Posted by Doug Rogers, Your Alexandria Louisiana Agent (Bayou Properties) about 7 years ago
I'm much happier and far more successful scaling my business to the amount I can do with a high degree of quality....and thinking about 100 listing appointments in a month makes my head hurt.
Posted by Nancy Conner, Olympia/Thurston County WA about 7 years ago

The only way to do 100 listing appointments a month is if you have an entire team to handle 99% of the work for you. I would rather have 2/3 appointments a week. A couple of years ago I was working on my business plan for the next year. I wanted to make $100,000 and after breaking it down I only needed to go on 1 listing appointment a week and get 1 listing a month to do it. I can do that! 

Posted by Ann Cordes, Home Ownership is Not a Distant Dream (Century 21 Randall Morris and Associates, Waco) about 7 years ago

I definitely see your perspective of the quality of appointment being much higher when going on 10 vs 100.  I'd also think that the type of agent you'd be if you were going on a 100 listings a month would be much different.  The type of team you'd have built around yourself to be able to service those many listings, you'd probably have people doing the analysis for you, but I'd also think you'd have a pretty encyclopedic idea of pricing and market analysis as you are going on so many pitches. 

Posted by Morgan Evans, LICENSED REAL ESTATE SALESPERSON (Douglas Elliman Real Estate) about 7 years ago

I feel the same way about buyer leads.  Do I really want hundreds of people that I need to follow up with who will never buy or do a need a consistent supply of good quality leads.

Posted by Dr. Stacey-Ann Baugh, A doctor who makes house calls. (Century 21 New Millennium) about 7 years ago

I am a fervent believer in the "Quality Over Quantity" motto. Or, to put it more lucratively, "All Killer, No Filler"

Posted by Paul Messplay (Keller Williams Realty - Hallmark Realty Group) about 7 years ago

I certainly agree with your premise but would bet that there are teams out there with buyers' agents who may do that many presentations every month.  And probably excell at it !

Posted by Bill Gillhespy, Fort Myers Beach Realtor, Fort Myers Beach Agent - Homes & Condos (16 Sunview Blvd) about 7 years ago

Jennifer, 

I'm with you.  I am much more for 10 solid listing appointments verses 100!  The other factor is that it is just me, for 100 you would definately need a team and/or an assistant.  

Also, we have pretty high price point averages.  With that, we need to do solid work for each listing, so 100 would make me go nuts.  

All the best, Michelle

Posted by Michelle Francis, Realtor, Buckhead Atlanta Homes for Sale & Lease (Tim Francis Realty LLC) about 7 years ago

Different strokes for different folks. Scalable team structure can enable 100 listings per month.

 

Posted by Dave Halpern, Louisville Short Sale Expert (Keller Williams Realty Louisville East (502) 664-7827) about 7 years ago
The real estate world is focused on e wrong thing rig now, it's focused on getting leads, not being a better agent. Thank you for pointing out that it's better, and cheaper, to be a better agent.
Posted by Greg and Beth Hostetter, Rochester Minnesota (REMAX Results) about 7 years ago

100 Listing Appointments???? Kill me now...

Posted by Jerri McCombs, Hendersonville NC Relocation (Hendersonville NC Relocation) about 7 years ago

What those hucksters don't understand is that not all selling tactics can be applied to real estate.  I firmly believe that the less I sound like a 'salesperson' the better I do.

Posted by Marge Draper, REALTOR, Keller Williams Realty, Menlo Park CA (Keller Williams Realty Palo Alto) about 7 years ago

100 listng appointments.  Let's assume that 25% were readily recongnizable jerks who only wanted your advice so they could list it themselves, with their brother in law two towns over, or the FSBO company who will put it on the MLS for $695.  OK, down to 75-25% of which want you to cut your commisison by half,  wnat you to take out 1/2 page ads in the big city newspapers and do 14 open houses per month.  Number is 50.  Of those, 25 want you to list their home at 2006 prices despite the fact that nothing in the neighborhood has sold anywhere near that price since, well, 2006.  OK, 25 bottles of beer (no listings) on the wall.  Of those 25, 5 have been spotted at one point and time on Hoarders, 5 have four or more Rotweilers living in the house (along with 2 snakes, an alligator and a stinky cat box).  Down to 15-5 have decided that weekends are their family time and they will only allow showings between 2-4 on alternate Tuesday.  And the majic number is 10!!!!  My time is too short on this planet for all that drama.

Posted by Jeanne Gregory, The most important home I sell is YOURS! (RE/MAX Southwest) about 7 years ago

I couldn't imagine an individual could possibly achieve or attempt that many listing appointments in one month. Who would be foolish enough to hire someone like that? They wouldn't have any time to market your property!

Posted by Judy Jennings, Broker - The Lanterns at Warren Woods - Ashland MA (The Green Company) about 7 years ago

Thank you so much for all the great comments! Am digging out after a day away from the computer - will be back soon!

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) about 7 years ago

And what kind of a staff would you need to hire to handle that sort of volume? Not only would the presentation suffer, but how about all the time spent advertising, monitoring and closing the listings. Sounds like the speaker should have been giving a presentation on how to hire an entire office to handle 100 appointments a month. I hope you didn't buy his cds :)

Posted by Mark Montross, Listing and Buyer Specialist (Catamount Realty Group) about 7 years ago

Jennifer -- NOW we know what the 'ho-hum' training sessions are for, to get fodder for AR blogging.  I agree that 100 would be overly ambitious for one person to try to do.  Even 22 - one each weekday, would probably be unsustainable.  As others pointed out, you wouldn't have time to fully investigate, nor properly market them.

Posted by Steven Cook (No Longer Processing Mortgages.) about 7 years ago
I've been happy with the results I have been earning from your approach Jennifer. Have you noticed I've been too busy to finish my ACRE designation! All in due time... Just a few more clients to assist. The thought of 2.5 a day... Well I like to truly assist my clients so I can look them in the eye around town. It's the right thing to do.
Posted by Christine Blaski, Frisco, Summit County CO Realtor (Cornerstone Real Estate) about 7 years ago

100 listings?  well if our company has that many, we would be thrilled.  Of course you need a team to pull that off!

Posted by Frank Iglesias, Atlanta, GA Real Estate Investor (Working With Houses, LLC - Atlanta Real Estate Investments) about 7 years ago

I also remember the Floyd Wickman days in the 80's. He said make as many calls as you need, but stop when you made an appointment.

But 100 listing appointments = spinning your wheels. There is the "Law of diminishing returns"!

Posted by Athina Boukas, Certified Residential Specialist (CRS) (Virginia Capital Realty) about 7 years ago
I spend 4-5 hours doing a competitive market analysis (CMA). I think it's the least I can do when playing with hundreds of thousands of dollars of other people's money. As soon as somebody says, "as many listing appointments as possible," they're no longer talking to me.
Posted by Tanya Nouwens, Montreal Real Estate Broker & Stager (RE/MAX ROYAL (JORDAN) INC. / Tanya Nouwens Inc. www.readysetsold.ca) about 7 years ago

I have been spending time - doing less appointments - I prequalify my sellers before I go and rather than show up and find that the past 1.5 hours have been wasted, I find out before I go if it's worth my time - then if it is, they get a lot of attention and effort.  I don't think I'd like to do 100 a month  -  10 is good.  :)

Posted by Joy Daniels (Joy Daniels Real Estate Group, Ltd.) about 7 years ago

That might be a good plan in the $50-100,000 price range??? But in the market we work, i don't think so!!

Sharon

Posted by Sharon Alters, Realtor - Homes for Sale Fleming Island FL (Coldwell Banker Vanguard Realty - 904-673-2308) about 7 years ago
Jennifer, by their thinking, a million listing appointments would be even better! I'm with you. I'd love to have 10 a month nod really make them count.
Posted by Eric Michael, Metro Detroit Real Estate Professional 734.564.1519 (Remerica Integrity, Realtors®, Northville, MI) about 7 years ago

I'll always go for quality over quantity..  I think it is difficult to be genuine otherwise.

Posted by Joan Whitebook, Consumer Focused Real Estate Services (BHG The Masiello Group) about 7 years ago

Hi,

Thanks for sharing.

I would rather 10 good shot that 100 hit and miss appointments.

Your point is well taken and I strongly agree with you, good blog.

Posted by HGNL Digital Marketing Agency, We are a full service real estate marketing agency about 7 years ago

I have always agreed with the philosphy of quality over quantity.  Well done!

Posted by Kathy Sheehan, Senior Loan Officer (Bay Equity, LLC 770-634-4021) about 7 years ago

Jennifer, If I wanted to ramp up and have a team, then that would make sense, but as a single agent, it would be too much. I'd rather have ten appointments a month and get nine (really good) listings that are priced right and sell.

Posted by Gail Robinson, CRS, GRI, e-PRO Fairfield County, CT (William Raveis Real Estate) about 7 years ago

Jennifer:

When I first started out in real estate one of my trainers said that real estate is a numbers game.  You need to meet so many people to get so many appointment to get so many listing and so many of the listing actually sell.  I actually think the trainer you listened to had the right idea.  He was just using hyperbole to indicate that you have to keep searching(prospecting) for listings.  Of course 100 listing appointment is ridiculous.

Posted by Evelyn Kennedy, Alameda, Real Estate, Alameda, CA (Alain Pinel Realtors) about 7 years ago

Hi Jennifer, I always believe in the motto "quality over quantity". I don't think 100 listing appointments a month will work out, you will need a team for that.

Posted by Mike Warren (Real Estate) about 7 years ago

I think you want to go on quality appointments. I dont think its possible have more then 20 or so quality appts a month.

Posted by Chuck Carstensen, Minnesota Real Estate Expert (RE/MAX Results) about 7 years ago

Jennifer, I am very particular about the homes I list. I only list homes I believe I can sell. My goal is to sell them in 60 days or less. There aren't enough of these types of homes to even schedule 100 appointments. I go after the listings I want. If they respond to my appointment request, 3 out of 4 times, I'll get the listing. Most of the time, I'm turning them down, not the other way around. But I prepare a very thorough listing presentation which includes previewing at least 5 homes that may be their competition. How could I do that if I have 100 appointments a month?

Posted by Tammie White, Broker, Franklin TN Homes for Sale (Franklin Homes Realty LLC) about 7 years ago

Hi Jennifer,

So, wouldn't one a month be better yet?'

You would have all month to prepare!

Phil

Posted by Phil Leng, Phil Leng - Retired (Retired) about 7 years ago

Jennifer - I mainly agree with you, but I do think it depends on where you are on the spectrum.  If you don't have many, more is certainly better, and then there is some optimal point where you close a lot and close enough to make enough and then beyond that, your effective really starts to go down and then you get to the point where you are much less effective and much less efficient.

Posted by Debbie Gartner, The Flooring Girl & Blog Stylist -Dynamo Marketers (The Flooring Girl) about 7 years ago

It would be nice to have the option of doing 100 listing presentations, however you do need to limit yourself to what you can accomplish while maintaining quality service.

Posted by Bob Crane, Forestland Experts! 715-204-9671 (Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities) about 7 years ago

Let me see, 100 listings appointments in a month, divided by 20 work days, equates to 5 presentations a day.  I would suspect maintaining quality to those presentations, as well as providing great service to listings already obtained would be quite difficult.  Even for the most energetic, professional agent, I'm betting lifestyle would suffer.  Life should be about balance! 

Posted by Myrl Jeffcoat, Greater Sacramento Real Estate Agent (GreatWest Realty) about 7 years ago

Such great comments...

Maybe ten isn't the magic number - in fact, it probably isn't, but the point of the blog (as many of you have pointed out as well!) is that MORE isn't necessarily BETTER if by chasing MORE, you're compromising the quality of each encounter... thus reducing the likelihood that you'll have a quality result. I'd much rather spend my time doing a bang-up job for each seller prospect to give myself the best shot at the listing (if I want it) than just blanketing the town with my listing presentation hoping enough bite. Kinda like the difference between working at Denny's or working at Ruth's Chris... a server may be able to make the same amount of money, but the server at Denny's has to serve 100 customers to do it, while the one at Ruth's Chris only has to serve 10!

Here's a blog I wrote a while back on the same subject, but using a dating analogy... http://activerain.com/blogsview/2019275/looking-for-love-or-clients-here-s-one-approach-not-

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) about 7 years ago

This is taking the numbers game to the extreme and would totally diminish the quality and brand that the majority of us work toward achieving.

Posted by Susan Thompson-Solomons, Southern MD Real Estate-Solomons Specialist (Berkshire Hathaway Home Services McNelis Group Properties) about 7 years ago

WOW!!!!!!!!!!!!!!!!!!!!!!!! This is some good info for all in the business, keep up the good work,   E

Posted by Anonymous about 7 years ago

I can't even imagine doing 100 listing appointments in one month..seems that the quality of a  massive number of listing appointments would be counter productive.. they could never be quality .. just not enough hours in the day!Quality will get the listings and sales.. too many is not a good thing.. Our society is a more... bigger ... better mindset.. and it does not make for a better way of life..

Posted by Janis Borgueta, LIC RE Salesperson (Key Properties of the Hudson Valley ) about 7 years ago

A listing appointment is supposed to be an opportunity to demonstrate how we can help a homeowner solve the problems they have, not an opportunity to do a drive by drag and brag. I think more listing appointments are great if they are with qualified homeowners who have a need and we take the time to demonstrate how we do that. I would be willing to bet that "speaker" has never gone on 100 appointments in one month.

Posted by Bill Fields (Bill Fields Learning Systems) about 7 years ago

I agree Jennifer.  I rather put energy and effort acquiring quality leads and appointments.  It seems exhausting try to grab anyone breathing.

Posted by Misstie Pollard about 7 years ago

Interesting post but I am just not interested in working that hard anymore or carrying that many listings. Other than with team approach I was never interested in having more than a dozen listings at one time. Sell one, replace one was always my approach and it was a number I could handle and service without a problem. After 31 years up north I am now enjoying my second career in Puerto Vallarta & Bucerias Mexico selling homes and condos to retiring babyboomers. You gotta love this business

Posted by Michael Murphy (Bienvenidos Real Estate) about 7 years ago
Ya know... I really love this post and completely agree. By similar example, my other and half and I were recently considering changing banks. When looking online for best banks by customer review, we found that the best banks were the smallest. The very worst bank around? The largest... Can you guess?? Yup... Good ole bank of america came in dead last in customer satisfaction yet are the largest. Quantity over quality for them? Absolutely. Yet the smaller banks are the ones who give you the best service, favoring quality as their most important factor. Going on fewer appointments may result in fewer listings but allows you to put every effort into those listings and to your sellers, resulting in a more personal connection with your clients. Now THAT will generate more repeat and referral business for you than any quantity approach of working will ever do!
Posted by AngelaKristen Taylor, Integrative Real Estate Coach (Master Agent Life) about 7 years ago

Great Post Jennifer!! I agree with #1 and #48.

Posted by EMILIA B COOPER, REALTOR® SFR.NCHSE.AHWD, Short Sales, Foreclosure & Bank Owned Real Estate (LAROSA REALTY) about 7 years ago

100 appointment seems alot great post I think I might try it see what happens

 

 

 

Posted by George P. Cruz Sr., PSL FL CDPE, TRC, CIPS (DR Horton) about 7 years ago

I am going to respectfully disagree.  I think if you go on 100 appointments I think you are going to get more than 10 quality listings.   Probably closer to 25 quality listings.  Of course, you need to have systems that can handly that type of work load.

Posted by Brien Berard, Maryland Real Estate Agents - Laurel Real Estate (Remax Professionals Laurel MD) about 7 years ago

Jennifer, you are spot on!  When you can focus your energies on realistic goals, prospecting for more business, doing a better presentation, and getting those listings sold and closed are not overwhelming, they  are do-able tasks.

Thanks for the post!

Posted by Nancy Fahy about 7 years ago

The key is to prequalify your prospects over the phone before making the appointment.  I would love to have 100 quality listing appointments a month.

Posted by Anonymous about 7 years ago

The beautiful part is that neither one is "Wrong" it' just depends on the type of system you have in place to manage the opportunities you create. I like your perspective and feel the same about my business today... however, in a few years I would not mind the 100!

Posted by Matthew Johnson (Keller Williams Premier Realty) about 7 years ago

Even if you got 50 out of that 100, you are not going to be able to service them properly. I like the personal approach and I'm busting my back to get 2 listings a month but I am doing it. And I provide personal service so my clients feel like they are my only client.

Posted by Jackie Connelly-Fornuff, "Moving at The Speed of YOU!" (Douglas Elliman Real Estate in Babylon NY) about 7 years ago

You can take the old addage "a jack of all trades but a master of none" to the same numbers game. You can have 100 listings but then how do you effectively service and sell all of them? It is impossble for one agent to properly service that many clients. Maybe if they spent more time giving quality service then they wouldn't have to play the 'numbers' game making phone calls....instead  the phone would be ringing with tons of REFERRAL BUSINESS from clients who were out singing the praises of their QUALITY and Caring  agent. 

Posted by Deelyn Neilson, Deelyn Neilson (Liz Moore and Associates) about 7 years ago

Jennifer,

Unquestionably 100 is worse than 10. Not even close. Thanks for posing the question. :)

Steve

Posted by Steve Hoffacker, Certified Aging In Place Specialist-Instructor (Steve Hoffacker LLC) about 7 years ago
I think his example would have been better stated if he said 100 listing leads vs 100 listing appointments. This would make more sense because than you have the ability to cherry pick and focus your energy on the truly motivated sellers and the leads that are likely going to make you more money. The other part to consider is if you were able to consistently get a 30, 50 or a 100 listing leads a month than it opens up huge opportunities to build a team that perhaps could handle 50 to 100 listings appointments a month one day. I actually like this idea because it makes me think big even though my current situation wouldn't allow me to handle 100 listing appts. Guess it is just all about how one perceives the info and also on how we perceive our future business goals.
Posted by Raymond Kennedy (Keller Williams Preferred Realty) about 7 years ago

Jennifer,

 

You are right all round on this.  If it is only about quantity, why stop at just 100? Why not 500? After all, number dont lie ;)

 

It is vital that each agent understands hie/her personal threshold of numbers that will allow them to competently attend to those appointments. Because, as you've stated, one must include the preparation time. Not to mention the time and activities involved in getting those listings sold while still maintaining a WORK LIFE BALANCE. If the balance is missing, really, what is motivating you?

 

Cheers.

 

Posted by Ranji Singh (Century 21 Heritage Group Ltd.) about 7 years ago

I'm on board with everyone here.  If I had 100 listing appointments to go on, there is no way I'd ever eat, sleep or spend any time with family and friends.  It takes me at least one hour to put together enough information to at least be able to present something tangible for the seller to understand.  The drive there a half hour on the outside, a hour there minimum and if lucky right to the next appt.  So just on the inside we are looking at 200 hours.  That does not include other appointments and calls.  I'm not sure about anyone here, I don't want to work that many hours unless I know when I go on each one of those appointments and I'm walking away with the listing.  Then in one month I have all the listings I would need for the year and I could relax for a month or two....NOT. 

Posted by Duane Johnston, Warren, Youngstown and North East Ohio Realtor (Cutler Real Estate) about 7 years ago

I have never met an agent that is buried in listing appointments, but maybe that agent does not want a large inventory. Having a large volume of suspects is good but converting them into prospects is the challenge. Always think large and at the end of the year look at your numbers etc. and re evalutate.

Posted by Ron Aguilar, Mortgage & Real Estate Advisor since 1995 (Continental Mortgage) about 7 years ago

Jennifer, I agree. We're in the people business and in order to do our clients justice each appointment should be important.

Posted by Carla Freund, Raleigh - Cary Triangle Real Estate 919-602-8489 (Keller Williams Preferred Realty) about 7 years ago

No more wasting my time, no more wasting my time, no more wasting my time.....Like Dorothy I guess I need to say it three times to myself...

Posted by Janine Boulay-Seibert, NC & GA Real Estate Broker (Remax Town & Country) about 7 years ago

I wish most of the agents in my market would pay attention!  Not only are they getting quantity, but mostly low quality as well!!  Listings that are overpriced, unstaged and underexposed, as we all know, are effectively locked "off the market" for the duration of the listing agreement. 

Posted by Zack Bonczek, "Client Focused, Service Minded, Results Driven!" (Keller Williams Lake Norman ~ Cornelius) about 7 years ago

 wanted to read through the comments to see if anyone said, "Hey I DO 100 listing appointments a month. NO PROBLEM!!"  But there are too many comments . . .  no wasting time!  LOL

Posted by Joetta Fort, Independent Broker, Homes Denver to Boulder (The DiGiorgio Group) about 7 years ago

This is why you have teams in place.  1 person cannot do 100 appointments in a month very well at all.  But a team of 5 agents could do it with you being the leader and getting a piece of their pie.  This is exactly what Gary Keller advocates in his book Millionaire Real Estate Agent.  Certainly quality is better than quantity but it truly is a numbers game.  Better to have a smaller piece of 5 people's pie, then you being the only one with a pie and doing all the work.

Posted by Rob Arnold, Metro Orlando Full Service - Investor Friendly & F (Sand Dollar Realty Group, Inc.) about 7 years ago

There isn't a hundred properties that come on the market here. I think it is all about quality priced right listings. PS I don't want to work that hard to go on 100 listing appointments. Team concept is great but that brings on another set of issues.

Posted by Bill Reddington, Destin Florida Real Estate (Re/max Southern Realty) about 7 years ago

It is a total numbers game.  Maybe talk to Ben Kinney who follows that same line of thought & is very successful?  There are plenty of others also doing the same thing.  They are successful following this approach.

Posted by Lyn Sims, Schaumburg IL Real Estate (RE/MAX Suburban) about 7 years ago

100 is just unmanageable period, 10 well done are ten paychecks! ;)

Posted by David Evans, HUD NLB Cumming GA (RE/MAX TOWN AND COUNTRY) about 7 years ago

This quantity vs. quality topic reminds me of a class I recently attended with fellow agents. In talking about expanding our SOI an agent in the room boasted that she had 6,500 contacts in her database. Made me wonder how many of them knew and trusted her enough to buy or sell a house from her.  Sometimes less leads to more.

Posted by Julie Bentley, Saint Johns, FL REALTOR (Watson Realty Corp, Jacksonville, FL ) about 7 years ago

If you do 100 listing appointments monthly, you better have a good team to handle the listings, because you won't have the time.

Posted by Roger Newton (Roger Newton Real Estate) about 7 years ago

I would never want 100 listing appts in one month.  I totally agree with you regarding quality or quantity. 

Posted by Terry McCarley, REALTOR, SRES, CDPE - Cape Coral, FL (REMAX Realty Team - Cape Coral FL) about 7 years ago

Raymond Kennedy: I like your thinking! Think Big, build your team and List List List !

Posted by Betty Special about 7 years ago

100 listing appointments --- for a big team that sounds ok -- for a single agent -- by month #3 they might be in the hospital recovering from exhaustion. All the best.

Posted by Bob & Carolin Benjamin, East Phoenix Arizona Homes (Benjamin Realty LLC) about 7 years ago

Just another "buy my program" guy talking big numbers.

Posted by Dave VanderWoude (RE/MAX of Grand Rapids) about 7 years ago

I suppose he has a point, but I really like quality over quantity, and the customer connection that comes with it - otherwise I would have a listing assistant to go on those appointments for me - and I would be... Hmm... We'll moving my grass I suppose - now what fun is that? 

Posted by Terkel Sørensen, Realtor, 951.805.0773 , Bank owned and Short Sales (Real Estate Places) about 7 years ago

Without a substantial team backing you, I'll take quality over quantity any day.  I agree with Dave with the "buy my program" concept as well in some incidences.

 

Posted by Denise Lynn Zuzak, Scottsdale AZ Realtor | Home Stager (My Home Group) about 7 years ago

Wow.....100 a month.  He doesn't plan on having a life, does he?  100 a year is 2 a week which is much more reasonable.

Posted by Woody Edwards, A Realtor® Who Answers His Phone! (First Choice Realty, Inc) about 7 years ago

I like quality better than quantity. I rather have 10 clients that are really happy with my service (because I had the time to give them service) than 20 clients who thought I was just ok......I like to try to give everyone 100%, can't do that  with  100 listings.......so that motivational speaker really DOESN'T know real estate........

Posted by Deborah Bracco, NYS Licensed Realtor, Staten Island New York Home (Robert Defalco Realty) about 7 years ago

I have resisted the team approach in real estate as I think quality goes out the window and numbers become the focus.  Who could do 100?  and do it right?

Posted by Gene Riemenschneider, Turning Houses into Homes (Home Point Real Estate) about 7 years ago

Very thought provoking post Jennifer. I would say, it fluctuates in our career. When you are just starting out, it's better to have as many as possible listing appointments 9or any appointments), your conversion rate is different, you are learning, and the more people you meet with, the better you can learn to listen to them and address their need later. As your career progresses, you have the luxury to pick and choose, and you can also qualify better. As your career progresses even further, you can have a team that works with you so that you can provide great service to all these sellers. 

I wouldn't take out quality for quantity, even if real estate is a numbers game. But the speaker had a point, imho...

Posted by Anna Tolstoy (Coldwell Banker Residential Brokerage) about 7 years ago

That speaker obviously doesn't know the preparation that goes into a quality listing appointment. He's getting real estate sales mixed up with selling his training program.

Posted by Marte Cliff, Your real estate writer (Marte Cliff Copywriting) about 7 years ago

I was just wondering......when do you would have time to prospect for all those appointments???

Posted by Danelia about 7 years ago

That speaker's use of real estate as an example for sales points out how real estate is so much more than just sales, at least not selling a ready made product.  Our business involves so much more, and that's the part that's time consuming.

Posted by Menlo Park Real Estate and Homes for Sale, WendeByTheBay.com - 650.504.0219 - SF Peninsula (Wende Schoof) about 7 years ago

Jennifer - I vote for your approach. It is far better! Thanks for sharing...

Posted by David Burrows, No Pressure, Just Seriously Devoted to Real Estate (Classic Realty) about 7 years ago

Yes, your play on numbers and other variables regarding the statement made for a good discussion but the guys basic premise is solid and that is the message that should be received and used. The numbers the guy used off the top of his head was a concept and that was it.

When I was a young agent my goal was one sale-able listing a week. In my market area that produced a very very nice income. And then one day my broker sat down at the desk next to me and asked have you ever considered trying for 2 listings a week and I said how can I do that and he said I don't see why you can't double your seller prospecting efforts and pass off your B and C buyers to one of the desk sitting agents here. But the message was received and logged in that to get more, do more,and I had time to do more with some adjusting. What surprised me was that doubling my listing efforts didn't just double the results, there was a bonus increase in results that went along with my increased effort. Now maybe that is something to blog about.

Posted by Brian Park (Park Realty Investments) about 7 years ago

Obviously, that is a ridiculous number. Who would even want to attempt that? In no way would one be doing their clients or themselves any justice. Sounds like the old fashioned door to door type of salesman.

I once made an appointment with a window salesman who saw me as the "little" lady and upon his arrival immediately dispatched me to go boil some water in the kitchen, while he spoke to the "man of the house" explaining the virtues of his product line. Two fatal flaws here:

#1-- I knew it was highly unlikely that boiling rain would ever be drizzling on the house. If it did happen, the windows would be the least of my worries.

#2-- I was the appointment maker, the homeowner, the check signer and decision maker. The man was merely a friend who was visiting he also had no knowledge of home repair or of building science. The salesman was pitching the wrong person. 

Needless to say, I didn't ever revisit purchasing his windows. I believe this is what happens when one assumes a cookie cutter presentation. It takes time to learn the potential clients need and wants.

 

 

Posted by Kim Mulligan, Selling Homes for the 21st Century (Engel & Völkers Seattle/Eastside) about 7 years ago

Quality Listings make for happy buyers and sellers

Posted by Coldwell Banker Camelot Realty, Homes for Sale Mount Dora Realtor (Coldwell Banker Camelot Realty) about 7 years ago

I agree fully!!! Quality over Quanity! In our smaller Real Estate market, if I was going out to 2.5 listing appointments a day, my repetition would be highly noticed! People talk to their neighbors, family, sphere, etc....and in their eyes you become the Used Car Salesman! I know there are agents out there like this. They have a great system, but it is auto generated for each listing appointment, each buyer, and each closing opportunity. I would rather do the 2-3 days of solid research on one listing appoinment, knowing that if they don't list with me, they see the high quality of PERSONALIZED work that went into it!

Posted by Justin Peck about 7 years ago

I am wondering what kind of success rate the trainer is hoping for? In my office we have a 90% success rate of listing. Also, I wonder if he realises the amount of effort that goes into listing a property and actually having a closing... which is the ultimate goal!

Posted by Monique Ting, Your agent under the sun (INET Realty Honolulu, HI) about 7 years ago

Definitely quality over quantity.  This is how we have always done business and after a few years of doing a great job for people, we no longer had to go on "listing presentations" we just went to list them after they called us asking us to list!  Reputation goes a long way!

Posted by Brenda, Ron, Lee Cunningham & Tara Keator, Realtors, Homes for Sale - Phoenix Metro (West USA Realty) about 7 years ago

I've been on Listing Appointments with the Top Lister in the area. Almost her whole presentation is showing a few comps, the per square foot price, and that's it. As short and sweet as that is, she still doesn't do 100 a month! As you said, the writer probably hasn't done that many either!!

Posted by Travis "the SOLD man" Parker; Associate Broker, email: Travis@theSOLDman.me / cell: 334-494-7846 (iXL Real Estate-Wiregrasss\) about 7 years ago

Jennifer, 10 high-quality listing appointments per month with a high signed contract ratio would be great for the agent that isn't part of one of those huge teams. Definitely quality over quantity! 

Posted by Risa Liebster, Toluca Lake Real Estate (Ramsey-Shilling Associates) about 7 years ago

100, SURE... Phone appointments perhaps, but I dont think you could physically drive to 100 appointments in a month let alone present and be prepared???

Posted by Robert Rauf (HomeBridge Financial Services (NJ)) about 7 years ago

I believe in Quality vs. Quantity.  I'd rather have 10 great listings that will actually sell than 100 listings that just sit on the market costing $$$.

Posted by Pam Jank, Your Coeur d'Alene & North Idaho Real Estate Pro (Coldwell Banker Schneidmiller Realty) about 7 years ago

I believe quality is key to this business.  If I have someone call in to have me market their home, much of the work is already completed.  I show them how I work and our results.  But with a cold call, I have to convince them I'm as good as I say I am..........they don't want me as much as I want them.

Posted by Kay Van Kampen, Realtor®, Springfield Mo Real Estate (RE/MAX Broker, RE/MAX) about 7 years ago

In this market, if you're going on anywhere NEAR 100 listing appointments then you are probably wasting a lot of time on unqualified sellers.

Posted by Valarie Swanson, San Diego Real Estate (CENTURY 21 Award) about 7 years ago

I'll take the 10 quality listing appointments behind door # 2. Thank you.

Posted by Sylvia Jonathan, Broker Associate, SFR (Coldwell Banker Platinum Properties) about 7 years ago

Are you kidding me?   In my book taking a listing is a HUGE responsibility.  I would never over book on what I can professionally deliver.

Posted by Marti Steele Kilby, CRS, Broker/Owner, San Diego, CA (Steele Group Realty) about 7 years ago

Jennifer - 100 listings appointments in a month!  I'd need to have a serious staff to do that, and even then, I'd probably go crazy.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) about 7 years ago

100 suspects, 20 prospects, 4 listings and 3 sales. All good stuff, isn't it?

Posted by Kimo Jarrett, Pro Lifestyle Solutions (WikiWiki Realty) about 7 years ago

Put me in the quality camp ... one has to know their limitations whether functioning as a single agent or a team.  If quality is sacrificed for quantity, quantity will inevitably suffer in the long run.

Posted by Allyson Hoffman, Making Today's Dreams Tomorrow's Reality! (RE/MAX Villager (Chicago North and North Suburbs Real Estate)) about 7 years ago

Being in the business for only a couple years has taught me one thing - that is quality is sooooo much better than quantity. Just listening to all the coaching sessions and what not is exhausting all by itself... it is getting savvy enough to recognize quality when you see it. ;o)

Posted by Roseanne Campagna, Kent/DesMoines/Blk Diamond/Renton/Maple Valley, WA (John L. Scott RE Maple Valley, WA ) about 7 years ago

Hi Jennifer, we must have heard the same ho-hum webinar!  And I came away with the same thought.  I don't want to go on a list appointment unless I have at least a 50% chance of taking it.

Posted by Bob Miller, The Ocala Dream Team (Keller Williams Cornerstone Realty) about 7 years ago

I cannot imagine how boring that pitch is going to be after, oh say, the 20th time you have given it in one week!  You get what you sell.  I want to be a quality agent who works with quality clients to sell quality homes for a quality commisson so I can have some quality time off.

Posted by David Herren (Best Atlanta Properties, LLC) about 7 years ago

David -now THAT's a great point! What a boring way to make a living - just doing the same pitch over and over and over and over.... 

One thing I'd like to point out that may have gotten kind of lost in the numbers here is that... if you do 100 ho-hum, rush-rush, cheesy, pitchy listing presentations, you may end up with the exact same number of listings that the person who only does 10 high quality ones gets... So, would you rather do 100 presentations... or ten... if at the end of the day you end up with the same number of new clients?

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) about 7 years ago

No matter what I've ever done I've always been about quality vs quantity.

Posted by John DL Arendsen, Crest Backyard Homes "ADU" dealer & Contractor (CREST BACKYARD HOMES, ON THE LEVEL GENERAL & FACTORY BUILT HOME CONTRACTOR, TAG REAL ESTATE SALES & INVESTMENTS) about 7 years ago

It is all in the numbers, the more shots the more hits I think

Posted by Charles Stallions Real Estate Services, Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl. (Charles Stallions Real Estate Services Inc) about 7 years ago

Jennifer, what ever the Speaker espoused, "NO ONE" in our industry is going on 3.33 listing appointments a day, 7 days a week, for 30 straight days.  Or, 5 appoinments a day, 5 days a week for four weeks.  There isn't the time to prepare, travel, and present or the mental/physical capability for a single person to maintain that pace (Ok, maybe someone on Meth)!

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Posted by Steven Pahl, Real Estate Consultant Tampa, FL 813-319-6423 (Keller Williams Tampa Properties) about 7 years ago

I am exhausted thinking about that!  I think you are absolutely correct, as usual. -Kasey

Posted by Kasey & John Boles, Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties (Jon Gosche Real Estate, LLC - BoiseMeridianRealEstate.com) almost 7 years ago

There is no way you could do that many in a month. Ten would be great.

Posted by Wayne B. Pruner, Tigard Oregon Homes for Sale, Realtor, GRI (Oregon First) almost 7 years ago

I think I'll keep doing it my way.  I receive the listing from at least  9 out of 10 "QUALITY" listing appointments.  I'd rather be a "Quality" agent vs. a "Quantity" agent.  It must work since I am #1 in the State of Idaho adjusted gross income..... just saying :-)

Posted by Pam Jank, Your Coeur d'Alene & North Idaho Real Estate Pro (Coldwell Banker Schneidmiller Realty) almost 7 years ago

QUALITY is always more important to me than quantity.  One more thought.... If you had a pipeline for 100 potential client listings a month, I would QUALIFY each first. I would then refer a great agent for the ones I could not handle. 

Posted by Sheri Sperry - MCNE®, (928) 274-7355 ~ YOUR Solutions REALTOR® (Coldwell Banker Residential Brokerage) almost 3 years ago

I sometimes feel like I have lost the magic that makes real estate fun Jennifer Allan-Hagedorn. Since I am the proud owner of  your first 2 books. I will have to go back and find the joy once again  

Posted by Paul S. Henderson, REALTOR®, CRS, Tacoma Washington Agent/Broker & Market Authority! (RE/MAX Northwest.) almost 3 years ago

Though sales is a numbers game we must remember that the only appmts that really matter are those that lead to a sale, the rest are just wasting time.

Posted by Bob Crane, Forestland Experts! 715-204-9671 (Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities) almost 3 years ago

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