This is your Two Minute Warning!

We are just eight days away from the end of the second quarter of 2020, so we might as well call this your two minute warning. What you do between now and June 30 - what you complete and what you plan for - is critical. Is your head still in the game? Are you committed to finishing strong? 

I KNOW that you can crush the next six months of the year, because so many factors are in your favor. Buyer demand is up 25% from pre-pandemic levels. Rates are expected to remain low - and get even lower - in 2021. People will relocate for jobs. Empty nesters are likely to accelerate their moves, particularly south. As always, homes owned by the dead, the dying, the divorcing, and the broke must be sold regardless of what's happening in the world.

So listen up: the only thing standing between you and what you want to accomplish this year IS you. It's easy to blame Covid, politics, and the economy, but the truth is that the best agents tend to increase their business during times like this, because they earn the market share abandoned by those who furlough themselves. 

Here's how to create your half-time report and get your bottom line goal number:

• Gather all 2020 first half information - what you sold, what you spent. Calculate your personal stats - DOM, SP/OLP, average listing commission, etc. How do these numbers compare to your first half of 2019? 
• What was (is!) your GCI goal for 2020? Calculate your percentage to goal. Are you still committed? 
• Subtract from that outstanding (meaning "TBE" or "to be earned") number any pending sales/GCI you have - provided you are certain they will close. 
• Evaluate your current active listings; calculate your likely GCI, and subtract that from your TBE number.
• Evaluate your pipeline. How many "A" level buyers (pre-approved, must purchase, and desire to have keys in less than 60 days) are you working with currently? Monetize them. Calculate the potential GCI and subtract that from your TBE number. 
• The remaining number? Reverse engineer it to calculate how many well prepared, well presented, and well priced LISTINGS you must bring to market before on or before November 1. 
• HE (SHE!) WHO EARNS THE LISTINGS THRIVES! You are certain to sell your listings and spend far less time servicing the client. Buyers, on the other hand, require more time than ever due to the competitive environment. It's stressful, too - you are having to manage not only their expectations, but also their emotions and disappointment around losing out in bidding wars. Still want buyers? You'll attract them when you earn and leverage your listings! 

You've got this - so go hit the field and play your best second half!

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