The customer will buy your services to sell their property when they’re ready. The key is, it’s your sales process that gets them ready. In my Coaching Tip this week I’m talking about pipeline progression so you can develop the skill of progressing people to market.
Your job is to identify how to bring clients to market with a higher level of urgency. Start with a pipeline review meeting each week where you’ll look at all the people who are thinking of coming to market and their reasons for doing the move.
As you review these pipeline sellers, determine their problem, timeline, and destination. I’ll give you several points to sort them by according to what they should know about and how to bring them to the market earlier. This progression works for buyers, too.
Too many agents never review the pipeline already sitting inside of their database. You should review yours every week to learn what you can do to drive pipeline progression. It’s your ability to go deep with the client that will determine your success for the next 6 to 12 months.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.