559 S. Washington Ave., Kankakee,IL 60901

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Walter, thanks for speaking in front of Exit Realty Florida last month. It was great stuff and my agents really appreciated you, your presentation, and your books and tapes. Thanks for an enlightening day! Steve Marabel, EXIT Realty All Stars


STARTING OVER AT ZERO December 3rd, 2007 | Posted in General Real Estate

About 30 years ago I went to learn about this business from a speaker that I later learned had never been particularly good in racking up sales numbers.  But he had lots of tapes for me to buy and learn from.  As I was extracting my credit card he said, “this is the only business where you start at zero every January 1”.  I put my card back in my wallet and thought of all the appointments that I had for December and January.  Appointments that would turn into sellers.  I had dreams of implementing my still infantile double drip strategy by holding the listing off the mls as long as legally possible, sending “just listed” cards the same day I collect the signatures, putting up a sign that day also and holding an open house that Sunday.  My listing always leveraged the possibility of a buyer that buys that house or another and even got sellers to call me in the neighborhood.  My Listing Lead A file was full of soon to be called sellers and I had 11 buyers in the “A” class.  Not to mention a listing inventory of motivated sellers that I was consistently delivering value to and asking for price reductions.  I would say I was far from zero.  However, I could see the people in the audience take a collective sign of relaxation waiting to start work again on January 1.  If you are waiting until Jan. 1 to make 08 great, your making a huge mistake.  Are you ready?  December and January are huge expired months.  Your data base needs a call.  There are a million things you can do to increase your listing inventory now.  Don’t wait.   

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