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About Kinder Reese
There are plenty of so-called real estate experts out there teaching agents how to succeed even though they haven’t sold a home in decades, if at all. But Kinder Reese is different. Founders Jay Kinder and Michael Reese have collectively sold more than 6,270 homes over the past two decades, they still have thriving real estate practices, and they love sharing their proven systems and processes with other agents who are serious about growing their business.
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How to double your business from 25 to 50 deals in a year
Published by Jay Kinder 
It’s probably one of the questions I get asked more than any other question: “What do I have to do in order to double my business?”.

The simple answer is to work twice as hard, but we know that’s not the truth.
Yes, working harder is always part of the equation, but so is working smarter.

If you want to double your business form 25 to 50 deals in a 12-month period, there are some things you absolutely must do in order to make that happen. In addition to spending a little money, you’re also going to have to do some of the things you’re already doing...just a lot better.

Here’s the good news: the results are 100% completely available to you and anyone else who wants to do the right thing in the right order to make it happen.
Let’s take a look at the things you must do to double your business from 25 to 50 deals in a year.

Get some stuff off your plate

At this stage in the game, you are likely the only one bringing money in the door. It’s your sales efforts that not only feed your family, but also that keep the lights on and more business coming in the door.

You’re likely starting to feel like there’s not enough of you to go around. More specifically, you’re probably doing a whole lot of administrative work to keep what you have under contract moving towards the closing table so you can get compensated for all of your hard work.
Bad news is that as you’re processing transactions, putting listings on the MLS, handling customer service calls, putting out and picking up signs, taking pictures, etc...opportunities to do more business are passing you by.

It’s at this stage of the game that it’s time to get some sort of administrative assistance on board to free you up from doing the $12 to $15 an hour work that honestly, is neither what you’re best at nor what you signed on to do as a real estate agent.

To that end, you need to seriously consider hiring a full-time or part-time administrative assistant or at the very least, a virtual assistant who can handle transaction processing and listing management for you.

If you want to double your business, you absolutely, 100% must let go of as much administrative work as you can — if not all of it — and focus on doing more sales.

But wait...I can’t afford to do that

The bad news is that YOU CAN’T AFFORD NOT TO DO IT.

That’s right, if you have any hope of growing your business and don’t want to stay awake 24-hours a day, eating three meals a day out of your car, then you have to find a way to pay for some administrative assistance of some sort.

Now, you can get a transaction coordinator who will take money on the back end of a sale, and that’s great. However, if you want to put this thing on the fast track and get to 50 deals, then full-time help is what the doctor ordered.

To afford this type of hire, you must implement a transaction fee in your business. 

A transaction fee is an additional fee you build into your compensation structure to offset the cost of having someone take care of the internal processing and handling of their transaction and listing paperwork.

Yes, transaction fees are legal in every state. No, you’re not going to get in trouble for implementing them in your business as long as 1) people are actually paying for a service and 2) the fee is not usury in any way.

I promise you that if you start charging a transaction fee in your business, it will change your real estate career (and your life) forever.

To do so, you must:

-Pick an amount that’s reasonable based on your area’s sales price
-Have it populated in your paperwork before you present it to your prospect
-Demonstrate a tremendous amount of value
-Believe you are worth it

Collecting these fees could literally pay for most or all of a full-time administrative assistant for you, which will free you up to do way more selling.

Get to know more people

When you’re selling about 25 homes per year, it’s likely that many of your sales are coming from referrals and past clients. This is great news, because it shows you do a great job and take extremely good care of people.

By no means should you stop bringing this kind of business in the door. It’s good, good stuff. I wrote a blog post about how to ramp up your referral and repeat business a short while back.

You can go here to get a look at it.

That said, no matter how good this type of business is, it can be terribly inconsistent and hard to count on when scaling your business. What this means is that you need more leads coming in the door.

What kind, you ask?
Preferably, listing leads, but any good lead source will do.
  
Ideally, you should have a good combination of both. What this means is that you should be calling expireds, withdrawns, FSBO leads and even doing some circle prospecting to fill your pipeline.

As well, you should have some buyer leads coming in the door provided from a capable lead generation source that helps you incubate and nurture the leads until they’re ready to do something with you.

You’ll want to do all of this because of two reasons:

1. You need more sales and the best way to get them is from consistent and effective lead generation and conversion.

2. The next stop on the journey is going from 50 to 100 sales in a year. And to accomplish this feat, you’re going to want to hire an Inside Sales Associate who’s going to need a nice pipeline of juicy leads to convert for you. It will be easier for them to do all this for you if you start them off with a pipeline you’ve already started nurturing.

It’s not what you make, it’s what you keep

Your mortgage company doesn’t care about your gross revenues at all.

What they care about is that you kept enough to make your monthly mortgage payment. Same goes for your auto loan company, the utility companies, your insurance company and the lead generation platforms you use to drive business.
What I’m getting at here is that if you want to double your business from 25 to 50 deals in a year, you need to really know what’s coming in the door, what’s going out the door and how much you’re keeping after all is said and done.
  
For instance:

-What’s your monthly cash flow?
-What are you spending your money on each month?
-Are you getting at least a 4x to 5x ROI on the sales-related systems and activities in your business?
-Are you working every lead source as hard as you can to get the best results?
-What are you holding onto that’s costing you money but not getting you results?
-Are you saving any money to put towards the expansion of your business?
-What must you absolutely stop doing if you’re going to succeed?

If you don’t know what’s happening with your money, then you won’t be able to get a handle on it and use it to grow to the next level.

Own your time

It’s easy to let time get away from you when you’re ramping up your business. You have more people to whom you need to respond. You have more activities in which you need to engage. You have more sales to do and more planning to do.

Most importantly, you need to work ON your business as well as IN your business so you can plan your work and then work your plan .
To put yourself in position to double your sales from 25 to 50 deals in a year, you need to block your time with these blocks in your calendar:
  
-Prospecting for at least 2 hours per day
-Business planning and strategy implementation for at least 1 hour per day
-Training to improve your skill set for at least 2 hours per week
-Meeting with your administrative assistant for at least 2 hours per week
-Working with vendors to generate vendor support for at least 2 hours per week
-Calling/meeting with past clients and sphere for an hour a day
-At least one family night and one date night per week
-At least one open house per week
-At least one day off per week

Adding these requirements to your calendar ensures that you work on your business, work in your business, and have time to enjoy life. More importantly, it gives you a track to run on to make continuous progress towards your goals.

There are other things you can do to make sure you get from 25 to 50 deals in a year, but these are some of the bigger and more important aspects of making that happen.

Along the way, make sure you’re working on your personal development and becoming the person you need to be as your business grows and matures.

Be on the lookout next week as I talk about what needs to happen for you to go from 50 deals to a 100 deals in a year.

It’s good stuff...I promise.

About Author: Jay Kinder

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