As Fridays with Laura (FWL) makes a long-overdue comeback in focused content, I begin with three things to wrap this week!

Topic #1: Buyer Focus is a Crowded Market

80% of brokers are buyer-centric (through mindset and actions). Look at your last 12-24 months. Consider right-sizing your business, as the “buyer focus” is a “crowded market.” You can swim in abundance while 80% of the broker market remains buyer-centric. Let’s get your business right-sized in a less crowded space.

How to build a more Seller driven pipeline?

Formula for a $20M Pipeline:
Working 48 weeks a year, creating 2 listing appointments per week, factoring in a 3:1 batting average in conversion:

• 32 listings
• 90% sales rate = 28 sold
• 50% of sellers also become buyers = +14 buyers
• 42 units x average price point ($500K—yes, ridiculously low, but it’s an example for easy math) = $20M pipeline

Now, imagine using the formula above to generate 2 listing appointments per month with similar conversion rates at our much higher & relevent market prices. As sellers wax and wane in returning to the market, here’s a sample perspective (thank you Dina for your cliff notes!) to get the wheels turning in focus…

And, ps: if you are working with buyer(s) a reminder to turn in your BBSAs to your office within two days of signiture with client. The DOL thanks you and thus, so do I!

Topic #2: Double Down on Pricing Process

Recently I recorded Ep. 29 and the below feedback was hard to ignore! With such feedback I felt necessary to amplify this episode…

“This was one of the best and concise conversations about price and pricing strategies I have ever heard…and I have been around long enough (50 years in real estate) to have heard and done a lot of them.” – Windermere Broker, Karen Lavallee

Full episode here: Laura Smith | Windermere Real Estate Co. · Ep.29 – Double Down On Pricing Process

Topic #3: “What is wildly important this week?”

Do you have a scheduled time to plan your week ahead? For me, it’s on Sunday. Every Sunday, I ask myself, “What is wildly important this week?” This prompt has helped me over the years to get clear and organize what really matters. Maybe this prompt will help you anticipate and plan for the week ahead, too.

Happy planning, and we’ll do this again next Friday!

Next week, FWL will focus on sources of potential listings, standards of practice, all mixed in with a fourth-quarter emphasis on shelling out high fives! Thank you for being the audience I write for.

Until then, be well!

And, I’m hoping to get back on the lake for another sunrise paddle this weekend to reset. How will you reset? – Laura