Working with buyers 0 / 12 High Lead qualifying I use a buyer lead-intake form and know the right questions to ask up front. High Buyer objections I have mastered the common buyer objections and can handle them in the moment. High Writing offers I use an offer-presentation template, ask the listing agent the right questions, and use provisions that strengthen my offers. High Buyer consultation I have mastered the delivery of my buyer consultation. High Showing properties I know how to prepare for and run a showing, and what to ask to gauge interest. High Building rapport I use proven techniques to build trust quickly with online leads and at consultations. High VIP buyer program I offer a VIP buyer program (moving truck, guarantees, closing-cost help) to win buyers. High Unique selling proposition When a buyer asks why they should work with me, I have a clear, well-rehearsed answer. Med Closing costs I understand all the potential buyer closing costs and can explain them clearly. Med Financing options I have a clear understanding of the financing options available to a buyer. Med Home inspection I have a working understanding of the physical parts of a house. Low Personality types I understand the four buyer personality types and how to work with each.
Working with sellers 0 / 13 High Lead qualifying I use a listing/seller intake form and qualify the appointment before I go. High Seller objections I have mastered the typical seller objections. High Listing presentation I use a structured listing presentation to run my seller consultations. High Marketing mastery I have mastered the marketing portion of my seller consultation and can show how I track results. High Pricing I have mastered the market-conditions and pricing portion of my seller consultation. High Commission objections I can confidently handle commission objections. High Market analysis (CMA) I can pull comparables from the MLS and produce a defensible valuation. High Reviewing offers I ask the buyer’s agent the right questions so my sellers understand each offer’s strengths. High Unique selling proposition When a seller asks why they should list with me, I have a clear answer. Med Sign installation I use a service to install my signs so I can leverage my time. Med Absorption rate I can calculate and explain absorption rate in a listing presentation. Med Situational competence I understand the main issues sellers face getting to the finish line. Med Seller reports I furnish data-driven seller reports (heatmaps, traffic) during the listing.
Marketing & lead generation 0 / 6 High General prospecting I prospect a set amount daily through my CRM, split across past clients, old leads, and sphere. Med Social media I post regularly on my chosen platforms using a personal / business / educational mix. Low Paid online leads I market on third-party sites and know my ROI on each. Low FSBO I have a system to identify, contact, and convert for-sale-by-owners. Low Expired listings I have a system to identify, contact, and convert expired listings. Low Geographic farm I have a local geographic farm I communicate with monthly.
Sphere & past clients 0 / 5 High Digital database I have a tagged digital database (SOI-A/B/C and past clients) I can contact individually or in bulk. High Growing my sphere I have a system for adding everyone I meet to my database, and I keep meeting new people. High Communication I touch my database monthly, rotating calls, emails, and texts to stay top of mind. Med Client feedback I have a system to generate and collect online reviews. Med Referral appreciation I thank people for referrals at the moment they give them — not just at closing.
Tracking & measuring 0 / 4 High Goals My long-term goals are written and shared, and my short-term goals are SMART. High Daily activities I track my daily activities (calls, appointments, offers). High Business plan I run my business off a written one-page business plan. Med Deal tracking I track current and future deals so nothing slips.
Financial fitness 0 / 3 High Income management I split earnings into spend / reinvest / save-for-taxes and pay taxes quarterly. High Budget I work from a written budget. Med Expense audit I audit my expenses annually to cut waste.
Health & wellness 0 / 6 High Morning / night routines I have morning and night routines that set me up for the day. High Diet I maintain a healthy diet to keep my energy up. High Sleep I get at least seven hours of sleep a night. High Exercise I get at least 30 minutes of exercise daily. High Meditation I meditate for at least 10 minutes a day. High Hydration I know how much water I need and hit it daily.
Open houses 0 / 8 High Preparation I run a fully prepared Mega Open House on every listing. High Signage I put out 5+ signs per open house, plus A-frames and flags where allowed. High Prospecting I circle-dial and door-knock the neighborhood before each open house. High Data collection I capture contact info from everyone who visits. High Day-of follow up I follow up the same day with attendees and their agents. High Ongoing follow up I add unrepresented buyers to my CRM and a drip campaign. Med Deferral of showings Where allowed, I defer showings to the open house to build demand. Med Multiple days I hold open houses both weekend days on a new listing for maximum exposure.
Training & personal development 0 / 8 High Scripts & objections I attend script trainings to stay sharp on communication. High Business planning I attend an annual business-planning training. High Personal development I read or listen to something on self-improvement weekly. High Agent safety I take recommended safety precautions on showings and open houses. High Agent resources I know how to access my brokerage’s help desk, resources, and support staff. Med Industry events I attend at least one industry event a year. Med Market trends I follow a regular source to stay on top of industry trends. Med Marketing education I invest in learning marketing every year.
