For most people when the market drops, their cash flow also drops. How do you build a business that can allow you to prevail through a downturn? Why is it so important to learn the steps of business the right way? How do you make sure you’re reserving enough time to work on the business and generate leads? On this episode we are joined by Kevin Mills who shares how he’s been able to continuously double his business.
Skill is less desired in a hot market because the market will sell the property anyhow. -Greg Harrelson
Takeaways + Tactics
- 95% of your business is going to come from follow up so put time towards that.
- Prep time is a servicing task, not a generation task.
- As you do more years, typically the percent increase goes down.
At the start of the show we talked about how Kevin got started and what motivated him. Next we talked about why his way of doing business is so duplicatable and predictable. We also talked about the importance of learning the system the right way, and why optimizing is so important. Towards the end of the show, we talked about the importance of constantly increasing leads, and what keeps Kevin motivated.
We also discussed:
- Why skill becomes more crucial in a downturn
- The importance of follow-up
- The difference between servicing tasks and generation tasks
- The process of mastering the dialogue
It is necessary to learn the system of running a successful real estate business the right way. Doing so will give you a nice trajectory and high volumes. Doing business the way Kevin has done it won’t just mean that you’re profitable now, but that you’ll be sustainable for the future, even when a downturn takes place. If your strategy is based on paid leads and your cash flow drops, you’ll have less money to invest in the lead flow which can knock you down if the market shifts.
Kevin Mills is a North Myrtle Beach Real Estate agent in the CENTURY 21 Greg Harrelson team. Go to http://www.c21theharrelsongroup.com/ for more information.