Building Consistency For This Fall Real Estate Market

Consistency in real estate is not an accident. It is built with discipline, with the right conversations, and with the courage to prospect when others are coasting. On a recent Dan Plowman Coaching call, we reminded our REALTORS® of one simple truth: doing more deals is a natural by-product of doing the right things.

Leads are easy to recognize. These are the people who are ready right now. They have already done their research, made their decisions, and finally reached out when they need an REALTOR®. The problem is that people in this stage only represents about 20% of all business. Every REALTOR® in your market is chasing those exactly same clients.

The beginning stage, where 80% of the other buyers are, this is where we want to focus. These are the people who have just had something spark the idea of a move. They are homeowners starting to imagine downsizing. Parents considering school districts. Families looking at space for the next chapter. They are not ready yet, but they will be. If you are not in touch with them now, you will not be there when the decision gets made.

This is why your sphere of influence, matters so much. Friends, family, past clients, and referrals often come to us at the last minute when they are already ready to act. That is valuable, but it does not create consistency. The power is in reaching them earlier, when they are still in the beginning stages, and then move them into your pipeline so that when they move to the next stage in the buying cycle they are already your client.

If you have dropped the ball, own it. Pick up the phone, apologize for not staying in touch, and set the expectation that you will check in a few times a year. That one step creates permission to nurture the relationship properly.

You can also reach out by offering value first. Add trades and professionals you know to your referral list and ask for testimonials you can share. It is simple, it is genuine, and it works because of reciprocity. When you give something, people naturally want to give back.

You can also connect by offering real estate services that matter. A market evaluation. A neighborhood update. A seasonal checklist to help maintain their home. A conversation about being a first time investor. A free consultation for a first time buyer. A checklist on how to get the most out of the sale of their home. Each of these creates a reason to call that is about them, not about you.

Once a need surfaces, your job is clear. Ask the short, powerful analysis questions.

• How long have you been considering a move?

• Are you more comfortable listing first or researching where you want to go next?

• How have you been searching so far?

• If everything works out, when do you hope to make this move?

Those questions are what shift a casual conversation into a booked meeting or a permission based follow up. Both are wins, because both build your pipeline.

80% of sales come from steady follow up with people who were not ready yet. Only 20% come from those who are ready now.

If you start now with your COI and use these conversations, you will never again be caught wondering where your next deal will come from.

This is the work that matters. This is how consistency is built. Build your pipeline now, and your fall and winter will take care of themselves.