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One of Australia’s leading women in real estate has provided insight into how she achieves her monthly sales goals.
Speaking on an episode of the Secrets of the Top 100 Agents podcast, Anna Younan of McGrath Estate Agents has revealed how she always maintains her monthly key performance indicator (KPI) target.
In the year gone, Ms Younan sold 137 properties, reaching total sales of $876 million. To be able to maintain about 12 sales a month, she has to be aware of any potential bumps in the housing market. When the market is heading downhill, that is when she cranks up her sales performance, she told host Tim Neary.
“If you’re doing 30 listing appointments a month, you have to do 50,” she said.
Ms Younan also emphasised the importance of catching every bit of data and not letting anything fall through the gaps.
“[As a team], we regroup more often... to make sure everything is fine-tuned... then everyone on the team has just elevated themselves in doing what they need to do.”
Communication has also been vital to her success, and Ms Younan believes simple tasks such as returning phone calls is essential.
“For the amount of people that still tell me that people won’t return a phone call, or they don’t get a call after an open house, it still surprises me. That has to be the one thing that I always believe is the most important thing... if someone calls you, at least have the decency to return the call.”
To reach sales targets, agents have to work harder on the phone to build up that client list. In some cases, it might mean they set a goal and then work towards it by getting on the phone.
“You might’ve been able to do... 50 or 100 phone calls and that will give you a certain number [of interested clients]. But in different markets, it might need to be 200 [phone calls],” Ms Younan said. “It’s just really wanting the same result and having to tweak [your progress] according to what’s going on everywhere around you.”
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