The finish line is in sight for 2001. You have less than two days of production to get the transactions under contract. If you are behind on your goal, here are a few steps to get a few deals under contract before the end of the year.

1. Make sure that all your listings are at market or below market value. The market is heading into a slower trend, and the prices of your listings will have to be more competitive than ever. Identify the people who need to reduce now and go after them. Call them all and ask for a price reduction. Here is a good rule of thumb: any listing you have that is half way to the average days that a home is on the market it is probably over priced. Get the price down.

2. Go back through all your leads and call them for an appointment. Focus on getting an appointment with every lead in your database. Call every lead that you have shown one of your listings. These should be the first leads you call. They will enable you to finish with more commission than any other leads in your database. You may want to shift a small amount of your prospecting time to lead follow-up time. This increase in your lead follow-up time will enable you to generate more business, now. Don’t completely turn the faucet off on your prospecting. You need new leads everyday. Also make sure that you convert or remove the leads in your database.

3. Shift a portion of your time from generating listings to working with buyers for the next two weeks. The listings that you take right now will probably not close in 2001. If you work with highly motivated buyers who truly want to move by year’s end you will win. Make sure to qualify them as to their level of motivation. Don’t waste your time trying to make a long-term lead buy now. Invest the few minutes to insure their motivation is at the necessary level for them to buy now.

This year has been a record year in real estate. Nationwide the sales figures are way up. Don’t forget the game is always won or lost in the fourth quarter. More scores happen in the last two minutes of the football game than any other time frame. Use these steps to master your two-minute drill.

Published: December 27, 2001

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Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com.