How to sell more homes as a new real estate agent

Newbie Brandon Mulrenin shares how he sold 116 homes in his first year

Hard work alone isn’t enough to sell 100-plus homes per year. If you want to hit high production numbers, you’ll need a solid business plan and the right support.

As a new real estate agent, Brandon Mulrenin was eager to start big and determined to sell more homes than most. Thanks to solid planning and the right support, he actually did it — Mulrenin sold 116 homes his first year as an agent.

On a recent podcast with Pat Hiban, Mulrenin explained how he managed to hit such impressive sales figures as a new agent. Read on to learn what you can do to duplicate Mulrenin’s success.

Set the groundwork for higher home sales

As a new agent, you can’t expect to hit sales figures like Mulrenin’s with hard work alone. There are things that new agents must do to set the groundwork for higher home sales.

First, if you don’t have experience in sales or feel a bit out of practice, consider hiring a qualified sales coach. Even if you’re a decent salesperson, working with a good coach is a great way to hone your ability to overcome objections and get more listings.

Second, take the time to put together a detailed business plan for listings. Because your primary goal is to sell more homes, your business plan really needs to reflect that.

If you’re going to dedicate time, money and effort to client generation, you must ensure that the clients you generate are primarily sellers.

Get more support to sell more homes

Once your listing business is up and running, getting the right support is absolutely essential. Without it, selling more than a few dozen homes per year simply won’t be possible, especially if you’re just starting out.

There were two people in particular who really supported Mulrenin during his first year in the business: a buyer’s agent and a real estate assistant.

The buyer’s agent took on all of Mulrenin’s buyer clients, which allowed Mulrenin to focus fully on selling homes while building his team and his client base. Also, because Mulrenin wasn’t forced to refer buyers to another team, he wasn’t throwing away commission dollars.

Mulrenin’s real estate assistant became responsible for income-servicing activities so that Mulrenin could dedicate his time to dollar-productive activities like prospecting.

With more time to call leads, attend listing appointments and negotiate contracts, Mulrenin was able to sell more homes as a new agent than agents who handle administrative duties themselves.

Sustain your listing business with hot seller leads

It takes a lot to build and sustain a business based on listings, but it’s doable with a solid strategy and the right support. Obviously, learning how to generate an abundance of hot seller leads also helps.

During Hiban’s podcast interview with Mulrenin, the topic of seller leads came up. Many of Mulrenin’s seller leads come from the usual places, but two of his lead sources are unique and extremely underutilized.

If you want to hear what these underutilized lead sources are and how you can tap into them, listen to the complete podcast with Brandon Mulrenin.

Pat Hiban is the author of the NYT bestselling book “6 steps to 7 figures: A Real Estate Professional’s Guide to Building Wealth and Creating Your Destiny,” the founder of online real estate sales training site Rebus University, and the host of Pat Hiban Interviews Real Estate Rockstars, an agent-to-agent real estate podcast with Hiban Digital in Baltimore, Maryland.

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