Guerilla Training Blog by Matt Jones

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Is Your Business Down 15% Since July?

The numbers are in and sales of existing homes fell 1.8% from July 2014 to a seasonally adjusted annual rate of 5.05 million in August, according to National Association of Realtors data released yesterday. Forecast for September is 4.88 million or another drop of 3.5%. At the same time, sales were down 5.3% from a year earlier, when the pace stood at 5.33 million. As you can see from the chart above, we are entering our seasonal slowdown, off from the highs of the traditional summer moving season. Many of ... Read More »

The Anatomy of a Sale

Most of you know that I am a number guy.  I love numbers because numbers don’t lie.  You can always count on them to give you accurate information.  You also know that I am constantly preaching that you should know your marketing numbers, your budget per lead, and your cost per lead.  Some of you have accused me of even nagging about it. As you would probably guess, I practice what I preach. I track my marketing numbers very closely — both for my real estate practice and for my ... Read More »

The Secret to Stopping the Slinky Effect

What would you do if you had no active clients and you needed to generate some income?  Many of us have experienced that before — hectically finishing up with a flurry of deals, depositing the last commission check and then waking up the next morning “unemployed”. For many of us that means dusting off the database and starting to call our sphere of influence.  Others will head down to the nearest shopping area and start trolling for business.  Still others will volunteer for floor duty, model home duty, or host ... Read More »

Advertising 101 (Part 1)

If there is one thing I’ve noticed in this business, it’s that we Realtors®, as a group, are terrible at advertising. Not terrible in the sense that we don’t advertise, but just terrible at actually doing it. We make dumb advertising choices, we write bad ad copy, we advertise for the wrong reasons, and we have an extraordinarily poor rate of return on our marketing dollars. We mean well, don’t get me wrong, but we are just bad at it. And so we continue to waste enormous amounts of money ... Read More »

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