Yesterday was the busiest day of this year. Lets me get the facts and figures out of the way and then we will talk about the why it was the way it was!

Applications:

Justin, Corey $2910
Hans Offer $2935
Brian, George and Alex $5096.67
Ben, Orr $2965
Alex, Evan and Thomas $3608.16
Jesse, Damien $3218.18
Greg, Peter $2783

Total: $23486.01

Applications are the easy part, what about leases signed? Here are the results:

Rae $3996.46
Justin, Corey $2910
Brian, George and Alex $5096.67
Alex, Evan and Thomas $3608.16
Jesse, Damien $3218.18
Greg, Peter $2783

Total: 21612.47

Leases pending:

Hans Offer $2935
Ben, Orr $2965

Total: $5900

Here is how it all went down. Drinks on Friday started at 7:45 PM and continued till 10:45 PM. At which point I politely excused myself. I only had 3 appointments for Saturday, starting at 10 AM. I knew from experience that the last 10 days and the first 10 days of the month were the busiest. Secondly, being that it was 4th of July weekend last week, I suspected there was pent up demand since many people went on a vacation. I ended up being right about that.

I POSTED a ton of ads on Friday and an equal number on Saturday. Any broker will tell you that Saturday is the busiest day of the week and in order to succeed one has to be aggressive in advertising.

The evening before the landlord had dropped prices which made it easier to rent as well. Now having said all that here is what I believe to be the real reason.

A BELIEF in oneself. A couple of agents in my office posted aggressively as well but did not do any deals. One has to believe that one is going to succeed. You have to expect positive results and closed deals. Further, one has to make things happen.

One of the on-site agents was over whelmed with clients and forgot to hold an apartment for a client. Clients had returned to take a look at the apartment with the 3rd roommate and further they had brought all their paperwork. Had I stayed with the on-site agent the deal would never have happened. I requested the top agent in the company along with the leasing coordinator and together we worked and put the deal together and the clients were able to sign the lease and leave happy. I believe a less experienced agent would have had major difficulty consummating the transaction. While it was quite a bit of juggling, it all ended with happy clients.

In another transaction the client had to be offered 45% of my share of the commission just to make the deal work. Something is better than nothing and I had a happy client regardless of the commission I took home. At the end of the day you do what you have to to make the deal go through and hope that a future deal would bring greater financial rewards.

I have a goal of doing 31 deals in July. Currently I am at 6 signed leases. It’s already the 11 of the month. Which means a very very assertive posture in terms of advertising. It also means every one in the team coming together to make it happen.

We only have 65 days left in the season. Out of those 65, the 15 days in September are not that lucrative. Which leaves 50 good solid days of great business and hustling. Everyone knows that things will slow down. Last November I made $19107 in the whole month compared to $21612 in one day in July.

I encourage my fellow agents to work hard during the next 65 days and step up their game to create a financially sound year. Believe me I would rather be laying on a beach and enjoying the sun, sand and sea. Yesterday I reached a point where I felt like killing someone (jokingly!) after have worked straight through the last 90 days having taken only 4-5 days off. We all make a choice. I have made the choice to be America’s Number One Rental Agent. That comes at a heavy price. A price that has to be paid. Unfortunately you can delegate tasks but not success. If you want to succeed you got to figure out a way yourself and then do it.

Watch, observe and follow the TOP agents in your office. Read and listen to books and CD’s. Meet 4 new clients daily. Selling is emotional not logical. Follow up and follow through. Don’t give up. Let me rephrase that. Never give up!