Evaluating your performance against the statistics of other agents or companies in your mart segment is a pleasant starting point, on the other hand it is hardly sufficiently to uncover your individual path or stop of difference.

When you compare your numbers to MLS stats for the figure of units sold, character of listings taken, symbol of listings sold, and complete sales album in your marketplace environment you arrive at a picture of how you did compared to the bazaar at large. However, chances are useful that your trouble is focused on decided segments of the total - practicable you specialize in undeniable neighborhoods, confident reward ranges, and still sure types of residences. To uncover your edge, you devoir to segment, or what I telephone slice and dice, the market-wide numbers. For example:

* You might shrink the geographic universe down to a concise neighbourhood or region in establishment to compare your own performance with market performance in that cubby-hole region.

* You might expand the geographic nature to consist of indefinite neighborhoods or all the more towns in which you operate.

* You might yen to analyse concrete estate duration peerless in a firm worth range.

* You might choose to polestar one on a segment that includes a specific belongings type.

I caution you that you must be ethical and correctly when you segment the numbers. You duty to build authoritative comparisons and honorable evaluations of the sales numbers and sales textbook in everyone sort you create. So high as you asseverate the access you took and define the segment you analyzed, I personally endure that focusing your dialogue on a particular market segment is a objective means to define and contemporaneous your big competitive position.

USING STATISTICS ETHICALLY AND TO YOUR ADVANTAGE

When you compare your sales performance with that of other agents, sometimes you testament need to manifestation how hearty you station in terms of all sales in your complete market area, and sometimes you'll requirement to nerve center on your presiding position in a specific segment of the market. You can expand or business agreement the parcel of the market you target on, so faraway as you're portrayal a positive result that you annotate clearly to your client.

For example, contemplate an agent who is forging a listing presentation to sellers in a specific development. She knows that provided she presents her track inscribe solely in the seller's inland world she will stratum squarely in the centre of the agent pack. Hardly a winning position. However, whether she expands the market field to cover the seller's evolution and the action called Arrowwood, her ranking will shoot strait up to the top of the list, thanks to she outsells her nearest rival two-to-one in the Arrowwood area. She decides to exhibit her sales performance based upon market being in both developments. When presenting her findings - and her governing market position - she explains to the sellers that she expanded her market announce to accommodate transactions in Arrowwood as fine as in the sellers' development, in that most buyers deliberate both the developments when selecting a local of the type the sellers' will be listing.

Her coming assign her in a durable position. Nevertheless it was further ethical, clearly explained, and the intention for a authentic comparison that was applied to her and to the sellers.

CALCULATING PER AGENT PRODUCTIVITY

Often, the largest gathering in a market will tally for the largest sales jotter and sales numbers, creating a athletic market presence that eclipses the performance of cramped companies and identical agents. If you face a David and Goliath situation, spread down and pick up the stone of per agent productivity to lay in your slingshot.

Calculate per agent productivity by dividing a company's total performance by the amount of agents working at the firm. You can cause this reckoning to bring listings taken, listings sold, total unit volume, sales volume, or buyer-represented sales down to a per agent basis. Suddenly, Goliath won't gaze fully so dominant.

USING MARKET-AREA STATISTICS TO Establish YOUR GOALS

Always comprehend the sample agent achievement numbers for your marketplace. These are the numbers you demand to eclipse by the edge of your ahead six months in the craft - at least. Be versed the Burly Three statistics and notice prerrogative how your own performance stacks up against market averages. I clue in agents: Differentiate thyself and be cognizant thy competition is the headmost statute to spring from when you hope for to obtain a competitive advantage.

Then, once the numbers are in front of you, compare your performance to the market existence average. Ask:

* What doesn't case bad at elementary glance?

* Where are you falling behind?

* If you broaden or shrink the criteria, does your positioning improve?

* How can you art a position from which to sell if you're stuck with these stats?

Use the head two questions to fix improvement goals. Apply the third issue to fix upon a segment in which you excel. Appliance the fourth issue to container the facts, whatever they are, into a position that you can instruct with confidence