Real estate sales is a numbers game. Prospecting numbers. Enquiries. Engagements. Offers. Prices. Touch points. The list is almost endless.

Yet there is one number, one singular focus, that separates poor agencies from profitable ones. The best from the rest.

That number is listings.

Listings are the inception point of every sale. Everything in your agency should either be leading toward a new listing or working from an existing one. Nothing sits outside of that flow.

Marketing exists to create listings. Prospecting exists to create listings. Training exists to create listings. Sales meetings exist to create listings. Everything else exists to serve the listings pipeline.

Great businesses understand this at a strategic level. They work their business plans backwards, knowing exactly how many listings are required to deliver the profit they want to see at the end of the year.

So why not plan around sales instead? Because a sales focus is too far down the line.

Planning your business around sales instead of listings is like scheduling a construction project without securing materials first.

Listings are your raw materials. Sales are the outcome.

This is why sales, training, and planning meetings should all centre on one question: how are we creating more listings?

In-depth marketing conversations should be focused on attracting sellers, not just promoting property. The promotion of property is a separate strategy altogether.

Salespeople should be trained in the art of prospecting, not just what to do, but how their daily actions can be leveraged more effectively to generate more listing opportunities.

Structures must be implemented around what your listing presentation looks like, how it is delivered, and how consistently it is used across the business.

Real estate is a numbers game, but only one number truly matters. The number from which all success stems. Your listings number.

The Smartre Training Approach

At Smartre Training, everything we do comes back to this singular focus.

Our management, leadership, and sales programs are designed to complement one another. They are integrated by design and, in many ways, they all lead back to the same outcome: creating more listings, more consistently.

If you want clarity on what your listings focus should be, the structure, language, and leadership required to get there, a conversation with Smartre Training would be timely.

Reach out to the Smartre Training team to discuss how we help agencies move from activity to clarity, and from listings to profit.