It’s a Numbers Game

Check In What did you do? What happened? What results did you get? What do you think you’ll do next time? Refer to your Sales Planner from last workshop

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It’s A Numbers Game For Two VERY Simple Reasons… The more you do it the easier it gets. You can plan and “count” on the numbers!

Here’s a Secret about the Numbers Follow the lead of every major sport in the world. Owners, coaches, players (and their agents) know their stats! It's the difference in what they pay and get paid. Know YOUR stats and reach the level of success you deserve!

Some Numbers to Go By Seller Prospecting Formula Approx. 20 seller prospects = 1 lead Approx. 5 leads = 1 listing appointment Approx. 2 properties listings obtained 20 x 5 x 2 = 200 contacts Buyer Prospecting Formula Approx. 20 buyer prospects = 1 lead Approx. 5 leads = 1 buyer Approx. 4 buyers = sale under contract 20 x 5 x 4 = 400 contacts

Given The Numbers Approx. 200 contacts = 1 listing Approx. 400 contacts = 1 sale under contract Do the numbers surprise you? What can you do with this information to help improve your business?

How to Win the Numbers Game Know Your Numbers Track Your Numbers Your Income Goal Monthly Activity Objectives # of Listings and Sales Monthly Actual Results # of Appointments Annual Results # of Contacts Distribute “Income Goal and Prospecting Planner” and “Sales Activity Tracker” Handouts Note: Sales Activity Tracker is an Excel spreadsheet with automatic calculations.

The Numbers Game Always Wins It is proven that the more you prospect the better you get. The better you get the less time it takes to close. The less time it takes to close the more business opportunity for you. The more opportunity you have increases your number of listings and sales. Increased sales means money $$ and higher income. The only way to lose is if you choose not to do it!

Fast Track Facilitator Notes Session 2: Getting Started Today’s Call Session Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds. Keep track and report progress on the board. Record all leads and appointments made. Utilize Prospect Follow Up sheet to set follow up call appointments. Weichert University October 2007 10

Fast Track Facilitator Notes Session 2: Getting Started Call Session Results How many calls were made in total? (Calculate on flipchart) How many appointments were made? (Calculate on flipchart) What worked well for you today when calling? What would you try differently next time? Weichert University October 2007 11

Grow Your Skills and Business Complete your Income Goal and Prospecting Planner. Start to use and complete the Daily Activity Tracker. Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments. Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement. Come prepared to make 50 calls at next workshop. Preview homes and take notes on property features. Work an Open House. Follow up with all guests in 24 hours.

“The path to success is to take massive, determined action. ” “The path to success is to take massive, determined action.” - Anthony Robbins

Sales Planner Add the assignments we just reviewed to your new Sales Planner. Write down what you will commit to do by next session. You have five minutes to complete this. Ask me or a colleague for ideas and help. Distribute blank copies of Sales Planner

Quickest Way to Boost Your Business REMEMBER… Quickest Way to Boost Your Business Aim for an Appointment a Day! Work an Open House every week. Know the inventory! Get Price Improvements on listings 30+DOM. Make 100 iCalls every week. Work FSBO’s and Expireds every week. Follow up! 1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence “Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.” Denis Waitly Thank You