1. Convert More by Knowing the Score
Make your lead generation pay off by converting more! Learn ways to gain more qualified appointments by tracking and improving your conversion techniques with scripts and practice.
©2015 Keller Williams Realty, Inc.

2. “Millionaire agents know and track their score.”
Title of Breakout
KW Family Reunion 2015
“Millionaire agents know and track their score.”
What actions will you take after knowing your conversion rate throughout Ignite?
What’s a good conversion rate?
At this point you may be asking yourself, “What is a good conversion rate?” The answer is complicated and varied. The truth is while your conversion rates are very important, the number of leads you must generate is even more critical. High conversion rates allow you to generate the same income from fewer leads than if you had lower conversion rates. But, lower conversion rates can be just as effective if you can amass a great number of leads.
Lead conversion depends on your skill and time spent lead generating, practicing scripts, and responding quickly to leads.
For Chris Heller, it varies. He says, “It improves as we do, it is a skills/scripts/responsiveness issue.” He has tracked his numbers throughout his career and today he achieves the following conversion rates:
Internet leads, 3%7%
Sign calls, 20%40%
Expired listings and FSBOs, 70%
   
Improve your conversion rate
Commit to improving your Lead to Appointment conversion rate. Set a goal for a new rate and the date by which you will achieve it.
My current conversion rate (average)
My goal conversion rate
Date to achieve goal conversion rate
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

3. Title of Breakout
KW Family Reunion 2015
Why Know Your Score?
Knowing and improving your conversion rate will increase the speed at which you close transactions.
It will allow you to be more efficient with your time.
It will also grow your business faster.
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

4. Title of Breakout
KW Family Reunion 2015
Why Know Your Score?
When you track your lead conversions, you measure:
Time efficiency
Communication skills
Level of customer service
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

5. Why Know Your Score? Identify and improve your conversion skills
Title of Breakout
KW Family Reunion 2015
Why Know Your Score?
Identify and improve your conversion skills
Set goals
Annual
Monthly
Weekly
Daily
Use the 4-1-1
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

6. Four Conversion Points
Title of Breakout
KW Family Reunion 2015
Four Conversion Points
Focus here first
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

7. Every Lead Is Precious Leads are “gold.”
Title of Breakout
KW Family Reunion 2015
Every Lead Is Precious
Leads are “gold.”
Treat all leads like they’ll buy today.
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

8. Every Lead Is Precious Who is doing the conversion work?
Title of Breakout
KW Family Reunion 2015
Every Lead Is Precious
Who is doing the conversion work?
Is it time to rethink how you do this?
Step back in yourself.
Step up coaching, training of others.
Create inside sales team.
Get back to your Mets.
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

9. Conversion Skills Know local and national markets.
Title of Breakout
KW Family Reunion 2015
Conversion Skills
Know local and national markets.
Be data oriented and numbers driven.
Polish your communication, persuasion skills.
Practice, practice, practice!
Build confidence.
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

10. Conversion Skills Screen leads to qualify: Motivation
Title of Breakout
KW Family Reunion 2015
Conversion Skills
Screen leads to qualify:
Motivation
Financial ability
Expectations
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

11. Conversion Skills Sellers may not be ready: To price right
Title of Breakout
KW Family Reunion 2015
Conversion Skills
Sellers may not be ready:
To price right
To put property in top condition
To move on
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

12. Conversion Skills Buyers may not be ready: Financially
Title of Breakout
KW Family Reunion 2015
Conversion Skills
Buyers may not be ready:
Financially
Because they need to sell a home first
Due to lack motivation
Aren’t sure of buying
Can’t make a decision
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

13. What Is Your Score? Leads (L) Appointments (A) Conversion Rate (A/L)
Title of Breakout
KW Family Reunion 2015
What Is Your Score?
Leads
(L)
Appointments
(A)
Conversion Rate
(A/L)
Percentage
Week 1 44
0/44 --
Week 2 29
0/29
Week 3 36 1
1/36
3.5%
Week 4 49 2
1/25 4%
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

14. What Is Your Score? Leads (L) Appointments (A) Conversion Rate (A/L)
Title of Breakout
KW Family Reunion 2015
What Is Your Score?
Leads
(L)
Appointments
(A)
Conversion Rate
(A/L)
Percentage
Week 1
Week 2
Week 3
Week 4
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

15. Set Your Expectations and Goals
Title of Breakout
KW Family Reunion 2015
Set Your Expectations and Goals
What is a good conversion rate?
Internet Leads?
Sign calls?
Expired listings and FSBOs?
What actions will you take after knowing your conversion rate throughout Ignite?
What’s a good conversion rate?
At this point you may be asking yourself, “What is a good conversion rate?” The answer is complicated and varied. The truth is while your conversion rates are very important, the number of leads you must generate is even more critical. High conversion rates allow you to generate the same income from fewer leads than if you had lower conversion rates. But, lower conversion rates can be just as effective if you can amass a great number of leads.
Lead conversion depends on your skill and time spent lead generating, practicing scripts, and responding quickly to leads.
For Chris Heller, it varies. He says, “It improves as we do, it is a skills/scripts/responsiveness issue.” He has tracked his numbers throughout his career and today he achieves the following conversion rates:
Internet leads, 3%7%
Sign calls, 20%40%
Expired listings and FSBOs, 70%
   
Improve your conversion rate
Commit to improving your Lead to Appointment conversion rate. Set a goal for a new rate and the date by which you will achieve it.
My current conversion rate (average)
My goal conversion rate
Date to achieve goal conversion rate
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

16. Keller Williams Realty Family Reunion 2008
Lead Capture and Conversion
Improve Your Score
Ask for the business!
This is why you worked to get them to the table.
Have a set method for meeting with a prospect.
Buyer and seller presentations
This course is about converting to the appointment, but once you’ve got them don’t forget to ask for the business
Presenter – provide examples for both buyers and sellers that work for you
Convert More by Knowing the Score

17. Keller Williams Realty Family Reunion 2008
Lead Capture and Conversion
Improve Your Score
Ask for the business!
Have excellent, proven closing scripts for buyers and sellers.
Practice, practice, practice!
Use them DAILY!
This course is about converting to the appointment, but once you’ve got them don’t forget to ask for the business
Presenter – provide examples for both buyers and sellers that work for you
Convert More by Knowing the Score

18. Convert More by Knowing the Score
KW Family Reunion 2015
Commit to Improving
My current conversion rate (average)
My goal conversion rate
Date to achieve goal conversion rate
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

19. How are you going to improve your skills?
Title of Breakout
KW Family Reunion 2015
How are you going to improve your skills?
Track
Coaching
Accountability Partner
Power Hour
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

20. Systems and Tools What systems or tools are needed?
Title of Breakout
KW Family Reunion 2015
Systems and Tools
What systems or tools are needed?
Excel Spreadsheet and Google Docs
Daily Activity Record (DAR)
Convert More by Knowing the Score
©2015 Keller Williams Realty, Inc.

21. Lunch 'n Learns for Market Center Delivery
8 x Touch = Magic!
Action Plan
List at least ONE action you will take as a result of what you’ve learned.
1. _________________________________________
2. _________________________________________
3. ___________________________________________________________
Now that we have discussed this topic, it is time to take action!
Activity:
Write down three action items you are going to do when you leave this training.
Circle the ONE action that you are going to do first.
Create your plan to accomplish this ONE action item.
Convert More by Knowing the Score
Brought to you by Keller Williams University ©2015 Keller Williams Realty, Inc.

22. Title of Breakout
Thank You!
Please complete an evaluation for this session. Use any mobile device!
Thank you for attending. I hope you have learned how important this topic is for your business.
Please complete your evaluation: go to kwueval.com to complete the evaluation.
©2015 Keller Williams Realty, Inc.