Boost%20Your%20Business%20It

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Boost Your BusinessIts a Numbers Game
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Check In

• What did you do?
• What happened?
• What results did you get?
• What do you think youll do next time?

Refer to your Sales Planner from last workshop
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Meet the Expert
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Its 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!

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Heres 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!

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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

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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?

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How to Win the Numbers Game
Know Your Numbers
Track Your Numbers
of Contacts
Distribute Income Goal and Prospecting Planner
and Sales Activity Tracker Handouts Note
Sales Activity Tracker is an Excel spreadsheet
with automatic calculations.
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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!
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Todays 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.

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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?

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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.

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The path to success is to take massive,
determined action. - Anthony Robbins
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Sales Planner

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

Distribute blank copies of Sales Planner
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Quickest Way to Boost Your Business
REMEMBER
Aim for an Appointment a Day!

• Work an Open House every week.
• Know the inventory!
• Get Price Improvements on listings 30DOM.
• Make 100 iCalls every week.
• Work FSBOs and Expireds every week.
• Follow up!

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• 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