Boost Your Business
It’s a Numbers Game
What did you do?
What results did you get?
What do you think you’ll do next time?
Refer to your Sales Planner from last workshop
that will share their success or demonstrate skills.
Insert Photo Meet the Expert
Delete slide if not needed
Add guest speakers name
It’s A Numbers Game
For Two VERY Simple Reasons…
1.The more you do it the easier it gets.
2.You can plan and “count” on the numbers!
Here’s a Secret about the
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
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
1. It is proven that the more you prospect the better you
2. The better you get the less time it takes to close.
3. The less time it takes to close the more business
opportunity for you.
4. The more opportunity you have increases your
number of listings and sales.
5. Increased sales means money $$ and higher income.
The only way to lose is if you choose
not to do it!
Today’s Call Session
Make a minimum of 50 calls from your prepared list
- Do Call List, SOI, OH Guest Registers, FSBO or
Keep track and report progress on the board.
Record all leads and appointments made.
Utilize Prospect Follow Up sheet to set follow up call
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?
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
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
- Anthony Robbins
1. Add the assignments we just reviewed to your new
2. Write down what you will commit to do by next
3. You have five minutes to complete this.
4. Ask me or a colleague for ideas and help.
Distribute blank copies of Sales Planner
Quickest Way to Boost Your
Work an Open House every week. Aim
Know the inventory! Appointment
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. The
extra energy required to make
another effort or try another
approach is the secret of winning.”
– Denis Waitly