Before you pick up the phone and make another call or go on another appointment, read this on Key Performance Indicators, KPI’s!
Todd Walters here, Billion-Dollar Agent, Real Estate Coach and Founder of Your Home Sold Guaranteed Realty. I am passionate about helping agents succeed in this incredible industry and have a track record in helping agents have massive successes in their real estate business.
So, Key Performance Indicators (KPI’s). What is that? There are two kinds of indicators: lagging indicators and leading indicators. Businesses use them for measurement. Okay. So I get asked this question a lot from PLATINUM members –
What’s the thing I should measure the most? And my answer is always….. and you must take note of this; it is your APPOINTMENTS!!!
What’s the thing that gives your business the most significant impact? Is it leads? Is it closings? Closings are lag indicators.
Appointments are lead indicators!
(Need help getting qualified leads? Need help making appointments? Need help converting leads into Lifetime Customers? Then, check us out, download our agent success guide below — absolutely no obligation.
So, for example, how many closings do you want to do? Do you want to sell 50 homes? Do you want to sell 100 homes in a year? 300? 1,000? Whatever the number is, it’s the measurement afterward. Does that make sense? Remember, it’s in the past; the closing has happened already; that’s a lag indicator.
If you’re looking for something that will make your business’s biggest impact and run your business forwards and backward from this leading indicator, it’s appointments! It’s THE getting of appointments. So when working with agents who decide to go bigger, grow their business, sell more homes, and make more money without giving up their personal life to do it, we focus on one indicator, above all others! APPOINTMENTS!
Do you want to sell 50 homes over the next 12 months? Okay. Well, how many appointments need to be generated today to end up with 50 closings, 12 months from now? These are the questions you need to be asking yourself, and that’s how you want to run your day, and that becomes what you time block around the most!
If you need to book three appointments a day based on conversion numbers throughout the rest of the pipeline, getting an appointment is not the same as going on the appointment. For example, I booked an appointment today. Well, what percentage of time do the appointments actually happen? And then when the appointments had happened, what percentage of time do I get a signed agreement? And what percentage of time from the signed agreement turns into a pending sale? There are percentages of measurement in all of those things; conversion rate.
You would agree; it’s almost impossible to get a signed agreement without an appointment. Right? How many appointments do you need to set on a day-to-day basis to achieve your goal, your ULTIMATE big goals, right? Then, you COMMIT to that number, and you do not let anything interfere with you getting it!
Real estate agents are famous for failing at this! They get appointments and then end up going on the appointments and then fail at generating NEW appointments! Agents get busy working with the customers.
Well, newsflash, if you’re a solo agent, right, you’re in; you’re COMMITTED to getting at least one new appointment a day in order to hit your goals. And then tomorrow, you’re out on the appointments, and you’re not getting new accounts, then you’re not going to hit your goal. So you’re essentially out of business when you’re working with buyers and sellers; you’re in business when you’re consistently generating new appointments with prospects.
So there you go. My encouragement is to build that into your business, this process, …on a daily basis, get APPOINTMENTS at all costs!!
Commit to the number of appointments you must get on a day-to-day basis and lock that into your schedule!! It will be a game-changer for you, it was for me!
(Need help getting qualified leads? Need help making appointments? Need help converting leads into Lifetime Customers? Then, check us out, download our agent success guide below — absolutely no obligation.
Your Home Sold Guaranteed Realty
435 E Main Street Buford, GA 30518
Phone: 866-219-5029 | Email: richagent@yhsgr.com
