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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.

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Presentation on theme: "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."— Presentation transcript:

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.

2 “Millionaire agents know and track their score.” 2 Convert More by Knowing the Score

3 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. 3 Convert More by Knowing the Score

4 Why Know Your Score? When you track your lead conversions, you measure: – Time efficiency – Communication skills – Level of customer service 4 Convert More by Knowing the Score

5 Why Know Your Score? Identify and improve your conversion skills Set goals – Annual – Monthly – Weekly – Daily Use the Convert More by Knowing the Score

6 Four Conversion Points 6 Focus here first Convert More by Knowing the Score

7 Every Lead Is Precious Leads are “gold.” Treat all leads like they’ll buy today. 7 Convert More by Knowing the Score

8 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. 8 Convert More by Knowing the Score

9 Conversion Skills Know local and national markets. Be data oriented and numbers driven. Polish your communication, persuasion skills. – Practice, practice, practice! Build confidence. 9 Convert More by Knowing the Score

10 Conversion Skills Screen leads to qualify: Motivation Financial ability Expectations 10 Convert More by Knowing the Score

11 Conversion Skills Sellers may not be ready: To price right To put property in top condition To move on 11 Convert More by Knowing the Score

12 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 12 Convert More by Knowing the Score

13 13 What Is Your Score? Leads (L) Appointments (A) Conversion Rate (A/L) Percentage Week 14400/44-- Week 22900/29-- Week 33611/363.5% Week 44921/254% Convert More by Knowing the Score

14 14 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

15 Set Your Expectations and Goals What is a good conversion rate? – Internet Leads? – Sign calls? – Expired listings and FSBOs? 15 Convert More by Knowing the Score

16 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 16 Convert More by Knowing the Score

17 Improve Your Score Ask for the business! Have excellent, proven closing scripts for buyers and sellers. Practice, practice, practice! Use them DAILY! 17 Convert More by Knowing the Score

18 18 Commit to Improving Convert More by Knowing the Score

19 How are you going to improve your skills? Track Coaching Accountability Partner Power Hour 19 Convert More by Knowing the Score

20 Systems and Tools What systems or tools are needed? – Excel Spreadsheet and Google Docs – Daily Activity Record (DAR) – 20 Convert More by Knowing the Score

21 Action Plan List at least ONE action you will take as a result of what you’ve learned. 1. _________________________________________ 2. _________________________________________ 3. ___________________________________________________________ Convert More by Knowing the Score

22 Thank You! Please complete an evaluation for this session. Use any mobile device!


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