View
216
Download
0
Category
Tags:
Preview:
Citation preview
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.”
Convert More by Knowing the Score
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.
3Convert More by Knowing the Score
Why Know Your Score?
• When you track your lead conversions, you measure:– Time efficiency– Communication skills– Level of customer service
4Convert More by Knowing the Score
Why Know Your Score?
Identify and improve your conversion skills• Set goals
– Annual– Monthly– Weekly– Daily
• Use the 4-1-1
5Convert More by Knowing the Score
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.
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.
Convert More by Knowing the Score
Conversion Skills
• Know local and national markets.• Be data oriented and numbers driven.• Polish your communication, persuasion skills.
– Practice, practice, practice!
• Build confidence.
9Convert More by Knowing the Score
Conversion Skills
Screen leads to qualify:• Motivation• Financial ability• Expectations
10Convert More by Knowing the Score
Conversion Skills
Sellers may not be ready:• To price right• To put property in top condition• To move on
11Convert More by Knowing the Score
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
12Convert More by Knowing the Score
13
What Is Your Score?
Leads(L)
Appointments(A)
Conversion Rate(A/L)
Percentage
Week 1 44 0 0/44 --
Week 2 29 0 0/29 --
Week 3 36 1 1/36 3.5%
Week 4 49 2 1/25 4%
Convert More by Knowing the Score
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?
Convert More by Knowing the Score
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
16Convert More by Knowing the Score
Improve Your Score
Ask for the business!• Have excellent, proven closing scripts for buyers
and sellers.• Practice, practice, practice!• Use them DAILY!
17Convert More by Knowing the Score
18
Commit to ImprovingMy current conversion rate (average)
My goal conversion rate
Date to achieve goal conversion rate
Convert More by Knowing the Score
How are you going to improve your skills?
• Track• Coaching• Accountability Partner• Power Hour
19Convert More by Knowing the Score
Systems and Tools
• What systems or tools are needed?
– Excel Spreadsheet and Google Docs– Daily Activity Record (DAR)– www.IWantExcellence.com
20Convert More by Knowing the Score
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
Thank You!Please complete an evaluation for this session.
Use any mobile device!
www.kwueval.com.
Recommended