Questions to Ask When You Don't Know What You Don't Know
Also featured in the National Association of REALTORS® YPN Lounge.
What are you learning NEW? If you are stuck in a loop of wake | work, then the end of the year is a great time to shake the doldrums up with something new.
But HOW do you know what you don't know? Reflect on these questions to help:
LEAD GENERATION
📌 How much time do you spend weekly on finding new business (aka lead generation)? Ideal minimum =>10+ hours
📌 How many activities do you do weekly to generate leads? Ideal minimum of top producers is 5.
📌 How many leads do you generate weekly? Ideal minimum is ??? to average $100k per year -- for multiples, such as $500k, multiply the number of lead by your multiplier (in this instance 5).
If you answer to any of these questions was 😳😬🙄, then that means you need to improve your lead generation strategy. Look for marketing and lead generation conferences, classes, videos (like these: http://bit.ly/drleemasterclass) or books that can help you improve this area.
FOLLOW-UP
📌 How many follow-up contacts (e.g. call, text, visit/meet, email, social media, mail, even smoke signals 😂) do you make weekly?
Ideal minimum is 10 to average $100k per year -- for multiples, such as $500k, multiply the number of lead by your multiplier (in this instance 5).
📌 How many of those follow-up contacts answer/reply? Should be at least 50%. If not, then your method (e.g. email vs. call) may need to change to fit their preferences and may need to have a more compelling lead magnet/item of value.
📌 How many of these leads have gotten to closing? Minimum should be 10% of the total leads or you need to improve you target marketing and message.
📌 With how many of the non-closed leads are you still actively following up? Should be 100%. If not then, either you need to improve the quality of your leads (see the lead generation section above) or adopt a system to follow up (e.g. CRM).
📌 How much time do you spend on follow-up weekly? Ideal minimum is around 3 hours (at least 15 minutes per person for 10).
📌 How often do you check/use your CRM? Ideal minimum is EVERY day that you are working (take a break on off days and holidays)! If it's less because of anything other than your assistant or team checks it, then you may need a more user-friendly option or someone to do data entry of all your contacts.
Want more of the best practices of our nation's top producers? Grab your copy of the short read, Profit with Your Personality and, the classic, 5-star rated workbook, Plan to Win, to transform their real estate sales game plan. Or, get your "training on" with these on-demand classes. Here's to your success! #LearnWithLee
