Do you know your numbers? Originally Posted in May 2008.
Occasionally, I try to do a quick sanity test to see how I am doing with my career and if there are any things I could be doing differently. It helps me get focused and it also is a good stress reliever too.
Here's a good exercise that you can do to help you understand your business better. I did it and I think it is going to help my business! Print this and answer each question honesty and see if it helps you too.
A. How much money do you need or want to make each month?
B. How much do you make on an average side?
C. How many sides do you need to close per month? (A/B)
D. How many prospects equals one closed side?
E. How many new prospects do you need to talk to per month? (C*D)
F. Total number of prospects you need to talk to per weekday! (E/20)
My number was only 6/day! What was yours? My challenge is how many Realtors I need to talk to each day to get to talk to 6 prospects/day. It's a much bigger number that you probably realize.
Other things to think about...
What parts of your job are you good at doing?
Are you working the right hrs on the tasks that can help you the most?
Are you contacting your referral base & past clients on a regular basis?
What is happening in the market that you can take advantage of?
What are your successful competitors doing that you could do?
Hard questions about your career you need to ask yourself occasionally.
Do you like what you do?
What do you like most about your career?
What do you dislike about your career?
Are there any jobs out there that you would rather be doing?
What do people need that you can do in this economy?
What do people need that you like to do that you are good at?
Can your family help you in your business? How?
What does your family like to do that can help your business?
When I do this, I realize that I am in the best job that I can do that fits my personality. I hope you are too! This really is a great industry and if we want to make more money during it, we just need to work a little smarter and maybe a little harder.
* Bonus Question: How can I send more buyers to Sam so he can help me close them faster and easier? (Had to throw that one in!)
Posted by: Sam Thompson
Southern Trust Mortgage - 910-852-9415
Senior Loan Officer - NMLS# 70388
Helping you GROW your business!
www.activerain.com./luckydog1- SC
www.activerain.com/luckydog2- NC
http://www.southerntrust.com/thompson
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