We are into week three of our Zero to 90 coaching program. Our group has clearly divided into two camps; the MIAs and the High Participators. My "Missing-in-Action" group swears that it is because they are so busy doing deals that they don't have time to participate. I can't verify that because they won't give me their numbers!
However, I can tell you that the people who do report their contacts, leads, appointments and sales are exceeding their goals in the program. After only three weeks in the program several of our participants are taking two or three listings in a week; others have doubled their roster of Ready-to-Buy-Now Buyer Leads. So, my High Participators are reaching their goals and reporting their progress but my MIA's are so busy that they can't report? Smells fishy...
At the end of the program we will know which group performed the best but I think this issue of tracking your sales numbers is worth exploring deeper.
One of the key goals of this coaching program is to teach our agents how and when to create leverage. We believe that you should build more leverage into your business every time you become unable to execute your fundamental business processes to the high standards you have set for yourself. For example, let's say that you have a marketing plan for new listings. Suddenly you have five new listings and you find yourself unable to execute that marketing plan fully for each listing. Rather than take short-cuts...find someone to help you!
Even if you are not ready to employ an assistant you should have someone - anyone who you can call in a pinch to help you. (This is one of the reasons we created ProREA Staffing. Our agents simply call us when they get overwhelmed and we take over the project so that our agents never have to lower their standards simply because they have more business than they can handle at the moment.)
I consider tracking prospecting and sales numbers a fundamental business process as well. It's like reviewing your monthly P&L. These are things that you must do when you run a business. So, if you are too busy to track your prospecting and sales numbers then it is time to look at either creating more leverage or re-ordering your priorities so that making your prospecting calls and recording it is a real priority in your business.
As for reporting those numbers to me....MIA's watch out! I'm coming to track you down...
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