Being data driven in business - including real estate - is important. It helps avoiding emotional ups and downs by measuring efforts and results as objectively as possible. All of us who have been in sales, one way or another, know that many aspects of the sales process is a numbers game (and a lot is also psychology, but that's a different topic).
One of the surprising facts that we learned (and also observed on ourselves) that without a process, a system and the acceptance of the statistical approach, most people including real estate sales people give up contacting prospects way too fast.
So how many times do you contact a prospective client on an average? Do you keep going until you are asked to stop or you have an upper limit set and you just call it a day once you reached that number?
A great example of how to be data driven in real estate sales comes from our frequent guest speaker at our webinars, Janie Coffey. She measured her own efforts relentlessly, when she moved to Northeast Florida from Miami while she had to restart her prospecting from scratch.
We were stunned to learn that on average, she needed 15 "touches" to get conversion results. On an average, meaning sometimes way more than that. It is safe to assume that most sales professionals - due to many reasons - will not even get close to this number.
That's a lot and can be overwhelming, but if you are interested to learn how she set up her system to be able to build her luxury real estate business in a brand new market, including farming, sphere of influence, brand building and more in the luxury segment, make sure to check out her training course. It's a treasure trove of 18 hours of actionable information that you can learn at your own pace.
In the 12-week Luxury Real Estate Training Course Janie shares all the tools and other actionable strategies that she employs every day to successfully outperform the competition in the luxury niche.
You can now get a lifetime access to the video recordings of 18 hours of luxury real estate training for only $197, a savings of $1,800 !! over the cost of the live course she had a year or so ago. You can watch the videos as many times as you wish at your own pace and interact with Janie, other luxury agents current members, live.
So how many times do you contact a prospect on an average?