Today is the last day of January 31, 2020. These past 31 days probably flew by fast. You just might find yourself thinking where did the month go?
Now is the time for reflection and any course corrections to ensure 2020 is as good if not better than 2019. So what where your goals for this month? And obviously what were your results.
So either pen and paper or keyboard and printer, create 5 columns. The first column going from left to right is labeled activity. Next is the number sign followed by the word Goal. Column four is “Met Yes” and Column Five is “Met No.”
List these activities in the first column:
- New Sales Leads
- Past Sales Leads – Interactions
- Offers Submitted
- Offers Cancelled (Note this goal should be zero)
- Offers Accepted in Escrow (Close of Escrow offers)
- Closed Offers – Sold (Recorded)
- Properties Viewed by Showings
- Commission (income)
Then below this information I have a section listing all the showings I have undertaken during the month. I also listed other properties viewed.
Additionally I have a printed sheet where I keep track of all incoming sales leads and past interactions. Tracking this information take maybe 5-15 minutes daily depending upon the activity level.
Another paper tracking tool I have created is a downloadable calendar where I pencil in all submitted offers and confirmed COE contracts. In just a glance I can see when submitted offers should be accepted as well as how many escrow closings I have for each month. These sheets are kept in my hard copy appointment book which is my backup to my electronic calendar.
Finally I have a quarterly sheet that summarizes my monthly activity. This tool allows me to view quarterly activity and quickly determine any quarterly trends.
Yes as noted this tracking of my sales activity does take time. However, one consistent sales success factor is salespeople who know their numbers are consistently more successful than those who don’t keep track of their numbers beyond the dollar amount. By the way did you notice commission was the last item I track? This is intentional as my income is a direct results of my activity.
Your end of the month activity review should also include revisiting all sales leads and undertaking any follow-up calls. This is another process you should employ to ensure your sales success. With the hard data in hand you can make any course corrections for the next month from increasing marketing activity to undertaking any new sales related activity such as calling past customers and asking for one to three referrals.
For me, my monthly reflection takes about 30 minutes and that includes printing out the sheets for the next month. I then file these completed sheets in a 3 ring binder with monthly tabs.
I leave you with two more reasons why your sales activity should be track:
#1 – People confuse motion with progress and activity with results.
#2 – If you don’t have the time to do it right, when will you have the time to do it over?
Graphics courtesy of Pixabay.com