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Convert More by

Knowing the Score

J Michael Manley

J Michael Manley

2

Greenville, SC

Team Owner &

Listing Specialist

Convert More by Knowing the Score

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3 Convert More by Knowing the Score

“Millionaire Agents know and track their

score.”

Convert More by Knowing the Score4

• Knowing and improving your conversion rate will

increase the speed at which you close transactions.

• Allow you to be more efficient with your time.

• Grow your business faster.

Why Know Your Score?

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• When you track your lead conversions you

measure:

• Time efficiency

• Communication skills

• Level of customer service

Why Know Your Score?

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Identify and improve your conversion skills

• Set goals

• Annual

• Monthly

• Weekly

• Daily

• Use the 4-1-1

Why Know Your Score?

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Four Conversion Points

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Focus here first

• Leads are “gold.”

• Treat all leads like they’ll buy today.

Every Lead is Precious

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• Who is doing the conversion work?

• Is it time to re-think how you do this?

• Step back in yourself.

• Step up coaching, training of others.

• Create inside sales team.

• Get back to your Mets.

Every Lead is Precious

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• Know local and national markets.

• Be data oriented and numbers driven.

• Polish your communication, persuasion skills.

• Practice, practice, practice!

• Build confidence.

Conversion Skills

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Screen leads to qualify:

• Motivation

• Financial ability

• Expectations

Conversion Skills

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Sellers may not be ready:

• To price right

• To put property in top condition

• To move on

Conversion Skills

Buyers may not be ready:

• Financially

• Because they need to sell a home first

• Due to lack motivation

• Aren’t sure of buying

• Can’t make a decision

Conversion Skills

Leads(L)

Appointments(A)

Conversion Rate(A/L)

Percentage

Week 1 44 0 0/44 --

Week 2 29 0 0/29 --

Week 3 36 1 1/36 3.5%

Week 4 49 2 1/25 4%

What is Your Score?

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What is Your Score?

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Leads(L)

Appointments(A)

Conversion Rate(A/L)

Percentage

Week 1

Week 2

Week 3

Week 4

• What is a good conversion rate?

• Internet Leads?

• Sign calls?

• Expired Listings and FSBOs?

Set Your Expectations and Goals

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Ask for the business!

• This is why you worked to get them to the table.

• Have a set method for meeting with a prospect.

• Buyer and seller presentations

Improve Your Score

Ask for the business!

• Have excellent, proven closing scripts for buyers

and sellers.

• Practice, practice, practice!

• Use them DAILY!

Improve Your Score

Commit to Improving

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My current conversion rate (average)

My goal conversion rate

Date to achieve goal conversion rate

• Track

• Coaching

• Accountability Partner

• Power Hour

How are you going to improve your

skills?

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• What systems or tools are needed?

• Excel Spreadsheet and Google Docs

• Daily Activitiy Record (DAR)

• www.IWantExcellence.com

Systems & Tools

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