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TRANSCRIPT
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
Tell Keller Williams University what you think!
Simply enter
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evaluation for this session.
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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