Convert More by Knowing the Score

Make your lead generation pay off by converting more! Learn ways to gain more

qualified appointments by tracking and improving your conversion techniques with

scripts and practice.

2

“Millionaire agents know and track their score.”

Convert More by Knowing the Score

Why Know Your Score?

• Knowing and improving your conversion rate will increase the speed at which you close transactions.

• It will allow you to be more efficient with your time.

• It will also grow your business faster.

3Convert More by Knowing the Score

Why Know Your Score?

• When you track your lead conversions, you measure:– Time efficiency– Communication skills– Level of customer service

4Convert More by Knowing the Score

Why Know Your Score?

Identify and improve your conversion skills• Set goals

– Annual– Monthly– Weekly– Daily

• Use the 4-1-1

5Convert More by Knowing the Score

Four Conversion Points

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Focus here first

Convert More by Knowing the Score

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Every Lead Is Precious

• Leads are “gold.”• Treat all leads like they’ll buy today.

Convert More by Knowing the Score

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Every Lead Is Precious

• Who is doing the conversion work?• Is it time to rethink how you do this?

– Step back in yourself.– Step up coaching, training of others.– Create inside sales team.

• Get back to your Mets.

Convert More by Knowing the Score

Conversion Skills

• Know local and national markets.• Be data oriented and numbers driven.• Polish your communication, persuasion skills.

– Practice, practice, practice!

• Build confidence.

9Convert More by Knowing the Score

Conversion Skills

Screen leads to qualify:• Motivation• Financial ability• Expectations

10Convert More by Knowing the Score

Conversion Skills

Sellers may not be ready:• To price right• To put property in top condition• To move on

11Convert More by Knowing the Score

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

12Convert More by Knowing the Score

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What Is Your Score? 

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%

Convert More by Knowing the Score

14

What Is Your Score? 

Leads(L)

Appointments(A)

Conversion Rate(A/L)

 Percentage

Week 1

Week 2

Week 3

Week 4

Convert More by Knowing the Score

15

Set Your Expectations and Goals

• What is a good conversion rate?– Internet Leads?– Sign calls?– Expired listings and FSBOs?

Convert More by Knowing the Score

Improve Your Score

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

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Improve Your Score

Ask for the business!• Have excellent, proven closing scripts for buyers

and sellers.• Practice, practice, practice!• Use them DAILY!

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Commit to ImprovingMy current conversion rate (average)

My goal conversion rate

Date to achieve goal conversion rate

Convert More by Knowing the Score

How are you going to improve your skills?

• Track• Coaching• Accountability Partner• Power Hour

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Systems and Tools

• What systems or tools are needed?

– Excel Spreadsheet and Google Docs– Daily Activity Record (DAR)– www.IWantExcellence.com

20Convert More by Knowing the Score

Action Plan

List at least ONE action you will take as a result of what you’ve learned.

1. _________________________________________

2. _________________________________________

3. ___________________________________________________________

Convert More by Knowing the Score

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