“My database has dried up this year”
“Many people from my database are not pulling the trigger right now and i don’t know where my next deals coming from”
“I’m down in production over the last 6 months”
Sound familiar?
I’ve had so many of these conversations over the last 3 months… many agents wondering where their next deal is coming from because they haven’t yet invested into really building a pipeline.
I reached out to Sharran and we chatted about this.
If you have followed him lately, you’ll know that he is bullish on the fact we are in a skills based market where as 2020/2021 were momentum (transaction focused) markets.
I have had far too many successful team leads say to me that they are scaling back their teams.
Sharran said to me it’s because many of them have built their business on charisma Vs building a sales machine.
What is a sales machine?
A sales machine isn’t reliant on you the owner to produce all the income.
A sales machine has levers that you can push and pull to drive income.
Ie – more leads, more appointments and in turn more conversion.
But in order for a sales machine to work well… you need to be able to track every element of your business on a deep level and understand metrics.
I’ve chatted with some high performing teams that operate with rigid KPI’s to be apart of the team and to access leads.
Some of these top teams have different tiers and each month they reset and if you’re conversion rate isn’t over a certain rate you lose access to pond leads.
And…
I encourage all our small teams to operate their sales teams like this. Because many times it’s not a lead issue, it’s a sales, value prop or skills issue.
Here are some metrics I’d recommend that you track with any lead gen system.
Track these numbers and look at this religiously weekly if you want to maximize your pipeline.
You need to know these numbers if you ever want to make more money and scale.
1. Cost per lead / # of leads
2. Cost per phone appt / # of phone appt
3. Cost per in person meeting / # of meetings
4. Cost per contract / # of active contracts
5. Cost per close / # of closes
Once you know these numbers you can see where your bottle necks are.
What is your lead to phone appt %
What is your phone appt to in person meeting %
What is your in person meeting to contract %
If you’re not tracking these things your business is vulnerable.
Now in order to create this sales machine you are going to need the write scripts and salesmanship in order to move the people that are on the fence towards a conversation.
All conversion happens in conversation.
And there’s no doubt that the biggest sales pipeline wins.
And the biggest sales pipeline with a solid sales machine will produce long term.
If you want help starting the process of getting this sales machine running with appointments and live transfers for your agents, book a demo with our team here: https://sheridanst.io/book-now
CEO at Sheridan St.
The #1 lead generation and appointment setting agency for real estate
P.S. Whenever you’re ready to take your business to the next level… here are 4 ways we can help!
1. FREE COURSE FOR REAL ESTATE AGENTS: Learn how to generate leads on autopilot for your real estate business: https://sheridanst.io/clientkit
2. FREE PROFITABLE ADS TRAINING: Learn more about how top performing agents and teams run ads in order to generate leads that convert into deals faster: https://re.studioptbo.com/profitable-ads
3. GET YOUR APPOINTMENT ENGINE SCORE: We have had the opportunity to speak with top performing teams across the country about how they set appointments. We created a free tool that will show you how your appointment setting compares to other top agents/teams: https://sheridanst.io/appointment-engine-score
4. GET BOOKED APPOINTMENTS, LIVE TRANSFERS & IN PERSON SHOWINGS (GUARANTEED): Learn about how top performing teams and agents are implementing our Dedicated Appointment Engine in order to experience massive growth in their businesses : https://sheridanst.io/book-now