66 Keeping Track of Your Numbers One of the most important aspects of your job as a professional salesperson is keeping track of your numbers. We know it's not always an exciting thought, but it is one that you have to get used to starting now. The next few pages are to assist you in the process of tracking your numbers. BEFORE YOU START USING THESE FORMS MAKE COPIES FOR YOURSELF. The first form is called the Daily Log Sheet. This form allows you to keep track of your prospecting calls (attempts and contacts) for the day. It also helps you monitor incoming ad calls, sign calls, leads generated and total appointments set. We've also included a simple To Do Today List to keep you focused on the things that must be accomplished for the day. Use this form daily. Another form is the Daily Tracking Form. The purpose of this form is very simple; to keep track of the number of contacts you have in each of the areas we've listed so you can report the numbers to your Coach. YOUR COACH WILL BE ASKING YOU FOR THIS INFORMATION ON EVERY CALL. BE READY! The page following the Daily Tracking Form is what we refer to as a Call Log. As you can see, the Call Log gives you a history of the past two weeks, as well as a goal for the next two weeks and your year-to-date totals.
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66
Keeping Track of Your Numbers
One of the most important aspects of your job as a professional salesperson is
keeping track of your numbers. We know it's not always an exciting thought, but it is
one that you have to get used to starting now.
The next few pages are to assist you in the process of tracking your numbers.
BEFORE YOU START USING THESE FORMS MAKE COPIES FOR YOURSELF.
The first form is called the Daily Log Sheet. This form allows you to keep track of
your prospecting calls (attempts and contacts) for the day. It also helps you monitor
incoming ad calls, sign calls, leads generated and total appointments set. We've also
included a simple To Do Today List to keep you focused on the things that must be
accomplished for the day. Use this form daily.
Another form is the Daily Tracking Form. The purpose of this form is very simple; to
keep track of the number of contacts you have in each of the areas we've listed so
you can report the numbers to your Coach. YOUR COACH WILL BE ASKING YOU FOR
THIS INFORMATION ON EVERY CALL. BE READY!
The page following the Daily Tracking Form is what we refer to as a Call Log. As you
can see, the Call Log gives you a history of the past two weeks, as well as a goal for
Daily _____ Days/Week _____ Days/Month A. Days Worked ________ _______________ ________________ B. Hours Prospected ________ _______________ ________________ C. Contacts ________ _______________ ________________ D. Leads Generated ________ _______________ ________________ E. Appointments Set ________ _______________ ________________ F. Listing Appointments ________ _______________ ________________ G. Listings Taken ________ _______________ ________________ H. Listings Sold ________ _______________ ________________ I. Buyer Appointments ________ _______________ ________________ J. Buyer Sales Made ________ _______________ ________________ K. Price Reductions ________ _______________ ________________ L. Transaction Fees ________ _______________ ________________ M. Listings Exp/Cxld ________ _______________ ________________ N. Listing Inventory ________ _______________ ________________ O. Income Earned ________ _______________ ________________ P. CD # ________ _______________ ________________ CD # ________ _______________ ________________ Q. Read Business Plan ________ _______________ ________________
Things I must do to insure that I achieve my goals!
1. 2. 3. 4.
Create one affirmation for each time referenced above.
(To be written in the present tense: I have, I am, I enthusiastically, I now, etc.) 1. 2. 3. 4.
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Weekly Business Plan
Name: ___________________________ Week of _____________
Goal Actual 1. Number of Days Going to Work ______ ________ 2. Total Hours Prospecting ________ ________ 3. Contact goal ________ ________ 4. Leads generated goal ________ ________ 5. Total Listing Presentations
(Actual = appts went on) ________ ________
6. Total Listings Taken ________ ________ 7. Total Listings Sold ________ ________ 8. Buyer Controlled Sales ________ ________ 9. Total Price Reductions ________ ________ 10. Number of Role-Play Sessions ________ ________ 11. Other Goals a. b. c. d.
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Month to month tracking form
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC YEAR END Days Worked
Hours prospected
Contacts
Leads Generated
Appointments Set
Listing Appointments
Listings Taken
Listings Sold
Buyer Appointments
Buyer Sales Made
Price Reductions
Transaction Fees
Listings Expired/Cxld
Listing Inventory
Gross Income
Expenses
Net Income
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The Annual Business Plan
Last Year Recap Goals (Projected) 1. Total Income _______________ ______________ 2. Total Closed Transactions _______________ ______________ 3. Total Business Expenses _______________ ______________ 4. Average Hours Worked Per Day _______________ ______________ 5. Average Hours Worked Per Day
week _______________ ______________
6. Average Sales Price _______________ ______________ 7. Total Listings Appointments _______________ ______________ 8. Total Listings Taken _______________ ______________ 9. Total Listings
10. Total Listings Sold _______________ ______________ 11. Total Buyer Controlled Sales _______________ ______________ 12. Days Worked Annually _______________ ______________ 13. Existing Inventory _______________ ______________
Things I Have To Do To Accomplish This Year's Goals
ANNUAL BUSINESS PLAN Name: _____________________ Page 2
Major Challenges and Solutions
A. What are the major challenges or problems that you face in achieving the goals you've set?
B. What are the solutions to each challenge?
1.) a. b. 2.) a. b. 3.) a. b. 4.) a. b.
Daily Schedule
Early 12:30 pm
Morning 1:00 pm
7:00 am 1:30 pm
7:30 am 2:00 pm
8:00 am 2:30 pm
8:30 am 3:00 pm
9:00 am 3:30 pm
9:30 am 4:00 pm
10.00 am 4:30 pm
10:30 am 5:00 pm
11:00 am 5:30 pm
11:30 am 6:00 pm
12:00 am Evening
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How to plan and structure your day
A. Take 15 minutes each morning or afternoon to plan your day:
1) Decide to make it fun, 2) Decide your outcome in advance, 3) Remember Real Estate is 90% attitude.
B. List all the activities necessary to help you achieve your goals.
C. Prioritize these activities into three groups:
1) Must do, 2) Should do, 3) Could do.
D. Focus on the "must do" activities. E. Block out specific times during the day to do your:
1) Administrative work, 2) Prospecting, 3) Lead follow-up/appointment setting time, 4) Going on appointments, 5) Negotiation/paperwork, 6) Practice, 7) Mental preparation. Remember to treat your prospecting and lead follow-up as individual appointments! They are the engine of your business … do them daily!
F. Set aside a specific time(s) to return phone calls and return phone calls only at that time. Stop reacting to the phone.
G. Create an action plan, review it daily and stick to it!
1) Daily = Daily schedule 2) Monthly = Monthly action plan 3) Annually = Annual business plan
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Sample Affirmations
A big part of your business development will be your ability to mentally grow at the
same pace as your business grows. One method of making this happen is to use your
affirmations daily. The following are affirmations that you may want to use for
yourself:
I am a great salesperson.
I love prospecting.
I prospect with energy.
I have a positive, productive attitude every day.
I stand up when I prospect.
I love prospecting, so I do it every day.
I am a great listener.
I enjoy negotiating contracts daily.
I listen when I prospect.
I focus on qualifying my prospects.
My past clients call me with referrals daily.
I listen for motivation.
I follow the script.
I give my prospects approval.
My prospects like me.
Great sales people prospect every day.
I enjoy making the first call of the day.
I prospect with intensity.
I am extremely effective talking on the phone every day.
I enjoy knocking on doors every day.
I generate highly qualified leads every day.
I am an inspiration to all those around me.
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Pre-Prospecting Checklist
Pre-Prospecting Checklist (This form must be filled out each day you prospecting.)
Rules to live by while prospecting (check each one off):
Positive excited attitude only.
Commitment to reaching my daily goals.
Out-bound business creation calls only.
Keep personal calls to emergency only “Tell your people!”
Work on helping myself and others achieve goals.
Key to Success is my….………………………………………………….Attitude, Approach, and Expectations
Attitude: If what I felt before I walked in today is not where I think I should be, then I need
to adjust it now. Examples of where I want to be: hungry, motivated, excited,
pumped up, turned-on, happy, successful…
TODAY’S ATTITUDE: ____________________
Approach: The approach I have with my clients comes out over the phone loud and clear.
Here are a few helpful reminders to check off:
Smile while talking on the phone.
Stand-up tall.
Use a down swing.
Know your scripts.
Be excited.
7% of communication is Words, 55% is body language, 38% is tonality.