Can we all just agree that the hardest, most expensive part of real estate is getting the lead? And once we agree on that, it becomes really clear that we owe it to our businesses and ourselves to convert as many of those leads as possible, right?
If you aren’t tracking your conversion rates (from lead to appointment, from appointment to signed rep agreement, from rep agreement to contract and from contract to closing), then you have a really hard time discovering where your skills are lacking and your business is losing money. The best coaching money can buy can’t help if we don’t know where the problem lies.
The other thing about conversion rates is just a 20% difference in your conversions between appointment and rep agreement and between rep agreement and contract can mean you either need to do twice as many appointments to make the same money or accept making half the money of someone with the higher conversion rates. Ugh. You already did the work of getting the lead! Let’s convert that lead ALL THE WAY through to a paycheck.
