Why Clarity in Real Estate Works
When you have accountability in your business, what now? How can you implement this into Weekly Meetings, Leadership, and Team Meetings? How will this information help you to challenge, grow and skyrocket your team to the next level?
Implementing ERS into Business
All scorecards are intended to increase transparency. They give leadership the opportunity to inspect what the expect, and agents the opportunity to see the specific lag measure in the way they do business.
The Weekly Scorecard is a measure of pipeline management. It is tracking the number of leads an agent is managing, the quality of their management, and where any lost opportunities could lie. All teams have certain measurements for how to treat business (groups, notes, followups). A scorecard allows agents to determine whether follow up impacted clients choosing other realtors, or finding homes without them.
Daily Lead Audit - For all leads, on a daily basis, let’s ensure that the correct followup measures are in place! Whenever a new lead comes in, ensure there are no lost opportunities in immediate lead management. If there is a consistent issue, find means to improve standards for Opportunity time, or agent expectations of what a new lead really means!
Prospecting Scorecard - How often do agents come to management with the mantra: “we need more leads!” The Prospecting Scorecard will hold up your standards for calls made to each lead. If a lead has been called only once, let’s ensure you are not going out and PAYING for more leads. Based on your percentages in the Prospecting Scorecards, you will know if there is still opportunity in your current leads, or if it is time to buy more. You will also see when it is necessary to bring on more agents to call those leads.
Sales Scorecard - Each lead is expensive, every team knows that. Let’s find out in weekly meetings how a transition from ISA to agent, or agent to appointment is happening. Are we losing opportunity in setting bad appointments, or in getting signed commitments? Each agents list of appointments set will allow for conversation similar to: “Good job on your signed contracts this week” “Why did these appointments not show”, “What happened with these appointments that were not signed?” Let’s figure out where opportunity lies to get this up to 100%, with a specific aspect of the Sales Process to focus on. In a team setting, allow for conversation and growth when seeing team statistics week over week. Agents and managers can find out where opportunity lies to get all appointments to close!
CTE - All of this really comes down to three things - we want a profitable team, the highest monthly income for your agents, and the highest possible ROI. CTE is the lag measure. Has an agent done what is necessary to get where they need to be to meet their income goals? Track backwards from an income goal, all the way to time spent prospecting. CTE manages every dollar and activity necessary to get your agents where they want to be, clearly! Save time and effort - let us update every change in price, contract status, etc.
""This system is intended, throughout the sales cycle from start to finish, to identify any missing pieces and shine light through holes to say, 'aha, here is what is going wrong'. Your team will fully utilize every lead to its full potential throughout entire sales funnel. Before you know it, you'll maximize your marketing costs, maximize your profit, and see the highest possible ROI on every lead you purchase/earn.""
