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hi i'm solomon poretsky and i'd like to welcome you to a brokerage skill mini
course on tracking activity metrics from custom skills development
we help commercial real estate professionals
grow their business and make more money
by providing individually
tailored training and development solutions
what we're going to be talking about today is tracking activity metrics so
going to start to talk about why it's so important to track your metrics
we're gonna get right into the three activity metrics that you need to be
tracking -- which are
your telephone activity
your meeting activity
and then your deal activity
we're gonna kick right into how to track these metrics to be some techniques that
work
and after that we talk about the next step you can take to continue growing
tracking metrics are important because
believe it or not it's human nature
to assume you've done more than you've actually done
sorry to say that
it is what it is. And because of that
if we don't really have a record of what we've accomplished
we may think we've done more than we actually have
and knowing what you've done a is really to gain weight coaching yourself 'cause
if you don't know which read to me is
happy identify where you need to change
and for that matter this is something we find in our professional coaching
if you don't have good data on what you're actually doing
you don't have anything that you can share with the coach
to help them help you get better
at the core when i'm really talking out of the concept
that you need to scrutinize to optimize
and when i mean is that you want to get better at anything
you have to have a very clear sense of what you do
so you can develop a sense of how to get better and that's really
the focus
of tracking activity metrics its
to scrutinize your business so you can turn around and optimize
it. Right into the metrics...
offers unity tracking as what you do on the phone
and it's as basic as the number of dials
apple looked at stake america's
some of you may work a brokerage shops
where you can get a report
for me manager and have you got sick
that reports not that helpful
because all that report tell just how many times you pick up the phone about
it
the computer doesn't know
why your diet
so
a dial is for the purposes of your business development activity
it's when you pick up the phone
to reach someone that's not an existing client that you following up with
it's not a significant other it's not a fender it's not ideal management call
it's when you pick up the phone
to talk to someone to turn them into a quiet
business development call
so you wanna track those calls independent of whatever's on the call
report
you may also want to track the times you call
because you may have different levels of effectiveness in the morning early
afternoon and evening lunchtime and if you're not tracking it you don't really
know
cn track your business development plans
yet i think you gotta do is track
how often does dials
actually get a human being on the other side of the y
had to be clear
a contact is when you're talking to the person
that you meant to call
or the equivalent of the person that car
so if you're calling company with three partners of their all equal decision
makers
and you called for jadi
but you get bob instead
that's fine that's contact
to get changed
that's a contact
If you get steve the secretary
that's not a contact
she wanna how many real dollars you make develop your business and how many real
people
does dials a cutting edge
what you've done those
we get attracted meetings
at really starts by tracking
the number of meetings ubu
and the number of meetings you attended 'cause those two numbers aren't always
the same
with ended meetings he attended is really
ki tai to be teaching to pay attention to it
the first is when you sit down with a client to present a
b o bsc event proposal
whatever you call it
to turn that client
from a prospect
into somebody out of sight listing
or leasing arrangement west
the second type a b_ is that
first time to sit down with the client
and you just booked a meeting that you've never done businessman before
it's been a very long time
and you rick your session that clients needs
so you could acquire them miss clark
those to me x
that first sit down which is about to suspend an acquisition
and that second sit down which is about turning a presentation
of a proposal
into a deal
bridge where written commitment
those are the two most important meetings
you're going to go on follow-up meetings whether it's to keep the relationship of
the quiet you play golf with what's a quarter
whether it's to meet with offender third-party
and that was an important part of running your business
but this is running your business
these to be deterred here
building your business
so these are the most important wants to be track
edition attracting meetings
barrier start racking deals
how many offers to your right
and if you could track how many of you right not listing especially wrote
listings
that's a great day
how many blessings a reader
how many deals you put it under contract and which side is deals are you
she could figure out your proportion
and of course
not only how many dealers are closing
but how much money your booking on each of them because knowing the money
relative to the closing
we'll tell you a lot about your business
so these are the key metrics you got to be track
your phone activity
you're being activity
and that your deal activity
saadia track your phone calls
at this point
actually cellular complicated
activity tracking system and i've
seen a bunch of care by experience
they don't work that well
'cause their pain in the book
so i'd like to share something that i'd it up when i was an agent
it's something i shared with the agent site ta
when i was a brokerage management for national firm
and it's why i teach my clients now
it's a daily to cheat
and it's not that expensive all you need to be used by a legal pad
in fact this is the upper left corner of the legal pad page
says four things on the page the day
of your calls
tix for the number of actual business development dials your bank
and takes for the number of people you get on the phone
and said she is the whole legal pad page you got all kinds of rum to jot down
notes hopefully hedrick smith mine
this is it it's simple it's kisi it doesn't get your way nature productive
your other data
you're going to track on your calendar
or you're gonna complied with this data
on the quarterly activity tracking sheet that we've developed we're will give
this to you
the page we've got this car
course
has actually got a download link if you got this other youtube
just go to our website at customs skills dot com you'll see courses on the menu
free courses and
activity tracking metrics in fy two download link there
this is an excel spreadsheet
its all set up for you
all you need to do is every quarter
you just update with the last saturday in the first week in it'll feel at all
the dates
and that you just fill in
all your data for every week
the calls and contacts come on future cheat
for the you know for the week illa five or six for the week
the number of each of books the number you went on
the number b l b z proposals you presented
comedy offers you wrote
how many new listings you talk
county expired listings you have
hopefully there's a lot of zeros there
how many deals you put out a contract that week
how radios that fell out
hopefully there's a lot of zeros
your total number of deals under contract at the end of the week
and dad
the number of closings that week the muddier
hopefully you have a lot of weeks like this one
that's a great week
fill it in
issuable total it all up for you
and at the end of the quarter
you've got a one page summary
of what you did that you could then use for your own business
or you can share with your culture mentor
that's tracking activity metrics it's not that complicated so i really
encourage you to go out to do it
and the reason it's important to do it is
you've got a scrutinize what you're doing
optimize your results
so really doing this is the first step is starting to get a handle your
business
so it's not what the next step you could take
which is learning more
of activity metrics and learning more about commercial real estate general
i wanna korechi to visit custom skills development were online at w_w_w_
dot custom skills dot com
and you can learn all about our tools which include
retool
which is an automated program web based at integrates business planning
activity tracking
personal goal setting
and it also will help you develop a personal brand approach
it's an amazing program
we've got three courses in both brokerage skills of sales skills
this is one of them
we got a lot more
we have a number of pig courses which are much longer and more details
in fact we have a pig course that goes the next step
so not just traci directivity metrics
but analyzing them and interpreting them
so that you can understand really
how to grow your business based on what you do it
we've got a blog we put up a few posts a week
to spend a couple of minutes with us and get ideas that'll help you save time
give more productive
current news on the industry
if your brokerage manager
we've got a support system
to provide you with tools and resources
as well as training and development
whether you're an experienced manager who just
wants to pick up on a certain area
or your new manager trying to build an office
we've got a comprehensive customized solution
to help you become the manager you've always wanted to be and help you drive
success
for yourself and your team
finally if you're looking for coaching
we can design coaching for you as an agent or is it manager
and while we offer traditional coaching with periodic contractions
one of things we do that sets us apart is if you come does with an issue
we will devise a system for you
combine courses and coaching
to help you take that skill area and prove it
achieve the goals you want
that's what we do for you
act that ends our course
i'd really like to thank you for spending a couple of minutes with me
i'm sure hope you take advantage right to be tracking tool
i hope you found this information helpful in fascinated
and i sure hope you visit us at customs skills dot com custom skills development
and take advantage of all the training and development resources and tools
that we have for commercial real estate professionals like you
thanks a lot for stopping by