| The link between measuring, reporting, and | | | | that I created a few years ago that really enables |
| accountability is connected with a chain the size | | | | you to get maximum value from your time. It is |
| that is used for a ship's anchor. It's forged with | | | | our Real Estate Champions Daily Priorities Tool. |
| links of iron that are unbreakable. Having a | | | | Step #1 - List the activities that need to be done |
| measuring and reporting system that Buyer's | | | | for the day. |
| Agents must use daily creates the accountability | | | | When you are listing activities, you are |
| that is needed. As a Champion Lead Agent, you | | | | brainstorming to get your thoughts down on |
| must use the tool of frequency and consistency | | | | paper. Just focus on what needs to be done...all of |
| to change the natural behaviors of your Buyer's | | | | it. Do not let your mind think about importance or |
| Agents and Listing Agents. You must measure | | | | order of completion. If you do, that will stop the |
| the benchmark or goal against the results | | | | brain storming process. |
| achieved each day. | | | | Step #2 - Categorize the activities that need to |
| I would suggest using a daily, weekly, and monthly | | | | be done. |
| tracking sheet. This will enable them to create the | | | | Most people, once they create a list of activities, |
| connection between activities and results. Start | | | | number them or create an order. The Champion |
| every member on your sales team with daily | | | | categorizes them to determine their level of |
| accountability. They must hand in this report to | | | | importance. Assign each activity a category based |
| you daily at the close of each day. They must | | | | on A, B, C, D or E. |
| compile the daily numbers to create a weekly and | | | | A - Something that has a serious consequence if |
| monthly report, as well. | | | | you don't complete it today |
| You could have your administrative staff do the | | | | B - Something that has a mild consequence if you |
| number crunching, although, I won't recommend | | | | don't complete it today |
| that at first. They need to be hit graphically with | | | | C - Has essentially no consequence if it is not |
| why they are where they are in their business. | | | | completed today |
| By calculating their own numbers, they will begin | | | | D - Can be delegated to another person on your |
| to see the link between the activities they do and | | | | team or an Affiliate |
| the results they achieve. Having to count and | | | | E - Should be eliminated because it is unnecessary |
| compile their own numbers speeds up the learning | | | | Once you have categorized them all using the |
| process. | | | | system above, you are ready for the final step. |
| By you knowing their numbers, you will do a | | | | Step #3 - Prioritize the categories. |
| much more effective job in coaching and training | | | | Select the A category activities and determine |
| them. You will know exactly where their skill | | | | which one is the most important. Number them |
| deficiency is located, so you can address it. If | | | | and write them down in order. |
| they are getting enough leads but no | | | | If you were using this system yourself, each and |
| appointments, you know that their phone skills in | | | | every day for the remainder of your sales |
| creating a compelling reason for the prospect to | | | | career, A-1 and A-2 are already spoken for. A-1 is |
| meet with them face-to-face are not at a level | | | | always prospecting and A-2 is always lead |
| they need to be. If they are securing buyer | | | | follow-up. You are really starting at A-3 each day. |
| consultations but have limited exclusive right to | | | | I believe the most significant penalty or |
| represent contracts, the problem will be contained | | | | consequence comes from not prospecting and |
| in qualifying the prospect or their buyer | | | | doing lead follow-up daily. The reason most of us |
| presentation. Remember that part of the | | | | don't think there is a penalty for that is it doesn't |
| presentation also encompasses objection handling | | | | show up today. It appears in ninety days when |
| and closing skills. | | | | we fail to prioritize those activities higher on the |
| Another accountability system that is simple is to | | | | scale and do them. It is usually easy to place |
| get them to weekly list their top ten prospects | | | | something else in the A-1 or A-2 slot. For your |
| and time frames to contract. You want to keep | | | | administrative staff, determining the A activities |
| these reports weekly to check them against the | | | | and the order of those activities is not as easy. |
| previous week. Make sure to have them identify | | | | That's why you need to see this prioritization |
| the people who are going to buy or list with them | | | | sheet for the next day before they leave. You |
| this week. If Bob Jones appears three weeks in a | | | | need to train them on what is a priority. |
| row as someone who will buy this week, there is | | | | Proceed down through the Bs, Cs, Ds, and Es. If |
| certainly a problem. If the Buyer's Agents or | | | | you want to earn what a Champion Agent earns, |
| Listing Agents have a steady diet of new leads | | | | don't waste your time on Ds and Es. |
| and lead opportunities, it's really easy for them to | | | | Establishing the habit of them giving you their |
| lose track of prospects. | | | | prioritization tool for the day before they leave, |
| The administration and support area of your | | | | so you can inspect the progress of their |
| business also needs some simple accountability | | | | performance and task completion each day, is |
| systems. They are centered on a task list or | | | | essential. Having them also hand you tomorrow's |
| prioritization system. Being able to hold your | | | | prioritization tool at the same time allows you to |
| support staff accountable to completing the most | | | | review their decision making of the priorities they |
| important activities in the production supporting | | | | set in advance. This technique allows you to hold |
| area of your business is paramount for a | | | | them accountable to selecting the highest priority |
| Champion Team. | | | | activities first. They will learn more effectively |
| Establishing your daily priorities will help you make | | | | from you what the real priorities are for the day |
| each day a "10". I am going to describe a tool | | | | and your business. |