Why Tracking Appointments is Your Real Estate Game-Changer

TRACK YOUR APPOINTMENTS IN 2024 ✌️

It's easy to get caught up in tracking deals and closed volume when measuring success, but there's a crucial piece of the puzzle that often gets overlooked: tracking appointments.

Here's the truth.. Just tracking deals doesn't give you the full picture. Sure, it's exciting to count closings, but without paying close attention to your appointment flow, it can be like navigating rough seas blindfolded. Here’s why..

🔍 Identifying Skills Gaps: Ever wonder why some appointments lead to signed agreements while others fall flat? Tracking appointments shines a spotlight on your skillset. If you get the appointments but not the client,, it's time to assess your pitch, refine your value proposition, and hone those negotiation skills. If you just track closings it’s nearly impossible to know what areas of your business need improvement.

📈 Spotting Lead Generation Opportunities: Picture this – you're converting nearly 100% of your appointments into clients and signed agreements (Great job). Sounds like a dream, right? But hold up – if you're not generating enough appointments in the first place, you've got a leads problem. By tracking appointments you can be honest about your lead generation efforts (or lack thereof). If something is not producing appointments, it's time to pivot, refine it, or adapt your approach.

Tracking appointments isn't just about numbers – it's about keeping your business honest and ensuring every effort serves your greater goals. If you are determined to grow your business this year, consider using this formula..

📌 4 appointments = 1 signed agreement.

📌 .8 signed agreements = 1 closing.

📌 Therefore, 5 appointments = 1 closing.

Many agents I coach often fall short on the number of appointments needed to achieve their desired income. It's simple: To sell more (and make more), you must connect with more people. If your growth feels stagnant, take a deep dive into your Q1 activities through the lens of "what produced meetings with sellers and buyers." Adjust accordingly!

FYI: While I managed to reduce the equation to under 3 appointments = 1 closing after refining my closing skills over a few years, starting with 5 appointments is an excellent benchmark for tracking purposes.

Got questions or insights to share? Drop them in the comments below! Let's keep the conversation going. 🚀