Why 38 Extra Transactions Over the Last Year was Frustrating
Recently I was blind-sided with a comment that left me almost speechless.
During a training call we had a guest, who by most agents’ standards was CRUSHING IT! He did 121 transactions over the last year. Of his 121 transactions, 38 buyer sides came directly from our system. A good number of his listing transactions came from our system too, but in my state of utter disbelief I was completely thrown off and didn’t think to ask him that question.
See after we introduced Thomas, the first thing he said was, “I want to open with a disclaimer, because we are struggling with these Proquest calls.”
I have to admit, I was blown away. Struggling?
After splits with his agents, he added at least 100K to his personal income with our system and yet he seemed frustrated.
However, as the call went on it was clear that our guest had a valid point.
While many agents would be thrilled with 38 transactions and a large number of listings, this guy absolutely knows his team could have closed at least twice as many transactions given the number of quality inbound lead calls we helped his agents generate.
It turns out Thomas generates over 100 warm inbound lead calls a month for his agents, month-in, month-out. And remember, these are live conversations with prospects asking for assistance, not internet leads in a drip campaign or a phone number you call back and get voicemail.
The bottom line is Thomas’ agents could have done better with their lead conversion. Many agents struggle transitioning from the typical hound ‘em until they buy mentality into the Prospect Centered Sales skills needed to attract today’s buyers and sellers.
Yes, 38 transactions is good. However, Thomas’ frustrations are legitimate.
That said, I’m certain he’ll use his frustration as fuel to help his agents continually improve their PCS skills. And with a little bit more determination and training, I’m confident his team will blow the doors off their buyer-side business, and grow it to over 75 transactions next year.
Be purposeful, strive, and constantly improve…however, take a little time to enjoy the journey too!
In business there’s always room for improvement and work to be done. While we should never ignore the work set before us, we also need to remind ourselves to take a moment and gather enjoyment from the journey.
The greater satisfaction in life and business comes from helping people, encouraging them, and taking a moment to celebrate some of the small, but meaningful victories along the way.
38 extra transactions is certainly a victory, and I can’t wait to see what number Thomas’, or for that matter, YOU crank out in the next 12 months.
If you'd like to find out how Thomas uses our system to add hundreds of thousands of dollars to him income each year...