A coaching call on managing your business pipeline through a simple framework that tracks leads, appointments, sales, and referrals. The speaker walks through how to improve conversion rates at each stage and build systems that actually work.
What I've noticed and really as I've been able to take, you know, steps all the way from being, you know, in heavy, deep into production, into being completely, completely out of my business. What I've realized, the whole pipeline, I think as team leaders or entrepreneurs or business owners, whatever you want to call yourself, we tend to lose track of what really matters in our businesses. So at the end of the day, we've all generated a lead before, a buyer leader or seller lead. We booked an appointment, we've secured the listing or the buyer relationship through a loyalty agreement or a buyer broker agreement. We've closed a buyer or a seller and we've gotten referrals. So that's the entire business right there, you know, at each of these. If you look at these here, you know, each of these, you know, there's, there's things that can go wrong here, you know. So how do you get a lead to an appointment? There's some stuff there. You got to pick up the phone, you got to be good on the phone, you got to say the right things, you gotta dial the phone a lot of times, all that good stuff, you gotta answer the phone when it rings. Appointment to sign someone. You got to be good at the buyer presentation. Showing value, presenting the loyalty agreement on the listing presentation, same deal, get the home price right, go through the whole seven step process that we train on the equity evaluation, all that good stuff. Signing a buyer to actually getting a buyer closed. There are some things that we work on in there. So this isn't a simple process, right? But getting them actually to close a transaction and getting referrals, and what's the process for getting referrals? And so we have the 60 Touch Pass client program. So this is the entire business. So it's just, for some reason, it's just helped me to realize that my job, all of your jobs, even if you're in production, is to make sure you know what's going on here and to build your systems around this very, very simple lead appointment. Client secured. Lead appointment taken. Sold. Referrals. Lead appointment taken. Sold. Referrals. So as you look at your business, you know, you're looking at, you know, where, where are the breakdowns? Do I have buyer leads? Do I have, you know, when you look down here, do I have buyer leads? Do I have listing leads? Am I converting my buyer leads to, to the appointment? Am I picking up the phone? Am I doing this, this thing here, Listing appointments? Am I getting listing leads? That's, that's a bit of a more of a struggle for some of you. Am I getting listing appointments? Am I securing those appointments? What's. What's the rate of securing those appointments? And all of these are ratios. So you've got buyer leads come to buyer appointments, buyers taken, buyer sold, and then referrals. So it's just been a good framework for me to work from, to be able to look at my business as this is really all it is. And there's stuff ahead of you, right? So there's marketing, there's online, there's Craigslist, there's pay per click, there's yard signs. On the buyer lead side, we do expired FSBOs, we do some geographic farming, we do radio, we do some TV referrals past client. Soi go for no on both sides here. So it's not like there's not stuff that goes on a little bit outside of this and at these different conversion points. But it just gives me a simple framework to look at my business. So I definitely recommend that all of you kind of wrap your head around this pretty simple framework because it gives you a lot of. You get into this program and you're at whatever level you're at, you know, if level, you know, let's call. Let's use the kw. If seventh level is what you're aspiring to and you're at level two, it's overwhelming for you to see, you know, how do I get to 3, 4, 5, 6, and then to 7? But when you look at it this way, this is all that matters. When you're at level one, you're at level two, you're at level seven. This is all that matters. The entire business.
