This video segment explains the buyer-process change emphasizing use of a paper "weekly success tracker" for buyer agents. The speaker clarifies the organization has returned to the paper version (not the online one), explains how agents should time-block and tick-mark activities, and defines prospecting (new contacts) versus follow-up (people with prior contact). The tracker records prospecting and follow-up calls, new buyer appointments (set/held), signed loyalty agreements, social media posts, seller referrals, note cards sent, and open-house leads; the speaker encourages agents to double down on this simple tracking tool to empower consistent activity.
I promise you this is so far from anything that you've ever been to. And now let me make a transition though to talking a little bit about buyer process. We've made some changes as an organization this year around the buyer process. So I definitely want to spend a little bit of time unpacking that and just getting into some details around that. Let me scroll down here into buyer process. Let's start with weekly activity, the success tracker. On the success tracker, I get a lot of questions around, hey, are you guys still using the weekly success tracker? We're using the paper version of the weekly success tracker. Absolutely we are. This is for the buyer agents when they're making their calls, when they're doing all the activity that it takes to be wildly successful in this business. This is the tool, right? This is the thing they're check marking, they're taking notes on, they're marking up. This is the easiest way to just to track it on a, on a consistent basis. And so the answer is yes, we are definitely still using the paper version of this. We're not using the online version anymore. So again, I just want to bring clarity to that. We're not using the online version anymore. But this tool is so golden. And again, I know we've got a lot of newer people on the call tracking everything from hours prospecting to hours following up. Sometimes I'll get the question is what's the difference between prospecting and following up. Follow up is somebody you've had a conversation with or connection with. Prospecting is somebody that of course one of your agencies has never had any communication with. On here we're tracking of course, new buyer appointments that are set, that are held or met as we're saying now, and signed loyalty agreements. So we're tracking social media posts. What I love about this tool is the tick marks is the agents are going through and when they're time blocking, we're having our agents time block and they're sitting down there. It's like a call night without all the energy that I described right before around having a group of people call. But on a call they're just tick marking through. And this is just such a simple, easy way to track how many prospecting calls they've had, how many follow up calls they've had, how many seller referrals that they're bringing into the company, how many note cards they're pushing out. Again, social media posts go for no's, open house leads. So this is a powerful tool that again, if not utilizing it, you definitely do if you are utilizing it, I would say you want to double down on this tool to really. That's the word. It's to really. To empower your team and your agents to track their crucial activities.
