Dave shows how to track buyer specialists' progress using a critical activities tracker where agents report weekly metrics like prospecting hours, dials, and appointments set. Standing meetings make accountability visible and build habits through a coach-style ritual that keeps the team focused on concrete numbers.
Questions this video answers
Prospecting hours; number of dials; number of meaningful conversations; follow-up hours; appointments set (self and by others); signed transactions; offers submitted and accepted; new contacts / SOI database size; buyer-stage counts (e.g., A/B/C buyers); no-cards sent and 'go for no' attempts.
All right. Dave says just created an incentive for the team to form a new habit using the tracker. It's a huge success. I just need to know what to ask them during our meetings. Can you tell me exactly, specifically what the agents are asked to say about the critical activities tracker during the meeting? So let me, let me pull it up. So it's, it's typically, it's not more than they're literally standing up and they're holding this side of the paper and they're talking about their week. And I view it, you know, where did I get it from? I saw a movie. It was a movie. It's like a high school coach. I forget what movie it was, but it was a high school coach that had his players stand up and every week they made three commitments, like three commitments to the team. And he was like the winningest coach in the history of high school football. Or I forget it. I could totally be making that up. But I remember I saw it on a movie. And after that I had my agent stand up. And from my perspective, it's like, how many weeks are you going to stand up in a row and say that? I made one hour prospecting. I made 12 dials. I submitted no offers. I'm working with no hot buyers, no nurturers. Like, I didn't write any note cards. I didn't ask anyone if they have a home to sell. I didn't add any new context to my database. So it's very factual. So I tell them, okay, Laura, tell us how your week was and just the facts. And so I just say just the facts. You know, let's, let's. And then they just go through it. Okay, prospecting. I did six hours of prospecting. I managed to get out 111 dials. I had 17 meaningful conversation. I did only three hours of follow up, you know, but I had some really good connections. And then live answers. I set two appointments myself. Graham set one appointment for me. I got three signed. Of the four that I held, I kicked one over to the listing side. So one seller referral. Many of them don't report on the new contacts at database, but there's more of a focus on that now with the new agents because we're having them track their, the size of their SOI database. So that's what I'm using that for. I submitted two offers. Unfortunately only one was accepted. We missed out on a multiple. Had that one closing. And right now I've got 12A buyers, I've got 27B buyers, and I've got 40C buyers. I was able to get seven no cards out and I pushed myself out of my comfort zone to go for no and ask the go for no question 12 times and I got one good lead out of it. That's it. That's the extent of it. You'll have people give weaker versions than that and. And people give just as strong as that. So you may want to do one yourself. Model it for them and it's just their time to brag on how productive they were the week before.
