A short YouTube talk by Timothy Schucker advising sales agents to track their closing percentage to make their businesses predictable and avoid burnout. The speaker argues that without tracking metrics agents overwork, rely on hustle, and suffer chargebacks; knowing closing percentage allows backward planning to predict and change income goals.
Many agents are actually able to write quite a bit of business, but what ends up happening is they get eaten alive by chargebacks or they burn out from having to work six or seven days a week because they just don't track their numbers. Because what happens is, is we're so focused on getting the next deal that we don't even take a second to think about planning our work and working our plan. And so instead of having a predictable business, it's a very unpredictable, stressful, frustrating business model to work in because we're always having to out hustle yesterday. And so when you actually know your closing percentage, you can use this number, work backwards, and you can literally break everything down to not only predict your income goals, but also change the amount of income that you want to make that year if you want to make more. Now, remember, it's just as easy to track your numbers as it is just as easy not to. And as an agent who completely botched this his first year in the business, I can't stress this enough. Please don't let ignorance or uncertainty be the reason that you don't see success in this industry.
