Real Estate Magazine - John L. Scott Real Estate - October 2021

Page 35

COACHING activities that generate real income, or what we call “money-making activities” (MMAs). Any agent or broker can use this tracker to measure how much time they actually spend on MMAs. Tracking activities that directly affect profitability is a strong motivator to change work habits and develop a productive routine. Tracking keeps you highly aware of your level of productivity and profitability, and accountability is how you choose to react to the numbers.

Tracking Key Metrics Vital to Growth

W

By Verl Workman

hen people hear the word “coaching,” they often think of the qualitative aspects, like improving motivation, adjusting mindsets or setting higher goals. And while a coach does help with all these things, it isn’t simply done through encouraging words. Growth in profitability also comes from tracking key metrics and making strategic, informed changes in your business.

Set KPIs Key performance indicators (KPIs), allow you to clearly understand where a business is in relation to where it should be. When using KPIs, focus on tracking the activities that generate the results you’re looking for. For example, many agents and brokers focus on lead conversion or sales, and while both are important, the number of new leads coming into the database, the number of conversations and the number of appointments set are more effective to track than leads and closing percentage. Some agents are used to working with data, but many avoid numbers whenever they can. As team leaders, it’s our job to help our agents feel comfortable using these numbers to take their business to the next level.

Improve Online Lead Generation Real estate professionals often focus on in-person or referral-based lead generation. Working your SOI and generating a system for referrals is effective, but it’s more effective to have three additional pillars of income. Take advantage of tools such as Google Analytics, HubSpot or Grow to keep tabs on your online presence. It’s important to be aware of how your website and online ads are performing so that you can adjust accordingly. If an ad isn’t getting any attention, determine how it differs from ads that are doing well. Track Daily Success Habits The Daily Success Habits Tracker allows you to measure each of your daily activities with points given for

Tracking activities that directly affect profitability is a strong motivator to change work habits and develop a productive routine. As you commit to tracking key numbers and discover the value of hiring the right coach who asks and tracks the right things, you’ll find that growing your business isn’t that hard. For a copy of the Daily Success Habits Tracker, email me at verl@ workmansuccesssystems.com and I’ll personally send you a copy as well as give you some pointers as to how you can best use this tool with your clients. RE Verl Workman is the founder and CEO of Workman Success Systems (385282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. For more information, visit www.WorkmanSuccess.com. RISMedia’s REAL ESTATE October 2021 33


Turn static files into dynamic content formats.

Create a flipbook

Articles inside

RE: Real Estate—It’s Always the

2min
pages 114-116

Service Profiles

41min
pages 102-113

Verl Workman – Gain a

2min
page 99

Sarah Bernard – 5 Strategies

2min
page 100

Sherri Johnson – Real Estate

2min
page 101

Verl Workman – How to

2min
pages 94-95

Gretchen Pearson, Berkshire

2min
page 93

Randy Coffman, Better Homes and Gardens Real Estate Wine Country Group

2min
page 91

Frank Nolan, Vanguard

2min
page 92

Josh Naughton, RE/MAX

2min
page 90

Kathleen Kuhn – Leverage Your Network and Don’t Lose a Repeat Customer Again

2min
page 87

Jeff Bailey, Todd Bailey and Anthony Laurita, United Real

4min
pages 88-89

Diane Hartley – Why and How

2min
page 86

Bill Scavone – Elevating the Customer Experience Every Step of the Way

2min
page 85

Allen Alishahi – ‘Tokenization’ and Its Role in the Post-Pandemic Real Estate Model

2min
pages 81-82

Shawn Terrel – Online Auctions a Sound Marketing Method for Real Estate Professionals

2min
page 83

Lane Hornung – ‘Power

2min
page 84

Josh Harley – Lessons From Fathom Realty’s Successful IPO

2min
page 80

Rick Haase – Will You Bestow a Thriving Brokerage?

2min
page 79

Olivia Mariani – Smart Agents

2min
page 78

Michael Minard – How

2min
page 77

Turning a Vision Into Reality

5min
pages 74-76

5 Ways to Rebrand Your Real Estate Business

4min
pages 72-73

‘Zombie Foreclosures’ Falling, But Will Likely Rise Again

3min
pages 66-67

The Family Advantage

10min
pages 68-71

Becoming a Champion of Green and High-Performance Homes

5min
pages 64-65

Innovative Furniture Leasing Company Feather Emerges Victorious From ‘Pitch Battle’

2min
pages 62-63

Taking the Verified Path to Success

4min
pages 60-61

Brokers Discuss the Modern Meaning of ‘Full-Service’

4min
pages 54-55

A Better Future for Agents

12min
pages 48-53

Housing Price Growth Breaks Record, But Likely to Slow

1min
pages 46-47

Real Estate Webmasters Wins Gold at Muse Creative Awards

2min
pages 44-45

Curbio: A Revamped Home Renovation Experience

3min
page 43

Propertybase: Standing Out

3min
page 42

Constellation1: A Customized

3min
page 41

Cinch Home Services: A

3min
page 39

HSASM Home Warranty

3min
page 40

The Experts at McKissock

2min
pages 37-38

Sherri Johnson – Create

2min
page 32

Brian Buffini – Go From Busy to Productive With These Simple Tips

2min
page 31

Verl Workman – Tracking Key Metrics Vital to Growth

2min
pages 35-36

Darryl Davis – Promoting Your Commitment as a New Real Estate Agent

2min
page 33

Power Broker Perspectives

2min
pages 28-30

Policy & Legal Matters

2min
page 23

REBAC Report: Is Your Digital Marketing Strategy Still Relevant?

3min
pages 24-27

Marketwatch

1min
page 13

NAR Power Broker Roundtable

3min
pages 14-15

Meet the Newsmakers: Jessica

1min
page 19

Great Spaces

1min
pages 20-22

From the Publisher

5min
pages 9-12

Women in Real Estate: How One

2min
pages 16-18
Issuu converts static files into: digital portfolios, online yearbooks, online catalogs, digital photo albums and more. Sign up and create your flipbook.