Smart Words: “Winners don’t do different things, they do things differently” – Shiv Khera

Smart Tactics: The mega teams in our industry know a few secrets that the other 95% of agents and team leaders don’t know. That’s what allows them to close thousands of deals every year…regardless of where the market is.

How do I know that?

Because for the last 9 years I’ve been personally coaching and training these teams.

Their secrets can be boiled down to:

• Their lead sources

• Their scripting

• Their conversion systems

• Their training and leadership strategies (salespeople don’t lead themselves usually)

Let’s start with their lead sources. The biggest teams just buy as many leads as they can get from as MANY sources as they can. They spend 6 figures MONTHLY on buying leads and on lead generation platforms. Then they test and measure. They keep the most productive sources and strategies and cancel the rest. They do this over and over and over again.

YOU probably don’t have that kind of budget. So I’m guessing it would be helpful for you to know how the mega teams RANK the returns on their various lead sources.

Here’s how they do it:

Here’s your “return on investment” equation:

(GCI – total spend) / total spend * 100

Here’s an example: 

($50,000 GCI – $6,000 total spend) = $44,000 divided by $6,000 = 7.3 (multiply by 100)

And you get 733% return on your investment. (People would also say a 7x return)

If you’ve never actually gone through your lead sources to figure out what your return is, or even if you are taking a loss…that’s something you should do right away. It’s also helpful to know so that if you change one of the factors around your lead conversion, you can easily measure whether or not your change had a positive or negative impact on your overall conversion and return.

Mega teams ALWAYS know their numbers, so they can make decisions based on numbers and not opinions or emotions.