Tracking Your Numbers

The fastest way to improve is to track your numbers. Since April 3, I have lost 40 pounds. It takes lots of different behavioral changes, but for me it started with tracking what I ate every day and calculating the calories, sodium, and other key factors. When I saw the actual numbers, I realized I had to make changes.

Every day I coach agents that are frustrated with their results. When I ask how many people they talked to that day, they will often answer with how many dials they made, or how many emails they replied to.They will RARELY give me the number of contacts they made. I force them to actually realize how many they actually talked to, typically 3-4 in a day. Then, when I ask how long they spent working on lead generation, they will tell me typically 3-4 hours a day, but when I point out it is almost impossible to spend 3-4 hours and ONLY talk to 3 or 4 people (you would go insane with boredom). They will then acknowledge that they were spending most of the “prospecting” time doing something else.

Once agents actually track their activities, they can see for themselves why they are not getting the results they want, and choose to take the appropriate actions. I have create a weekly numbers tracker to make the process easier, you can get a copy for free by clicking here.

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