Predictable Results

David Queen
Oct 30, 2018
2 min read

We make 35,000 decisions each day. These decisions greatly determine our long-term results.

Rule 1:

Focus on what you CAN control, not what you cannot control.

Things within our control:

How many people we call
How many doors we knock on
How many text messages we send
How many social media direct messages we send
How many follow-ups we do each day and for each lead
How many notes we write and send each day
How many conversations we have
What our conversations are about
What we listen to
What we read
What we look at
What we say YES to
What we say NO to
How we respond
What we write down
What we track & measure

Much like working out, success is measurable. When working out if you do the right lifts, for the right muscles, with the right amount of reps, over time you will see results.

If you skip reps, skip days, or skip certain lifts..... You only hurt yourself and your own results.

Let's compare the daily activities from 2 agents below:

AGENT 1

Daily Activities:

50 calls
10 conversations
1 appointment
10 handwritten notes
50 DM's
15 social media posts
10 social media stories
60 text messages

AGENT 2

Daily Activities:

10 calls
2 conversations
0.2 appointments per day
0 handwritten notes
15 DM's
1 social media posts
0 social media stories
25 text messages

Rule 2:

Apply these conversions in order to determine an estimated result.

Average conversions:

Calls to Conversations is 20%
Conversations to Appointments is 1%
Calls to appointments set is 2%.
Appointments gone on to escrows opened is 30%
Escrow fallout rate is 20%

Compounded Activities over 12 months

There are 356 days in 1 year. The average person works 265 days per year.

Let's compare the yearly activities from these 2 agents:

AGENT 1

Yearly Activities:

13,250 calls
2,650 conversations
265 appointment
2,650 handwritten notes
13,250 DM's
3,975 social media posts
2,650 social media stories
15,900 text messages

AGENT 2

Daily Activities:

2,650 calls
530 conversations
53 appointments
0 handwritten notes
3,975 DM's
265 social media posts
0 social media stories
6,625 text messages

Yearly Results

After we apply the conversions in Rule #2 we can calculate both agents predicted results.

Yearly Results:

AGENT 1

265 appointments

30% (opened escrows)

= 79.5 opened escrows

79.5 opened escrows

80% (after fallout rate)

= 63.6 closed units

AGENT 2

53 appointments

30% (opened escrows)

= 15.9 opened escrows

15.9 opened escrows

80% (after fallout rate)

= 12.72 closed units

Agent 1 closed 63.6 units for 12 months of their consistent daily activities. We can now predict Agent 1's income by figuring their markets average price.

Examples:

$150,000 x 63.6 = $143,100

$175,000 x 63.6 = $166,950

$200,000 x 63.6 = $190,800

$250,000 x 63.6 = $238,500

$300,000 x 63.6 = $286,200

Agent 2 closed 12.72 units for 12 months of their consistent daily activities. We can now predict Agent 2's income by figuring their markets average price.

Examples:

$150,000 x 12.72 = $28,620

$175,000 x 12.72 = $33,390

$200,000 x 12.72 = $38,160

$250,000 x 12.72 = $47,700

$300,000 x 12.72 = $57,240

The above examples are based on "Calls" only and did not include results from texts, DM's, social media posts or any other activity. The net income example shown is calculated on the amount of income to the Agent Partner from the BMP Network partnership agreement.

The only way to guarantee results is to have standards in your daily activities and to be aware of your decision making throughout the day each day. Completing your daily activities even on the days you don't feel like it is the one decision that separates most people from successful people.