Numbers that define you

 

I often talk about database marketing and the value a strong database can bring to your business.  You are in a numbers business... and I don't just mean interest rates, loan amounts and qualifying ratios. 

You are in sales and in every sales job, it comes down to NUMBERS.  How many people know WHO you are and WHAT you do for a living?  And then... are you in touch with those people consistently and effectively?

Do you send out a monthly mailing?  How many phone calls are you making each day?  How many groups and events are you involved with each week in order to expand your sphere of influence?  If you aren't continually doing things to increase your NUMBERS then most likely, your production will not reach your goals.

Doug Smith has an excellent article in tomorrow's issue of the The Competitive Edge Newsletter highlighting a new originator that has done just this and excelled during one of (if not THE) most difficult times in our industry and in his words "I learned the discipline of consistent contacts and that selling, no matter what kind of selling you do , is a numbers business.  I know exactly how many calls I have to make every day to produce what I want to produce each month."  Now is an excellent time to start tracking and maintaining a strong NUMBERS business.  Don't wait.... buckle down and get involved, make the calls, send out mailing and drop into Realtors offices.  Your future business depends on it!

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Comments

[Kathy Stinson]

This is great advice. I thought I was productive until I started keeping track about a year ago. I first realized that I was wasting a lot of time and then it was actually pretty easy to get my numbers up. Seeing on paper that you have only made one call that week is pretty motivating to get you to pick up the phone. And my production has improved and been steadier. I think I am conquering the whole feast and famine part of this business we all hate so much.

Thank you so much for your blog. Glad you are back from your amazing trip. I loved the pictures you posted.