Days 0-30

Goals to Achieve First 30 Days:

1. Commit to memory and effectively communicate team’s scripts, processes, systems, and value proposition

2. Number of converted leads - 2 buyer appointments, 1 offer written

3. Conversion - focus on lead response time 5 minutes or less

4. 3 hours of lead gen and/or follow up every day - 10 new contacts every day

Your first 30 days on the team are going to be a whirlwind! The key takeaway to make the most out of this period is to be super intentional with your time. Complete all checklists, watch all videos, and finish all activities. These are essential to getting you in to production quickly! 

The below job ownership graph outlines the timeframe of your expected transition as a new agent on the Team. When you progress at the expected rate, the required support & supervision will inversely relational to your achievement & training. 

Days 31-60

Goals to Achieve Days 31-60:

The major win to accomplish at this stage is pushing through the "I don't have the results I want" phase. The reality is, this is the "I haven't mastered the scripts" and "I don't have a lot of experience building rapport and settings appointments with leads yet" phase. 

How do you get through this? Practice, practice, and more practice. Allowing yourself to fail forward each and every day, and don't be afraid to push the limits of your own boundaries. You will occasionally doubt yourself, and you will have to transition to dealing with rejection; things you are not used to dealing with. 

Common learning curve of handling new leads and how to adjust: 

1. Not being sure how to start a conversation with leads whom you don't know - learn to master the first 5 seconds of a call by using the right intro script and act like you know who the lead is. Get to the point and don't beat around the bush!

2. Rejection - Smile and dial, move on to the next! If lead continues to engage on the site, set a reminder to call them back.

3. "I'm just interested," or "just looking" - don't give up on the script! Push through and keep them on the phone.

4. Not setting appointments - learning how to close comes with having confidence in knowing the value you present. When you know what value you're offering and what the purpose for the appointment is, you're able to effectively communicate how the customer benefits by scheduling 1-on-1 time

Days 61-100

Goals to Achieve Days 61-100:

The major win to accomplish at this stage is getting beyond the basics and into production. You should have a strong familiarity with our backend processes and systems by now, and your calendar should start to look like a well-oiled machine with appointments, lead gen, showings, inspections, and closings. 

How to get to this level of productivity? Consistency with your actions and being intentional with your follow up. Leads will be progressing from C-level motivation to B-level and into A-level (HOT!) status, and it should start to get exciting if you've properly been progressing. You will be learning how to tell the signs of motivational changes while effectively adding value to the buying experience. Continuing to allow yourself to fail forward each and every day is where you will start to gain the confidence needed to succeed at a high level. 

Roadblocks to growing your business and how to adjust: 

1. Not being able to keep in touch with everyone you know need to - time blocking is your friend and enemy. You will HATE time blocking because you've likely never done it before. However, you will NEED to ensure you time block and set reminders when to call back your priorities and new leads that still haven't been touched yet. PRO TIP: Time block your follow up time, you new lead gen time, your appointment prep, and your appointment-attended time. Focus on only doing ONE task at the highest level during a set period of time. 

2. Not getting buyers to write a contract when you know you've found them the perfect house - go back to motivation. The "why" is learned at a very early stage in your relationship. PRO TIP: Until the pain of staying where they are is greater than the pain of moving, nothing will happen! Injecting emotional pain points is where you will get action. Logic makes people think, emotion makes people act. 

3. Flakes on appointments set - don't set appointments outside of the current week, ideally you'd like to keep them within 72 hours out from the conversation and use CINC to set the appointment within the platform. Send out confirmation texts the day before reminding them about the appointment, don't ask them if that time is still ok for them!

4. Not seeing the results you want - check your actions, these will directly affect your results. Are you making the required daily contacts? Are you sticking to your perfect daily schedule? Have you spent the time practicing the scripts? If you're not seeing the results, look in the mirror and adjust the actions accordingly.