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hi my name is brad baldwin i'm with eisenhower coaching consulting and today on icc tv we're going to talk about lead generation conversion ratios okay so the amount of number of contacts how many number of contacts per hour that it takes to get the appointments that you need in order to take the amount of listings that you need to take in order to get the amount of income you need for to hit your goals but before we get started make sure you smash that subscribe button and ring the bell so you can get these videos week after week after week we produce a lot of videos here at ict tv on a lot of different topics we want to make sure that you're not missing out and if you have a question about anything that we talk about make sure that you comment below we answer every comment in the comment box you can email us call us we'll make sure that we return your your questions that's what we're here to do we're here to help [Music] so let's talk about it you know as being in the coaching industry for some time now and just being around real estate now for 20 so the past 20 years or so i get a question a lot of of how many contacts should i be making all right or how i'm making this amount of contacts is this good those are very loaded questions at first but i'm going to go through today a little bit about how many contacts you should be making per hour and appointments to listings at different phases that you're in in your real estate career now let's say that you're a brand new agent you just got your real estate license and uh your background is not in a sales profession prior to coming into real estate and you're just starting to to do some outbound prospecting and let's clear that up for a second when i say outbound prospecting that could be to anybody that could be for sale by owners that could be to your sphere of influence database which that's what we really want you to be talking to your sphere influence database that could be expired it could be circle prospecting it could also be online leads that come in and when i say that i'm talking about forced registration leads from a pay-per-click thing they get to your website they do a couple things they're like hey i need some contact information it could be those forced registration pay-per-click leads so i say online leads that's the on kind of online leads i'm talking about we're just talking about leads that come in from either force registration pay-per-click or outbound leads that you do when you're making uh your calls to your soi you're for sale owners or your expireds so when you just get started nine times out ten times out of ten you probably don't know what to say okay and when you don't know what to say you either kind of fumble it or you you're not talking to enough people because you're nervous when i get a new client that's not used to prospecting we find out most of the time i want to say 98 of the time they don't know what to say and if they don't know what to say their mind up here is gonna say don't say that okay so then they just don't say anything at all or it takes them a long time and they're very nervous when they're talking on the phone and it just doesn't come out clear all right so first off let's just take that person for instance we're going to call that the beginner okay and we're going to use bg for short for beginner all right so the beginner person is more than likely going to be making one to five contacts one to five contacts per hour it's not a lot but hey they're doing something and that's great and like i said they don't know what to say right so you're gonna have to make a lot of contacts in order to get the appointment what we found out is that as someone's just starting out with no sales training or anything they really need to be they're going to have to make about 150 contacts to get one appointment so 150 contacts to get one appointment and let's talk about one thing here let me back up a few steps for those of you that are new to us here at icc tv when we talk about contacts and lead generation and things of that nature we're always generating for listings most of the time unless you're maybe you're a buyer agent you're following up on some enforced registration pay-per-click leads the outbound lead generation that we're talking about is always going to be for listings the listings are always going to be bringing in your buyers so when i say appointments i mean listing appointments and listings taken so back to what i'm saying about the beginner we're doing 150 to 150 contacts to one appointment we found out that they need to go on 10 appointments to take four listings so 10 appointments to take four listings it's not quite 50 and that's at the beginner level this is somebody that that doesn't even really know what to say they might have someone come across our scripts and and might have those and they're just learning them they're just starting their their career as a real estate agent that's the kind of results that you you probably will be getting let's move on to the next step so now you've gotten some experience under your belt you know you've maybe bought some of our online courses you you may be enrolled in our role play group and you're starting to learn scripts and dialogues and your sales experience when you're going out there and talking to clients is starting to improve and what we call this is moderate and usually sometimes when a person starts coming into to our one-on-one coaching program that's our executive level coaching program they usually fall in this category they're usually they know what scripts are they they've said scripts uh they've gone on some appointments and and they're doing pretty well what you expect then at that person you're just your average person who is a who's prospecting daily with with moderate skills we're going to start with contacts first so contacts remember this is moderate average whatever you want to call it your normal realtor the amount of contacts that they usually been doing is about six to eight per hour okay per hour the ratios on contacts to appointment is getting better we're at 70 to 1 so for every 70 contacts they're getting one listing appointment okay and then for every 10 listing appointments they're taking about six listings those are not bad stats you can make a pretty good living off those stats in fact uh like i said you're you're average you're you're doing okay certainly you've got a lot of potential in that and i think when you when you register you know for a free 30-minute coaching consultation which you can do by commenting below or going to our website therealestatetrainer.com registering there will give you a three free 30-minute coaching evaluation you're gonna find out that a good coach a good real estate coach can find that potential in you and really start to develop things that you never even know that you could do and and push you to that next level along with training that can help you and that's that's what we do here at icc and what i want to go over now is what we what we typically say what our our coaching uh clients are doing and and you know what and we'll tie all this back in together here in a second but let me give you some some numbers what our coaching clients are doing most of our one-on-one coaching clients are receiving this results so let me show you what they're doing we're going to call this um expert this is our uh this is our 101 coaching clients this is solid members in the role play group the role play group these are people that really really pour into this and and really want to up their skills so they hire to coach and and we're working on on their sales skills they're working on their scripts working on those objection handlers we're keeping them accountable to the amount of lead generation they do because experience believe it or not will naturally help you get better too if you're lead generating two to three hours a day consistently week after week after week you're going to get a lot better on what to say okay your mind's going to say hey i have no problems talking about this because i've said it a hundred times not only my role play partners and my coach but actual live one-on-one clients too let me give you some of the results that they're getting so contacts nine to 11 per hour so if you've been following icc tv for a while we have what we call the the 20 day contact form which all of our clients fill out every day as they're prospecting right most of our coaching clients are only prospecting two hours maybe three hours a day because they're making their 20 contacts pretty quick okay as you can see and here's so here now we look at the the amount of contacts that they make to get on their listing appointments okay so now this is where this really gets interesting is the amount of listing appointments per listing for every 10 listing appointments that they set they're taking eight listings okay so every 10 appointments get a ten to eight that means that they're getting a ten to eight ratio okay so eight listings so every ten appointments they go on they get eight listings okay so that's 80 80 of the listing appointments that they go on they close the listing now i get this all the time people are going well i close 90 to 95 of my listing appointments and i haven't role played once let me tell you one thing right now you're not talking to enough people right because you have to talk to people that you don't know in order to grow and though if you can only come list me you know hey come list my house and say things of that nature you're not talking to enough people you're not doing the lead generation that needs to be done because you're going to go up against other agents when you start doing some outbound prospecting expireds for sale by owners circle prospecting maybe even your soi gets so big that you might be competing against other agents when you're doing referral and your sales skills have to get better in order to grow okay so the so coming into our coaching program not only are we going to teach you how to improve your your ratios and work less hours by improving your skills that's the thing they're all working the same hours the beginning per the beginner person is probably working more hours than the expert person and it's not because because of leverage it's just the expert person or one-on-one coaching clients they know what to say and they know how to do it better right there their skills are better and whenever you're improving your skills your income is bound to go up because you're going on more appointments so that's the key to the whole thing so i hope this answered your questions how many average contacts per hour should i be making and where do i lie in the process and i'll tell you one thing right now if you're one of those beginners or moderate people and you want the results that our coaching clients are getting comment below and sign up for that 30 minute free coaching call give us a call on our website okay get our website call us email us text us we'll have a consultation with you and show you what an icc coach can do for you okay and get you to that next level so you could be making the money that you deserve again i'm brad baldwin with eisenhower coaching consulting and live fears i'll talk to you next week thanks