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do you want to know the easiest way to jump your conversion rate stacy mitchell is going to break it down next on agent hacks [Music] so the biggest thing i see people focusing on right now is how do i convert more leads that's the name of the game that's the business that we're in stacy you sold what seven homes this past month yes seven homes this past month 23 in a seven and a half month period these numbers are unheard of and you've really jumped your conversion rate but it's not for the reason a lot of people think so what's been your key at least over the past 30 45 days to jump that conversion rate higher because a lot of people don't think this way well i decided to focus on getting my people the people i had under contract getting them to close which was really important we had a lot of inspection contingencies in there believe it or not even with this market um so i wanted to make sure that i focused on the people i had under contract and the people that were currently in my hot pipeline at this point than to take on more leads that i couldn't really you know i didn't want to take the focus off the people that i was already dealing with and put new folk you know focus on new people so i put pause i paused all new leads coming in for a couple of weeks so that i could take care of my current clients so that was really important she made the smart decision right because you don't want to lose something that you're working on that you put a lot of time into because you're trying to grab everything that's coming in now here's the other thing i want to clarify you didn't stop following up and prospecting you just follow up and prospected with the people you're already working on right indeed so talk a little bit about that how did you manage that along with balancing seven pending sales getting these offer accepted inspections this is like real estate agent like nightmares right now so what were one or two key things you did to keep the follow-up in place and also close the sales um i just maintained uh my morning calls i tried to keep those i boomtown got a little bit out of control and that's really why i decided to pause because i knew i didn't want to lose any of the focus on the people that i was nurturing and i definitely didn't want to lose the deals that i already had under contract so yeah i just i continued to follow up with my hot and nurture leads um main focus on keeping the deals that i had under contract going because i think getting to the finish line is totally way more important sometimes you know you have to get them to close well a lot of times you only have one chance to sell the property or one chance to get these people under contract and when you have that chance in front of you it's really important to make it happen so i love that also i kept working the people that needed some more nurturing needed some more follow-up because that's where all the sales are made it's not that like initial call when you pick up the phone it's the fifth call the seventh call the 15th call when you're getting them on there and they're like wow this woman's on top of it she's here she's committed to me so you pause things you and and you didn't take a lot of new leads and now like talk about where your business is now that we're kind of out of the weeds a little bit like how many active clients do you have talk about your roster because i think people think well you know if i don't have any new leads like i'm not going to be working on anything in 90 days and i know you're set up to do even more business over the next 90 days than what you've done the past nine years exactly yeah so i came off pause about maybe five days ago and crazy enough i have four appointments booked this week and i have a listing appointment booked so even though i was on pause my week just totally filled up with new leads new appointments so so i'm not that concerned that there's not going to be new business because there is um so that's i i feel invigorated and excited and i'm ready to go i'm ready to i love what you said there because like a lot of times like you're still following up and working to get the appointment it's not as easy as just like the first time you talk to them they come in there's not that magic bullet in your business and if you commit to follow-up it's a lot easier converting to people when you get them on the phone and you're consistently delivering value delivering properties to them telling them what's going on in the market versus just looking for new okay not there new okay not there that's a mistake a lot of agents make so what i heard was this and this is takeaways for everybody if you want to add anything in let me know keep following up on your leads prioritize your schedule and your lead generation and follow-up time and more importantly keep working to close for the appointment five new appointments coming off a month like that is bananas that's bananas for anybody and you got a listing appointment so keep kicking ass anything you want to tell the audience here that we might not have covered here when you have a big month to keep the momentum going to keep the momentum going um yep if you have to pause to catch up because if you're feeling a little bit overwhelmed that's fine just put it on pause and when you feel like you're in a good place with your current people under contract and your nurture leads all caught up go for it go get back into it because that's where i am right now and i'm so excited because i know that my november is going to be awesome my december is going to be awesome and i can only i'm just really hopeful for into january and february so well that's what you're working on now because there's that lag here right it's that 60 to 90 day lag so write all this stuff down she's killing it this is what every new agent should be doing less than a year in the business 23 sales a seven sale a month take notes she's coachable thanks for watching [Music] you