I like to call them in our business ‘playing better percentages’.
Many often wonder as an organisation why we drive auctions so hard, in fact we do 1 in 4 auctions in the country.
First and foremost we believe passionately that auctions will get the best results for our owners.
From an operational sense it just provides better percentages, in clearance rates and better percentages with ‘days on market’.
Our offices that understand this are just ultimately playing a better game than the majority of their opposition.
As Al said in the movie, the percentages are everywhere. The agents who make the most calls are simply, as a percentage are talking to more sellers.
They then get to do more appraisals. Every now and then an agent who does not ‘play percentages’ will get a win.
But as the days turn into weeks and weeks into months and months turn into years the agents that play the better game will always win.
With the help of our new technology platform NurtureCloud we’re able to see through the data and track the agents playing percentages across all aspects.
In fact very much in line with the football team we now have created ‘winning weeks’ once again ‘percentage plays’.
If you want to win the first quarter of the year, you have to win the majority of those 12 weeks.
As an experiment we started to monitor a number of agents across the country on winning and losing weeks.
Without going into too much detail the winning weeks revolved around appraisals, stock management and transactional communication, in fact we’ve had many agents who made 3 or 4 sales but have lost the week.
Our scoreboard is about playing percentages across the metrics that matter.
If you can win the weeks consistently, you ultimately win the quarter.
We have taken this concept to the weekend. Every weekend as an organisation we check in over 50,000 people through our open homes on Saturdays.
It is by far the busiest day for consumer traffic in the week. So the ‘percentage play’ is, ‘how many open homes are you doing’.
1 open home is a low percentage which simply means that you will see fewer people.
We have many agents doing open home blocks in the morning and repeating them in the afternoon just to increase their percentage chance of meeting more people.
Just like ‘Any Given Sunday’ the percentages are everywhere, each one of the areas that you need to improve, you can improve instantly if you think about the percentages.
More conversations gets you more appraisal, which gets you more open homes to meet a larger percentage of future clients.
Winning a high percentage of weeks as they roll through the year will almost guarantee you a successful real estate business.
Yes there is some skill involved in our business, however the ones who continue to win are those who just play better percentages across everything that matters. Are you having a winning week?
