Circle Prospecting Metrics

[Ciera Hutson]

Hi. Can anyone help me figure out how to measure the success of my outbound sales agent? I have one full time outbound sales agent making primarily cold calls circle prospecting in zip codes with 5% turnover rate or greater. She is generating plenty of contacts and building great relationships but I am wondering if anyone knows about how many listing appointments per month/week I should be expecting. I was told recently that a good ISA will set 4 listing appointments per week but they are only circle prospecting a small percent of the day. They call FSBO's, Expireds, Withdrawn, and they also get a fair amount of inbound leads. Any insight would be greatly appreciated.

[Patrisha Leybovich]

How's this: 800 calls  = 20 contacts = 5 nurtures = 1 listing appointment.