USE YOUR NUMBERS TO MAKE PIVOTS

[Jason Malabute]

One thing I have improved on is keeping track of my racks outbound calls, contacts made, and decision makers reached . We know that it takes 1,000 calls to get 1 LOI tom motivated seller and it takes 8-12 calls to close a deal on an apartment deal.

After tracking our stats I noticed we are averaging 75 calls a day and reaching out to 20 contacts a day. At this pace, our team would make 4,966 calls and 5.5 follow ups after 13 weeks. I realized it's time to make a pivot . I decided that the easiest pivot to do (besides hiring a traditional team member ) is to extend the 13 weeks to 26 weeks period to ensure we hit our benchmarks of 10k calls and 12 follow ups per lead.

This will help ensure that we find 12 motivated sellers, offer on 10 properties with LOI's, and closing on one deal in 26 weeks. That way we are not setting our selves up after 13 weeks dumbfounded on why we have not closed on an apartment deal yet.