Become an Expert Tracker

Do you track your actions and your results? I ask this because it's been a recurring theme in the conversations I have had lately with clients, folks at the gym, and even my own coach. Many people seem dissatisfied with their results but when pressed, have a difficult time describing measurable processes and producing specific numbers.

Exactly how much time do you spend working in or on your business? What's your closing ratio on referrals or how many referrals need to walk through the door to bag you a new client? If you have a mailing list, what's the percentage of people who respond? How many phone calls on average does it take to reach a member on your team? So if you want to speak to every member, how many calls is that total and how long does each call typically last?

Once you track your activities and results, then you can measure whether your estimates are correct. If you have a 50% closing ratio and your goal is to get 10 new clients this month, then you need to get in front of 20 prospects. Where are these prospects coming from? How many letters, phone calls, emails, referral partners, networking groups, etc does that equal? And while you're at it, how can you raise your closing ratio to 90%? (Wouldn't that be nice and save a lot more time?)

You get the picture. Set up ways to measure what you do and keep track of the results. Create a spreadsheet of daily, weekly, and monthly activity targets and refer to it daily. Would you like a sample? Post your request as a comment.