How To Make “The Numbers” Work For You!
How many times have we heard, “Just work the numbers and the sales will come?” Has it worked or are you doubting the numbers? Take it from RM Jeff Van Horn… “The numbers” work!
April has been a true test of the numbers for Jeff. This is what happened… Jeff said, “I e-mailed Brenda Moore my goals for April and then went to work.” The results were fantastic! Here’s how Jeff’s numbers played out through the first two weeks of April:
- 16 signs on 14 contracts (8 inside and 8 outside)
- 13,399 in commissions and 46,333 in volume
- A HUGE BONUS SIGN
- 111 doors @ 120.71 per door
- 71 owners @ 188.72 per owner
- 41 light-ups @ 326.81 per lite-up
- 14 sales @ 957.07 per sale
Week one he sold five contracts and brought home 5476 to his beautiful wife, Lila. Week two he sold 8 contracts and brought Lila another 7293! After keeping track of the numbers, do you think Jeff (or anyone) can now say with greater conviction, “We are looking for a few people who want to make 2000 to 3000 a week, every week, when talking to prospects? Jeff said, “I was feeling so damn powerful after earning my BONUS sign by the 10th of the month, I mistakenly signed my next contract, Jeff Callahan!”
To make the numbers work for YOU, keep track! Use your 24-call sheet and lite-up summaries religiously! President Tom Johnson said, “The lite-up summary is my bible!” Mark of the number of lite-ups you want to achieve in a week and go to work. Monday is the most important day because you will either get ahead or fall behind on your schedule to achieve your goal.” Tom recommends reading Frank Bettger’s book, “How I Raised Myself from Failure to Success in Selling”. It will encourage you to use the numbers to your advantage as well as outlines the simple process of tracking your progress.
