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Ignite
skills to spark a great career
Power Session 18: Accountability
Check in on Your Numbers and What’s Next
Mona Covey and Brenda Marshall
Table of Contents
Power Session 18: Accountability–
Check in on Your Numbers and What’s Next .. ............... 18-1
Get Your Head in the Game.......................................... 18-2
Today’s Plan of Action. . .................................................................... 18-3
Gear Up.. .......................................................................................... 18-3
Affirmation of the Day..................................................................... 18-3
1. Weekly Checkpoint................................................... 18-4
Recap What You Have Done. . ........................................................... 18-4
Report on Your Results.. ................................................................... 18-5
2. Evaluate Wins and Opportunities.............................. 18-6
3. Time Block for Unfinished Business......................... 18-7
4. Know Your Numbers................................................. 18-8
Revisit Your Goal.............................................................................. 18-8
Calculate Your Conversion Rates..................................................... 18-9
Other Conversion Rates................................................................. 18-12
Aim High................................................................... 18-13
Get Focused! It’s Simpler Than You Think.................................... 18-13
Reward Yourself. . ............................................................................ 18-14
Choose a New Accountability and Script Partner.......................... 18-15
Get to Work............................................................... 18-16
What’s Next—Life After Ignite.. ..................................................... 18-16
Your Daily 10/4 Assignment. . ......................................................... 18-18
Aha’s.. ............................................................................................. 18-19
2. Your Database
7. The Buyer
Consultation
Market Center
Topics
15. Price Right
and Present
Your CMA
6. Prepare to
Work with
Buyers
Market Center
Topics
14. Your Prelisting
Packet
and Listing
Consultation
Tuesday
1.Rev Up
Monday
18. Accountability
– Check in on
Your Numbers
and What’s
Next
17. Contract-toClose and
Postclose
Systems
16. Market and
Ser vice Your
Listings
13. Accountability
– Check in on
the 4-1-1
12. Find Seller
Leads
11. Negotiate
Win-Win
Agreements
10. Accountability
– Check in on
Time Blocking
5. Accountability
– Check in on
Your Goals
and Big Why
Friday
9. Make and
Receive
Offers
4. Prospecting
Thursday
8. Find and Show
Homes
3. Open Houses
Wednesday
Ignite Power Session Training Calendar
Power Session 18: Accountability –
Check in on Your Numbers and What’s Next
You are here!
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-1
Get Your Head in the Game
“I don’t know my
limits so I don’t set
them. If I can do 6
million, I can do 100
million!”
Gary Keller
Cofounder and COB,
Keller Williams Realty, Inc.
Congratulations, you’ve arrived at the final Power Session!
Throughout Ignite, you’ve been performing the Daily 10/4
activities and tracking your numbers in myTracker. You’ve time
blocked your daily activities and, since last week, are using the
4-1-1 to guide you through the weeks, months, and year toward
your annual goals.
G
ary Keller, cofounder and chairman of
the board of Keller Williams Realty,
understands the power of knowing
your numbers. In The Millionaire Real Estate
Agent, he points out that knowing your numbers
builds confidence and stability in your business.
He continues, “Each time you assess your actual
numbers, you’ll get a pretty clear picture of how you are doing in
regard to your annual goal numbers.”
Gary tells the story of a mega agent he coached by phone. At the
beginning of the call, Gary asked the agent how he was doing toward
his goals for the week and month as written on his 4-1-1. The agent
replied that he had several bad weeks. In fact, he hadn’t been making
his lead generation calls. Gary told the agent, “Get to work and don’t
call me until you’re done” and hung up the phone! How’s that for
accountability?
With a cumulative four weeks of tracking your activity and results,
you have an accurate trail of your critical business numbers and
can calculate important conversion rates. In this session, you’ll
learn the value of paying attention to your numbers.
18-2
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
Today’s Plan of Action
This Power Session gets you on track in five steps:
1. Check in on what you’ve accomplished this week.
2. Evaluate wins and opportunities of the week and make
adjustments.
3. Time block for any unfinished business.
4. Develop a habit of tracking your numbers and taking
action to continually improve your conversion rates.
5. Commit to a plan for maintaining the powerful habits
you’ve developed in Ignite to reach—and exceed—your
business goals.
Gear Up
For today, you will need the following items:
Your previous Ignite Power Session
workbooks
Your 4-1-1 from Power Session 13:
Accountability – Check in on the 4-1-1
Your vision board from Power Session
5: Accountability – Check in on Your
Goals and Big Why
Your Daily 10/4 tracking and results
Affirmation of the Day
I believe in myself and in my business, and
I enjoy the progress I’m making every day!
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-3
1. Weekly Checkpoint
Recap What You Have Done
This week you learned many new concepts and skills related to
working with buyers and sellers, and you continued with your
Daily 10/4. Most importantly, with this session, you will complete
Ignite and propel yourself forward to self-sufficiency! You have:
;; 1. Discovered the value and process of a prelisting packet in
securing a listing.
;; 2. Learned and practiced a listing consultation that moves
the seller to list with you.
;; 3. Studied pricing strategies and learned to generate and
deliver a precise Comparative Market Analysis.
;; 4. Learned to maximize your marketing and servicing of
listings to ensure great customer service.
;; 5. Studied the entire contract-to-close process and the
impor tance of overseeing all aspects so that all par ties are
satisfied at the end.
And, of course, you completed your Daily 10/4 for Monday
through Thursday.
By the end of today,
these numbers
should be 50.
{
;; 6. Added 40 full contact records to your database.
;; 7. Connected with 40 people.
;; 8. Wrote 40 notes to the people you contacted.
;; 9. Previewed 10 homes.
;; 10.Entered the above results into the online myTracker.
18-4
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
Report on Your Results
What did you achieve this week? Who is in the lead for the week?
So far, who has the highest cumulative numbers for each of the
Daily 10/4 activities?
STOP
and DO
Enter Your Daily 10/4
Daily 10/4 Leaderboard
Four Habits
Daily Goal
Build and Manage Your
Database
Add 10 people to your
database.
Prospect
Connect
with 10 people.
Follow Up
Write 10 notes.
Know Your Market
Rating:
Results/Ratings
Leader Name
Preview 10 homes/week.
() Met the goals of 10
() Exceeded the goals of 10
(–) Didn’t quite meet the goals of 10
Time: 1 minute
Did you achieve any milestones? How many? Who achieved the most?
STOP
and DO
Enter Your Milestones
Milestones
Results
Leader Name
Appointments
Agreements Signed
Contracts Written
Contracts Closed
Time: 1 minute
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-5
2. Evaluate Wins
and Opportunities
STOP
and DO
Self-Reflect on Your Actions This Week
Write your answers to the following questions and then share
with the class.
Time: 5 minutes
What wins did you experience this week?
What opportunities for improvement did you encounter?
What kind of leads are you getting? Seller? Buyer? What about the
quality of leads you’ve been getting? How quickly are you able to
convert them to an appointment?
As CEO of you, rate your performance for the first week using
a scale of 1–5. (1 = improvement needed, 5 = excellent—no
improvement needed)
What will you do differently next week?
Share and celebrate success! Share with the class how you’ve been
rewarding yourself these past several weeks while succeeding in
Ignite.
18-6
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
3. Time Block for Unfinished
Business
Didn’t get it all done this week? Lead generation is your first
priority: Time block for it, then schedule the other tasks you did
not complete.
STOP
and DO
Time Block for Any Unfinished Business
1. List any tasks you did not complete for this week or must complete by
week’s end.
2. Put them in your calendar now.
Time: 2 minutes
It is important that I complete the following:
By when:
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-7
4. Know Your Numbers
Revisit Your Goal
STOP
and DO
In Power Session 1: Rev Up, you set a goal for your annual number
of closed contracts based on the annual income you desire. And
in Power Session 13: Accountability – Check in on the 4-1-1, you
learned how your annual goals can be broken down to monthly,
weekly, and even daily goals to keep you on track. At this time,
you may be ready to increase your goal.
Revisit Your Goals
Refer back to Power Session 5: Accountability – Check in on Your Goals and
Big Why for your GCI goal and the number of appointments needed each
week to reach it. All in the chart below and answer the questions below.
My Annual GCI Goal Is:
To Meet My Goal …
Required Appointments Actual Appointments
Appointments Each Week
Time: 2 minutes
“You must know how
many appointments
you’ll need to net a
certain number of
buyer and listing
agreements.”
The Millionaire Real
Estate Agent
Why is it important to meet or exceed the number of
appointments?
Are you on track to meet your goal? Rate your performance
so far in Ignite using a scale of 1–5. (1=improvement needed,
5=excellent—no improvement needed)
What will you do differently or more of next week to ensure you
are meeting your goal?
18-8
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
Calculate Your Conversion Rates
By now, you understand that the Countdown to Payday is moving
leads to appointments, then agreements, then contracts, then
closings, which yield commissions. And the focus on leads is
becoming more and more of a habit because of your Daily 10/4.
Now it becomes important to also track your conversion rate.
Knowing your conversion rate and improving your conversion rate
over time will increase the speed at which you progress through
the Countdown to Payday.
While there are several conversion points you can track, in this
session you will put your attention on the first one—leads to
appointments.
Countdown to payday
“You must know
how many leads
you must generate
to meet your other
goals (appointments,
agreements signed,
contracts signed, etc.).”
The Millionaire Real
Estate Agent
Leads
Appointments
Conversion Points
Agreements
Contracts
Closings
$
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-9
STOP
and DO
Calculate Your Lead-to-Appointment Conversion Rate
1. From myTracker or other record-keeping on the Daily 10/4, enter the
total connections (C) you made each week in Ignite into the table below
called “Your Numbers.”
2. Enter the number of appointments (A) you set each week.
3. Calculate your conversion rate by dividing the total appointments by
the total connections each week (A/C). This ratio of connections to
appointments indicates how many connections you need to make, on
average, to get an appointment.
4. Answer the questions below the table.
Example
Connections
Appointments
Conversion Rate
(C)
(A)
(A/C)
Week 1
44
0
0/44
___
Week 2
29
0
0/29
___
Week 3
36
1
1/36
2.7%
Week 4
49
2
1/25
4%
Connections
Appointments
Conversion Rate
(C)
(A)
(A/C)
Percentage
Your Numbers:
Percentage
Week 1
Week 2
Week 3
Week 4
Time: 10 minutes
Was there improvement from any week to the next?
What actions will you take after knowing your conversion rate?
18-10
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
What’s a good conversion rate?
At this point you may be asking yourself, “What is a good
conversion rate?” The answer is complicated and varied. The truth
is while your conversion rates are very important, the number of
leads you must generate is even more critical. High conversion
rates allow you to generate the same income from fewer leads than
if you had lower conversion rates. But, lower conversion rates can
be just as effective if you can amass a great number of leads.
Lead conversion depends on your skill and time spent lead
generating, practicing scripts, and responding quickly to leads.
F
or Chris Heller, it varies. He says,
“It improves as we do, it is a skills/scripts/
responsiveness issue.” He has tracked his
numbers throughout his career, and today he
achieves the following conversion rates:
• Internet leads, 3–7 percent
• Sign calls, 20–40 percent
• Expired listings and FSBOs, 70 percent
Improve Your Leads-to-Appointments Conversion Rate
STOP
and DO
Commit to improving your lead-to-appointment conversion rate.
Set a goal for a new rate and the date by which you will achieve it.
My current conversion rate (average)
My goal conversion rate
Date to achieve goal conversion rate
Time: 1 minute
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-11
Other Conversion Rates
Once you’ve gained an understanding of your lead-to-appointment
conversion rate, you may want to improve on other conversion
points. What other conversion rates do you intend to track?
STOP
and DO
Choose Additional Conversion Rates
Select one additional conversion point that you will track for the next
thirty days.
Time: 1 minute
Leads
Appointments  Appointments to Signed Agreements
Agreements
 Signed Agreements to Contracts
Contracts
 Contracts to Closings
Closings
$
18-12
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
Aim High
Get Focused! It’s Simpler Than You Think
In previous accountability sessions, you learned about focus and
accountability. You were introduced to the first four of Gary
Keller’s five simple steps to getting focused:
1. Create a personal plan and make process your focus.
2. Time block to get your focus.
3. Get accountability to keep your focus.
4. Make sure your environment supports your focus.
The final step that will lead you to focus is:
5. Keep your energy to maintain your focus.
Maintaining a long-term focus depends on you staying energized
and enthusiastic. Everything you do either adds energy or depletes
it from your life.
Two powerful habits that will increase energy and help you
maintain your focus are as follows:
“You can’t reach Big
Goals without a big,
sustained effort. And
a big, sustained effort
requires big, sustained
energy.”
The Millionaire Real
Estate Agent
1. Be learning based – Continuously seek ways to gain new
knowledge and skills. Find opportunities to learn by (1)
studying, for wisdom and foresight, and (2) doing, for skill
and competency.
2. Implement the Millionaire Real Estate Agent Energy Plan –
Block time before 11:00 a.m. each day to pull in energy from
these five key areas; this creates momentum that will carry you
through your entire day.
To gain this type of energy …
Do these activities …
1. Spiritual
Meditate and pray
2. Physical
Exercise and eat
3. Emotional
Hug, kiss, and laugh
4. Mental
Plan and calendar
5. Business
Lead generate
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-13
Reward Yourself
STOP
and DO
How will you reward yourself this week? Remember that it can be
a small reward for completing your Daily 10/4 or a big reward for
achieving a big milestone. Choose something meaningful that will
motivate you!
Choose Your Reward
Jot down a reward for reaching a certain milestone.
Time: 1 minute
When I complete ...
h
it wit
s
u
l
P
BOLD
18-14
I will reward myself with ...
Remember your options to keep you
on the path of success. Besides your
Productivity Coach, KW MAPS Coaching
provides several programs to keep you
accountable to your goals. One followup program you’ll want to schedule as
soon as it shows up in your area is BOLD
Experience. It’s an intensive eight-week
program that will truly take your business
to new heights.
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
Choose a New Accountability
and Script Partner
Without the accountability of fellow agents in your Ignite class,
your instructor(s), and the sheer focus of attention on learning and
doing, you will need the support of an accountability and script
partner even more. Choose carefully—you want someone who
knows your dreams and goals and wants you to succeed.
Select Accountability and Script Partners
STOP
and DO
1. Write the name of the person with whom you will meet weekly and to
whom you give permission to hold you accountable to your goals.
2. Write the name of a partner who will practice scripts with you on an
ongoing basis.
My Accountability Partner
My Script Partner
We will meet on what day
and at what time?
We will meet on what day
and at what time?
Time: 10 minutes
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-15
Get to Work
What’s Next—Life After Ignite
You are at the end of Ignite and it’s time to reflect on all that
you’ve learned, as well as commit to actions you’ll take afterward.
STOP
and DO
Commit to Your Dreams and Goals
1. Get out your vision board and reflect on your dreams and goals.
2. Indicate below the items to which you will remain committed after
Ignite.
3. Share with a partner.

Commitments
I commit to continuing the Daily 10/4.
I commit to practicing my scripts daily.
I commit to saying affirmations every day.
I commit to holding open houses every week.
I commit to putting all the people in my database into touch
campaigns and following up with a phone call every quar ter.
I commit to going on ___ appointments every week.
I commit to prequalifying buyers and getting a signed buyer
representation agreement before showing homes.
I commit to prequalifying sellers with a prelisting packet.
I commit to pricing the listing to ensure a sale for my customers.
I commit to managing all transactions to a successful close for both
par ties.
I commit to customer service and a win-win for all par ties involved.
I commit to my 4-1-1 and having myself held accountable to it.
I commit to coaching or some form of regular accountability.
Time: 3 minutes
18-16
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
STOP
and DO
Commit to Growth Through Continual Learning
and Improvement
1. Indicate below which actions you will be committed to after Ignite.
Add additional actions you plan to take.
2. Timeblock for the actions you selected.
3. Share with a partner.
4. Make a copy and share this with your Team Leader, Productivity Coach,
or other coach.

Commitments
By When
I will read/reread The Millionaire Real Estate Agent.
I will read/reread The Millionaire Real Estate Investor.
I will read/reread SHIFT: How Top Real Estate Agents Tackle
Tough Times.
I will attend Family Reunion.
I will attend Mega Camp.
I will attend Ignite again.
I will attend BOLD when it comes to my area.
I will take MAPS Fast Track coaching program:
______________.
I will take the technology training offered in my Market
Center.
Time: 3 minutes
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-17
Your Daily 10/4 Assignment
Time block as usual for this activity.
Four Habits
Daily Goal
Done
Build and
Manage Your
Database
Add 10 people to your database.
Prospect
Connect with 10 people.
Follow Up
Write 10 notes.
Know Your
Market
Preview 10 homes this week.
Congratulations by Dianna Kokoszka
Watch and listen as Dianna Kokoszka, president of KW MAPS Coaching offers
congratulations upon completing Ignite.
Time: 3 minutes
18-18
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
Aha’s
STOP
and DO
My Aha’s
1. Write down your three most powerful aha’s from this Power Session.
1.
2.
3.
2. Share one aha with the class.
Time: 5 minutes
Keep the spark alive!
Ignite Power Session 18: Accountability – Your Numbers and What’s Next – v3.3 © 2011 Keller Williams Realty, Inc.
18-19
Ignite Correction and Suggestion Log
Instructor Name: ________________________________________________ Date: ________________
Market Center: _________________________________________________
Content Type
(instructor manual, student
manual, job aid)
Page
Type of Correction
(misspelling,
wrong reference to
Number
resource, etc.)
Power Session #: _______
Description of
Correction or Suggestion
Suggestions for this Power Session:
__________________________________________________________________________________________
Please send this completed form to KWU
email: [email protected], attn: KWU Ignite
fax: 512-328-1433
mail: 1221 South Mopac Expressway, Suite 400 Austin, TX 78746