Why I Choose To NOT Focus On Revenues

I Hate Sales Jobs

I've had sales jobs before and hated them. The jobs were always an emotional rollercoaster. One minute you're feeling horrible because you haven't made a sale in a really long time. The next minute you feel fantastic because you've closed the biggest deal of your life. Then the next week, you're back in the same exact place.

Real Estate Investing Is A Sales Job

My efforts with real estate investing are sometimes very similar to how I felt in prior sales jobs. I would feel great when sellers finally agreed to my price and terms or when a the deals ultimately closed. Then I would end up feeling crappy because I hadn't closed a deal in a long time or a seller would call and leave a nasty message via voicemail, sometimes even cursing me out for even sending them something in the mail.

I Can't Control Other People

I'm not a fan of huge swings up and down so I decided that I would stop worrying about the things I can't control. Instead, I would focus on the things I can control. I realized that I couldn't

• Control how someone would respond to my marketing pieces
• Control how someone would respond to the offer I made them
• Control how many people called in from my marketing
• Control the offer price end buyers would make
• Control the offer terms end buyers would make 

What Can I Control?

This realization helped me to narrow my focus to the things that really matter in my business. In full disclosure, I actually am not doing any marketing for motivated sellers right now. The reason for this is because my team and I currently have too many leads to process. Basically we generated more leads from our marketing efforts than we anticipated. Because we have so many leads, the one thing I am focused on is processing the existing leads.  Due to this, the statistic I am focusing on is the number of offers delivered to seller leads

My Key Performance Indicator

The one thing I can control is the number of offers I deliver every day and every week. My personal goal is to get out offers to fifteen (15) sellers per week which translates to three (3) offers per day. My personal number of offers delivered might sound like a little or it might sound like a lot but it's what works for me. Once I've delegated more of my responsibilities to others, I would like to increase my goal for offers delivered to between 20 and 25.

My Team Makes Offers Too

There are other team members who's sole responsibility it is to get out offers to seller leads too. To be frank, the number of offers they deliver per week is the primary measurement tool I use to evaluate their performance. My team members are only successfully doing their job if they are first and foremost delivering their target number of offers per week.

Why 15 Offers Delivered Per Week? 

Making 15 offers per week translates to me doing a about two deals a month. My offers delivered combined with the other team members making offers per week will ultimately translate to us reaching my goal of doing 8 to 10 deals a month. At that number of deals per month, we will hit our revenue and profitability goals with room to spare.

Tell Me In The Comments Below...

How Do You Measure Your Performance?