Business is a numbers game. 

You find out what you have to do to be successful, then you make sure you do it. 

It sounds like common sense, but it's true. 

Generally speaking, coaches will "make it" if they hit their numbers. 

After enough years of coaching, I know what numbers I have to hit to stay on course. But it was actually hard-wired into me from my previous life in real estate.  

Back in my real estate days, I knew that to be successful I had to make at least 20 prospecting calls every weekday to expired listings in my market.

Why 20 calls per day? 

->  20 calls per weekday meant about 400 calls per month.

->  I'd reach about 50% of those people (this was in the old days when people actually had home phones and answered them), so that's 200 homeowners reached. 

->  About 25% of those that I reached would be "warm leads" (this may seem high, but since they were expired listings, they previously had their homes on the market and were qualifying themselves before I called them). So that was 50 warm leads. 

- I usually listed about 10% of my warm leads right away, so that was five new listings per month or 60 new listings per year. 

These listings were bonuses on top of what I was getting from referrals and my marketing efforts (I killed forests with postcard mail-outs and did a ton of radio advertising back them).

Going further, I knew how many listings turned into sales and money in the bank.  So listings were key to my success. 

20 calls didn't take that long to make every day, but very few agents in my marketplace were doing what I was doing. 

Did I have a superpower which allowed me to do it religiously every day? 

No - but I had an accountability trick that helped me do it.  

Tomorrow I'm going to share what I did to actually stay accountable on my daily activities. 

In the meantime, check this out for lots of goodies to get more coaching clients: 

Marc