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Jen Barkan is joined by Amanda Martin (with an appearance from Jessie Suggs!) to recap the recently dropped Q3 Online Sales Benchmarks! Detailing data coming in from over 50,000 leads, they recap lead volume changes, what increased and what decreased, and new metrics that are in this quarter's Benchmarks! They also give actionable items for putting insights gained from the data into strategic plans.
Topic of Today: The Q3 Benchmarks! (05:50)
- Amanda discusses her passion for numbers and why she values the Benchmarks
- They recap the lead-to-appointment, appointment-to-sale and online sales contribution numbers -- notably a 4% increase in the online sales contribution
- Detailing how many sales specialists and markets go into the Benchmarks
- Decreases in the lead-to-appointment and appointment-to-sale metrics
- What can online sales specialists do to keep pushing when lead volume is down?
- Notable trends among leads, and overcoming today's objections
- Tips for improving the lead-to-appointment metric
- Focusing on the qualification of the leads and driving quality appointments
- Trends among top-performing teams and individuals
- Outlining key takeaways as we move toward the end of the year
Skills Check! (25:11)
- Write down a goal of what you can do (that's within your control) to affect the numbers
- How quick can you be to get a lead on the phone?
- Making sure you're qualifying accurately and sending leads to the correct community
- Identifying holes in your handoff process
