Sam Rigopoulos | From Panic to Plan: Thursday Gap-Analysis Meeting

When faced with a $280K gap in sales targets and just 6 weeks left in the quarter, Sam doesn’t panic. He pulls out the numbers, divides the goal across his team, and builds a plan. No fluff. Just clear accountability.

You’ll learn:

• How a simple weekly Gap-Analysis Meeting can help you stay on-track of your sales targets
• How to reverse-engineer your quarterly targets
• The system Sam uses to shut down “High Street Hype” and keep the team focused
• The Chase List that keeps his team razor-sharp and accountable

Sam Rigopoulos is a $5m GCI agent who's been in the industry for over 20 years. He is consistently ranked in the REB top 100 and one of the top 3 in VIC. His EBU manages 170+ sales annually.


This is elite-level planning from one of Australia’s top agents. Watch the full video to see how the best don’t wing it — they work the plan. Login now and download the Chase List Template

Chapters

• 0:00 Financial Thursdays Explained
• 0:22 Breaking Down the 280K Gap
• 1:13 Chase Lists and Team Accountability
• 2:45 Invitation to Real Estate Gym

Transcript

Sam Rigopoulos : 0:00

And on Thursdays is our financial day. Thursdays is all about numbers, all about our finances, all about our gap analysis, all about what's our target for the quarter, what have we got booked in and what's the gap? How do we close the gap? What are we chasing? Yep, and that then defines the one thing I love about Thursday meetings, because you have this crazy goal.

Sam Rigopoulos : 0:22

In isolation, it sounds ridiculous Like right now we've got a gap for the next quarter of about 280K. Right, 280k to find with six listing weeks left sounds like a lot of money, like fuck, where am I going to find 280K in GCI in six weeks? But when you break it up to the four people in the team, right, and you say, well, it's 280K. When you break it up to the four people in the team, right, and you say, well, it's 280K. Our average fee is 27, 8k, that's 10 listings. Right, it's 10 extra deals.

Sam Rigopoulos : 0:49

Let's not freak out about finding 10 deals. And where do we find those 10 deals? It's one for you, two for you, three for me and two for you. So that's all you have to do, in addition to what we've got on the market now, to hit our target. But it's the birthplace of stretch goals. When you do it that way, right, it's the, it's the best. And we keep stretching and stretching and stretching. Um, when we do our thursday meetings, our gap analysis is the best thing. It's the best thing we do in our case and we break down the finances accordingly. That's, it's as simple as that. Anything that's not in going to list in the next 90 days, I don't want to see it on the list. So we're very hyper-focused on what's controllable now.

Tom Panos: 1:30

So, chase, listen, I can see why you're one of the best agents in Australia and probably number one, two or three in all of Victoria. This is not guesswork or where you or where you've compartmentalised and you're actually making it very predictable for us to get there right. A chase list is a property that's going to come on the market in the next 90 days.

Sam Rigopoulos : 1:58

Yeah, it must be listed and sold in the next 90 days. If it's going to be, I don't care what's happening next spring. I can't control it, I don't, I don't care, I don't want to talk about it. It also helps me keep the team accountable, because when they talk about bullshit listings they're chasing oh yeah, high street, oh, high street, high street. For six months I'm hearing about high street and fucking high street's never listed. I don't want to hear about high street, I want to hear it and see it listed or sold this quarter. And then we keep the stock that they put on that chase list there and we tick or cross, tick or cross. And you can't get away with too much bullshit for too long on that right. If you're putting things on there that you're not, I'd rather you have nothing and face up to the fact that we need some help than put some false things on there. So we just keep it tight.

Tom Panos: 2:46

I've always been fascinated watching a great real estate agent that was good at listing, putting deals together. They progress, they get their own offers, they get their own EBU, and I've always been fascinated. Did anyone explain to them how to manage a team, how to catch them doing something right or when they do something wrong? How has managing people been for you? Oh no, the video has just ended, but I've got good news for you. If you resonated with this and you want to take the next step and move from just being a sayer to a doer, this is your sign to join the Real Estate Gym, where you can get enormous amounts of content, scripts, dialogues, techniques, processes to help you build an ELF business Effortless, lucrative and fun. Press the link right now.