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

Transcript

Financial Thursdays Explained

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 .

Breaking Down the 280K Gap

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

Chase Lists and Team Accountability

Sam Rigopoulos 1:13

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 .

Invitation to Real Estate Gym

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 .