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

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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

Episode Transcript

Sam Rigopoulos (00:00):
And on Thursdays is our financial day.
Thursdays is all about numbers,all about our finances, all
about our gap analysis, allabout what's our target for the
quarter, what have we got bookedin and what's the gap?
How do we close the gap?
What are we chasing?
Yep, and that then defines theone thing I love about Thursday
meetings, because you have thiscrazy goal.

(00:22):
In isolation, it soundsridiculous Like right now we've
got a gap for the next quarterof about 280K.
Right, 280k to find with sixlisting weeks left sounds like a
lot of money, like fuck, wheream I going to find 280K in GCI
in six weeks?
But when you break it up to thefour people in the team, right,

(00:43):
and you say, well, it's 280K.
When you break it up to thefour 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.
Let's not freak out aboutfinding 10 deals.
And where do we find those 10deals?
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 ourtarget.
But it's the birthplace ofstretch goals.

(01:03):
When you do it that way, right,it's the, it's the best.
And we keep stretching andstretching and stretching.
Um, when we do our thursdaymeetings, our gap analysis is
the best thing.
It's the best thing we do inour case and we break down the
finances accordingly.
That's, it's as simple as that.
Anything that's not in going tolist in the next 90 days, I
don't want to see it on the list.
So we're very hyper-focused onwhat's controllable now.

Tom Panos (01:30):
So, chase, listen, I can see why you're one of the
best agents in Australia andprobably number one, two or
three in all of Victoria.
This is not guesswork or whereyou or where you've
compartmentalised and you'reactually making it very

(01:51):
predictable for us to get thereright.
A chase list is a propertythat's going to come on the
market in the next 90 days.

Sam Rigopoulos (01:58):
Yeah, it must be listed and sold in the next
90 days.
If it's going to be, I don'tcare what's happening next
spring.
I can't control it, I don't, Idon't care, I don't want to talk
about it.
It also helps me keep the teamaccountable, because when they
talk about bullshit listingsthey're chasing oh yeah, high
street, oh, high street, highstreet.
For six months I'm hearingabout high street and fucking
high street's never listed.
I don't want to hear about highstreet, I want to hear it and

(02:21):
see it listed or sold thisquarter.
And then we keep the stock thatthey put on that chase list
there and we tick or cross, tickor cross.
And you can't get away with toomuch bullshit for too long on
that right.
If you're putting things onthere that you're not, I'd
rather you have nothing and faceup to the fact that we need
some help than put some falsethings on there.
So we just keep it tight.

Tom Panos (02:46):
I've always been fascinated watching a great real
estate agent that was good atlisting, putting deals together.
They progress, they get theirown offers, they get their own
EBU, and I've always beenfascinated.
Did anyone explain to them howto manage a team, how to catch
them doing something right orwhen they do something wrong?
How has managing people beenfor you?

(03:07):
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(03:30):
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