Today, we’re going to tackle one of the most important questions every real estate team leader faces: What are the key metrics you need to track to ensure your team’s success? You’ve heard me say it before, and I’ll say it again—what gets measured gets done. But the real question is, what exactly should we be measuring?
I’m going to walk you through the essential metrics that drive success, how to ramp up your agents’ production by two transactions a month, and how to create a culture that focuses on serving clients while achieving your team’s goals.
What Should We Measure?
The first thing to focus on is measuring the activities that give you the greatest return on your time. With our Daily Success Habits Tracker, you’ll be able to track, via a points system, how much time you’re spending on dollar-productive activities. Only activities that directly generate income count towards your points. For example:
- Prospecting calls: Dollar-producing? Absolutely.
- Setting appointments: You bet.
- Going on listing appointments: Definitely.
We’ve weighted the points on the tracker to reflect the activities that give you the highest return. For instance, you get 10 points for showing two homes to one buyer, but zero points if you only show one. Why? Because when you show just one house, there’s no alternative choice to compare, limiting your ability to close a deal.
Tracking the Key Metrics
Here’s what we measure to ensure consistent growth:
- Buyer and listing appointments: Setting these appointments is crucial. If you’re setting them but not getting agreements signed, we know where to focus your training.
- Agreements signed: Getting a buyer or listing agreement signed means you’re on your way to closing a deal.
- Offers written: If you’re writing offers but not closing, it’s time to train on negotiation skills.
- Open houses, door knocks, and role plays: These activities keep your pipeline full and your skills sharp.
All these points are tracked in our master coaching platform, Workbench. This allows us to identify gaps in performance and provide targeted coaching. We know that it takes 230 to 260 points to close a deal, so if you want to increase your closings, simply increase your points. The math is that simple.
The Power of Conversations
We also track conversations. If you’re having conversations with potential buyers and sellers but not setting appointments, it’s time to re-evaluate your approach. Are you offering real value in your conversations? Are you solving their problems? If not, you’re just another salesperson with a pitch. It’s all about being strategic with your communication.
Serve Regardless of Opportunity
One of the most powerful concepts we embrace is “Serve Regardless of Opportunity.” This means shifting your focus from selling to serving. When you approach every conversation with the intent to help, not just to close a deal, the pressure is off, and clients are more likely to trust you. This mindset makes picking up the phone easier and removes the fear of rejection because you’re not trying to sell; you’re trying to serve.
Developing a Strong Team Culture
Creating a strong team culture is essential. It starts with tracking the right things, but it doesn’t end there. Focus on education and training that addresses the gaps identified by your metrics. Develop a culture where serving the client comes first and the opportunities will naturally follow.
Remember, to last in this business, you must list. Listings create opportunities for the entire team. If you’re not tracking how many listing appointments you need to secure a listing, you’re missing out on a crucial part of your business.
RAMP: Your Path to Two Extra Transactions a Month
To help you take your team’s productivity to the next level, we’ve developed a 10-week program called RAMP (Rising Agent Mastery Program). It’s designed to help you or your agents add two extra transactions a month. And here’s the best part—I’m offering you a free copy of RAMP!
If you’re serious about growing your business by an additional 24 sales over the next 12 months, download RAMP today. Use it, commit to it, and watch your business transform.
Imagine what an extra 24 transactions could do for your income, lifestyle, and the clients you serve. It’s time to ramp up your business, learn to track the right things, and build the most productive, successful real estate team you can.
Click here to get started with RAMP and take your team to the next level!
