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From Stats to Strategies: Real Estate Analytics Unveiled · The Real Estate Agent Playbook

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  Are you a real estate agent that always feels like there's something new,
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  something more to grab your attention and may pull you away from your actually
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  producing income, producing activities.
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  That's absolutely the case.
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  And a lot of things, especially in our industry, there's always something new.
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  So today we're going to dive into actually measuring your business
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  analytics and making a plan to move forward without getting distracted.
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  but still giving yourself a little bit of time to adventure out and see
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  if there's something you can grab and implement as a pillar of your business.
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  What's up guys.
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  Jeremy Kane, real estate agent playbook.
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  This one is right in my wheelhouse is this is absolutely key to success
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  and my success is really dialing down and focusing on what exactly I
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  am doing as a real estate agent to continue to move my business forward.
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  Measuring what gets managed, which is a good friend of my
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  Mike Sherrard's favorite saying.
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  and diving in.
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  So if you're interested in learning more, I do offer a realtor game plan call below.
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  Click the link, get involved as well.
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  If you comment the word course, when I release my course, you will be on the
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  list of the first group of agents to get access to my foundations course for
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  real estate agents that will absolutely bring all of this full circle and give
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  you the foundational pieces you need with accelerators and video courses
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  and all things built in so you could dial down and focus your business.
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  So let's get rolling.
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  So the most important thing I realized in my real estate business is what will
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  continue to work and continue to build.
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  If you're one of those agents that's pulling Facebook leads and pulling YouTube
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  leads and pulling TikTok leads, doing open houses, door knocking, maybe trying
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  to manage your sphere a little bit, And you're kind of stretched so thin,
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  you're a jack of all trades, master of none, and that is absolutely what a lot
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  of us do because this industry is hard.
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  It's hard to get going.
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  We love houses.
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  We love people.
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  However, not all real estate agents understand, especially when they first get
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  in, but this is a business and it must be managed and we must look at the results
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  in order to make decisions moving forward.
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  And if you run your real estate agent life, like a business,
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  you will have much more success.
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  And this is exactly.
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  What we are doing this video is essentially treating it more like
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  a business than it has in the past and so what I Traditionally do is
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  I really roll by the 75 25 rule.
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  I want solid foundation pillars of my business I want to spend 75
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  percent of my money, my efforts and everything into those activities that
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  are feeding those pillar of business.
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  For instance, sphere of influence or repeat clients, or maybe it's an
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  affiliate, you know, to a, you know, group or foundation that you're a part
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  of managing that sphere or your gym or your church, dumping all of your time
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  and your money into those things that are producing and have produced for you.
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  is absolutely the case.
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  Now I hear you.
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  I'm brand new real estate agent.
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  I'm just trying to get involved and I want to, you know, understand this.
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  Certainly you're in a great space because we can kind of fore plan your, you
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  know, your year, and then we can work backwards in order to focus those efforts.
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  And you will have a little bit of adjustment because some
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  things you think will be great won't work, but that's perfect.
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  We're still measuring, we're still flexible.
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  And I want, Tenured agents to hear that too, just because we're,
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  you know, crushing it at one thing and markets this way, the market
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  could shift and turn that off.
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  And that's why I am always such a big proponent of measuring your
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  numbers, knowing your numbers from the years past, where your clients
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  came from and all the things.
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  And so let's dive into this a little bit as we kind of get rolling.
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  Okay, so here we are.
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  My spreadsheet of past clients and we're not going to, you know, I've,
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  I've omitted some names and property addresses here, but it's really simple.
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  Say one, one, 2000.
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  We're in here.
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  We're going to type, let's go here.
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  Boom.
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  One, one, 2024 we closed John Doe and Jane.
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  Doe at 1 2 3 Main Street for 1.
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  54, right?
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  And then, you know, this one was on 1 15 24.
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  Obviously, I'm making this up.
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  For Frank, Miller, and he wasn't married.
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  1 2 3.
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  Fun street.
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  Okay.
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  As you go, you get that.
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  We don't need to continue with that.
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  Notice on here, I have the source past client referral, right?
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  There were a buyer that closed on one, one 24, the names, the property
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  address, the close price, the commission, my brokerages cut, right?
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  So I've obviously clearly, removed some names from this.
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  And as you go down, you will continue to see.
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  Now, I don't need to put these dates and client names or addresses
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  in for you to get the point.
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  So then, I scroll down here, and since I have all of these In the
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  pipeline here, I have it made here so it can actually manage.
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  Okay.
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  There's 17 past client or past client referrals.
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  There's 13 SOI or SOI referrals.
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  There's nine business partner referrals, one mile high champions, which is give
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  back to my nursing community that I do.
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  And notice how these are pretty general, right?
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  We could take this a step further if we wanted to and said, okay, These were
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  past client referrals from people that sold, you know, before 2000 or bought
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  before 2015 and they're coming around.
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  So you can really dial down the date or yes, it's an SOI referral, but it's
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  because I'm very active in my church.
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  And so, you know, 12 of the 13 were actually from my church.
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  So you can get more dialed in.
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  This is just a basic understanding.
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  Now some people will also take this and be like, okay, you did 40 transactions.
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  Transcription by CastingWords We're going to, you know, pull from
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  here and say, okay, we have 17.
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  Past client, past client referrals, 17 divided by 40.
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  And I'll do the math real quick here, is, you know, 42 percent of the time.
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  So I'm gonna spend 42 percent of my time on past client, past client referrals.
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  What goes into a past client, retention or a referral from a past client?
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  Well, their experience from the very beginning, right?
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  So you need to have a really good client experience if that's the case.
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  So I can break this down as you go.
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  What I typically like to do is spend 25 percent on my top three pillars.
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  So 25 percent of my time.
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  Let's say 24 hours of prospecting time in my week, right?
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  So that's 24 hours.
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  24 divided by four is six.
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  So I'm going to spend six hours a week on past client referrals.
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  I'm going to spend six hours a week on sphere of influence and
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  sphere of influence referrals.
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  I'm going to spend six hours a week on business partner referrals, and 25 percent
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  or another six hours on new things, right?
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  Developing my mile high champions program.
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  Creating a, you know, give back to an affinity program, building a, you
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  know, bringing a business in as an affiliate, and, you know, working at
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  a deal out with my brokerage or, you know, maybe it's open houses or door
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  knocking or more traditional values.
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  Also a lot of this can come into play, right?
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  SOI, I'm driving people to my YouTube channel.
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  So creating videos and properly, you know, optimizing them and getting the SEO
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  down, recording them could be, you know, maybe one or two hours from each of these.
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  And so you're building your time out in ways that you are growing those pillars.
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  And so that's, that's super important because some people will be like,
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  well, YouTube's a pillar in itself.
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  Okay.
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  If YouTube is, is a pillar in itself, then you can take 25 percent of
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  your time and put it towards that.
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  Okay.
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  Because you've seen results or you hope to see results.
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  And that's, that's absolutely okay because this is yours and you can do it.
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  So that's exactly how I kind of divided it up.
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  And if you would like a copy of my deal tracker.
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  I will clear this out, make the, you know, all of the formulas work and
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  send that over to you, just a comment deal tracker and the comments below.
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  And I'll make sure we get that over to your email associated
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  with your YouTube account.
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  All right.
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  So once we're, once we've seen that and we have to go back and measure that, and
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  it's super easy to go back and say, okay.
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  These are my deals, this is where they came from, this is how much
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  money I made, all the things.
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  Whatever metric that drives you, you want to do that.
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  I focus on transaction count, not necessarily sales volume or that.
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  Some people might get super calculated and dialed into that, right?
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  If you want to move up price points, I would suggest that.
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  Okay, well, I'm gonna, you know, I did this many here, I'm gonna spend
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  this much time, you know, focusing on, you know, how I got those million
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  dollar listings or, or what have you.
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  So that's super important.
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  But once you have all of that and it's in front of you and you have the
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  averages, you have the amounts, you can really focus on, okay, boom, those are
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  my three or maybe it's four for you.
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  I'm going to spend, you know, 20 percent of my time in past client, 20
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  percent at open houses, 20 percent in.
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  You know, YouTube and 20 percent in, you know, business partner referrals
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  and then 20 percent on new things.
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  The point is that you want to limit the time you spend on shiny object
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  syndrome, to a quarter at most of your time in prospecting each week.
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  Because certainly we always want to advance, we always
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  want to build new things.
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  And I think it's pretty difficult in this industry not to do that.
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  Oh, that's working over there.
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  I'm going to try that.
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  Keep in mind that real estate is hyper local and you are hyper unique and
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  that's super important to remember.
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  So as we're kind of breaking this down, once you have that, then you're
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  measuring exactly what's going on.
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  And then I would say, Measure, you know, your goals.
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  Here's your goal.
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  This is where I want to get to.
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  I want to sell, you know, 60 homes this year.
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  You can reverse engineer that.
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  If you want to go from 40 to 60, and just multiply all of those by,
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  you know, the, the right amount.
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  So if you have 17 out of 40, you take 17 divided by 40, whatever that is.
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  Let's just do the numbers here.
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  So we have it.
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  17 divided by 40 is 42%.
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  So if I take 40.
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  425 and times that by 60, the amount of deals I want to do,
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  that means I have to do 25.
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  5 deals in that past client referral, bucket that was 17 deals so you can kind
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  of reverse engineer that and understand, okay, this is how I need to do that.
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  You need to get, you'll get better at your marketing.
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  You'll get better.
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  You'll get more repeat clients, repeat client referrals as you go.
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  And however you classify those is fine, but you can continue to dial in
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  these numbers and take the data and put it into your, your calendar, right?
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  So you start with annual goals is what I have to do.
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  And then you say, okay, this is what it's going to take to do that.
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  Boom.
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  I need to prospect this much to get there.
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  The market share will be the same because we're dealing with the percentage.
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  you know, from SOI or whatever pillar it's from.
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  And then you implement that into your daily schedule.
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  Okay.
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  Two hours of on Mondays, I'm going to reach out to, you know,
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  five to 10 people in my SOI.
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  I'm going to call them, have a conversation, or I'm going
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  to send them all a, you know, a note that's personalized.
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  I'm going to check them out on, on socials.
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  I'm going to see what's going on.
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  If I haven't connected with them or I don't see them, to call them and say,
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  Hey, I was thinking about you just driving through the neighborhood the other day
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  and don't lie and don't make things up.
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  But You can have reasons to have conversations with these people,
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  especially if their past clients are in your sphere of influence from the past.
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  And so have that dedicate that time to that specific pillar and moving forward,
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  you can absolutely crush your business.
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  So, and it takes discipline, right?
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  There's apps like toggle where you can really track,
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  okay, this is what's going on.
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  I set a timer, right?
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  When I'm really dialed into this, I'm like, okay, especially myself.
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  Cause I have the agent attraction side, You know, people wanting to
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  join my downline and do all that.
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  So I have a whole separate business over here that I'm, you know,
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  conversing with agents and, you know, participating in Facebook groups and
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  going to events and all the things.
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  So then I have to take, okay, how much of my business do I want to be that?
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  How much of my income do I want to be production?
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  Divide that time up and then break it down within, because the only true,
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  unique value we have is time, right?
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  That's the only thing we can't control.
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  We can't expand.
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  We can get better and we can leverage other people and VAs and all the
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  things, but time is so important.
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  And so if you have a, approach to your activities and you time block as a
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  result, you will have more success because you're focused on everything's driven at
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  reaching those goals and that potential.
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  So I hope that helps.
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  Again, you got a couple of things, comment deal tracker below and I will
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  send you the spreadsheet for sure.
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  And if you comment course, I will put you on the list to find out first at
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  least three days before the the public To have the opportunity to get into that
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  course and really dial in your business So I hope that helps if you listen on the
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  podcast, please share this with somebody Maybe hop over the YouTube link and
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  comment those things so you can get those those freebies But I look forward to,
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  you know, communicating with you again, the realtor game plan call link below.
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  We can absolutely have a conversation.
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  It doesn't have to be a full blown course.
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  You don't have to take this and run, but it could be 30 minutes of, Hey
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  Jeremy, this is what I got going on.
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  Can you help, you know, organize my thoughts so I can
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  be as productive as possible.
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  All of that.
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  I'm willing to help.
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  Please like, comment, subscribe, and we'll see you next time.