Million Dollar Team Principle #24
Why Am I Tracking Everything Except What Really Matters?
Track These Four Things Every Week and Build a Real Business
If you’re a real estate team leader, you’ve likely asked yourself this before:
“Do I need to invest in more data tools, CRMs, dashboards, and reports…
or am I just not focusing on the right numbers?”
Here’s the truth:
You can track 100 different data points and still have no idea how your business is actually performing.
Most real estate teams?
Paralyzed by information overload.
I get it. I’ve been there.
At one point, I had dashboards showing me:
- Time-on-site
- Visit-to-registration rate
- Cost per impression
- Cost per click
- Cost per lead
- Speed to lead
- Follow-up attempts
- Email open rates
- Leads with saved searches
- Daily active users
It felt powerful.
But it was distracting.
- Our sales went down.
- Our quality dropped.
- I was focused on the wrong things.
Then I realized something important:
I wasn’t running a data company.
I was building a real estate sales organization—made up of humans.
And humans thrive on clarity and simplicity.
That’s when everything changed.
We went back to the fundamentals.
We stopped trying to track everything and started tracking the only things that truly mattered.
The result?
- Greater focus
- Better leadership
- Consistent growth
What We Track Every Week—And What You Should, Too:
1. New Leads
Are we growing our pipeline? Are the phones ringing? Are the ads working?
Forget email open rates—ask:
Who showed interest today?
No new leads = No fuel for your business.
2. New Listings
Listings are leverage. They’re your brand’s backbone.
This metric shows how effective your:
- Prospecting
- Presentations
- Reputation
really are.
Listings down? Options and revenue follow.
3. New Escrows (Under Contracts)
This is your future cash flow.
If you have leads but no escrows → you have a conversion problem.
4. Closings
This is the scoreboard.
The lights stay on because of this.
Closings = proof your machine is working.
Go days without one? Feel the pressure—and you should.
➕ Bonus Metrics for Team Builders:
- Active agents on your team
- Agents in your pipeline to join
You can’t scale with the same agent count forever.
More agents = more opportunity, more revenue, more freedom.
What Most Team Leaders Get Wrong
- They build complex dashboards and track everything but results
- They fall in love with marketing metrics instead of performance metrics
- They confuse activity with productivity
- They obsess over the funnel and forget about the finish line
Yes, behavioral data matters.
But only if it leads to:
Leads. Listings. Escrows. Closings.
The Real Job of a Team Leader:
Your job is not to be the busiest person on the team.
Your job is not to track every click.
Your job is to ensure the business is growing in six key ways:
- More opportunities (Leads)
- More sellers (Listings)
- More buyers in motion (Escrows)
- More revenue (Closings)
- More producers (Agents)
- More leverage (Recruits)
If you’re not tracking these weekly and reviewing them daily,
you’re running blind.
And if you rely on software to give you the answers
instead of building systems that produce these numbers,
you’ll always be reactive—never intentional.
I’ve coached and led top teams across the country.
And here’s what I’ve seen:
The teams that simplify and focus
grow faster, stay leaner, and outperform everyone
So no, you don’t need another tool.
You need a tighter focus.
Start with these four metrics.
Track them religiously.
Build from there.
– Nick McLean
👉 Want help tracking what actually matters?
At ResidePlatform.com, we train team leaders to:
📊 Skip the dashboard confusion
💥 Scale production with simplicity
🏆 Build a team that performs
