3 numbers you should track weekly (if you’re a business owner)

Posted on by michael nitschke
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There are three numbers that I track daily as a business owner of a real estate agency. If you’re not in real estate or sales, just apply them to your own role and industry. 

These three metrics focus on the pipeline and long-term value of the business. They’re also a diagnostic tool for leadership. 

1. Sales Listing Presentations 
We track how many times our sales team is getting in front of potential sellers each week. 

2. Database Growth (Ownership Data) 
We measure the net growth of people who own property within our core area. This is our future pipeline. 

3. BDM Listing Presentations 
We track presentations for the Property Management side. We define a Listing Presentation strictly: It’s when a client is thinking about selling or renting. We don’t count simple ‘price checks.’ 

The remaining three metrics are what we call Flags. We use a system called Hub-2 (our dashboard for operations, offshore and PM teams) where workflows are triggered by these flags. 

Here are a few tasks we track to improve service delivery: 

  • Presenting an application to an owner 
  • Submitting lease renewal recommendations to a landlord 
  • Completing a vacate inspection 
  • Following up on requested bonds 

This means, in Property Management: If a flag blows out, it’s a signal for me to provide support. It doesn’t necessarily mean they’re underperforming. The team member might be dealing with a personal issue, a complex client or the need for a system/workflow redesign. 

In Sales: We know the exact percentages of how many presentations lead to listings, and how many listings lead to revenue. If presentation numbers drop for a sustained period, we know we’re in trouble. 

Because of our weekly cadence, I can provide training or identify an issue immediately, rather than waiting for a bad month to tell us something is wrong. 

Define your 3-6 numbers that move your business forward, then track them religiously. 

REMINDER: Book your Circuit Breaker Strategy Session

In 60 minutes, I’ll identify the issues and gaps in your business, and put together a 90-day plan to turn it around. We’ll cover everything – your P&L, people, vision, culture, systems, and internal state. 

When I took over the family business (Nitschke Real Estate), I discovered we had six weeks of cash left in the bank. I’ll share everything I did to rebuild the business, instead of selling it or dissolving it. 

Schedule your session and you’ll get a free copy of Leading Out of Loss.