Lead Engine Tracker, Blank

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How to use this. Print this page (or save as PDF). Map every closing from the last 12 months to its actual source. Be honest. Sources marked with a gold dot are the 3Rs (Reviews, Referrals, Repeat). Your target is to have 80% of your closings come from 3R sources. If you're below, you have a referral engine problem, not a lead generation problem. Tip: in your browser's print dialog, choose Portrait and 100% scale.
Get In to Get Out · Exercise 4
The Lead Engine Tracker
80% of your business comes from 20% of your sources. Track until you know which 20%. Then stop doing everything else.
Predictability is the foundation of every margin, every surplus, and every option this business can eventually give you.
3R = Reviews, Referrals (past clients), Repeat. Track your 3R share. Target ≥ 80%.
Source # Closings GCI ($) Notes
Reviews (online inbound)
Referrals, past clients
Referrals, sphere / network
Repeat clients
Open Houses
Zillow / paid portals
Google PPC
Social ads (Meta / IG)
Cold calling / prospecting
Door knocking
FSBO / expired listings
Agent referrals (out of market)
Other:
TOTALS $
3R Closings
Sum of gold-dot rows
3R Share
%
3R closings ÷ total. Target ≥ 80%.
Total Closings
All sources combined

Decisions from the data

e.g., Monthly email, quarterly call, annual client event.
Sources you're spending time or money on that aren't producing.
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