Use this real estate lead tracking spreadsheet for real estate agents to track their lead sources throughout the year.
Today we are going to talk about how a real estate lead tracking spreadsheet will help you better understand where your leads come from. By using a simple spreadsheet, you can begin to refine your craft and focus on the lead sources that generate the most business for you. This is an extremely helpful tool, especially at the end of the year when you review your numbers and make a business plan to move forward.
VIDEO: Real Estate Lead Tracking Spreadsheet – FREE TEMPLATE
Where do your leads come from?
As we have discussed before at length, most of your leads will come from your sphere of influence (SOI). This is true across the industry and it is the reason why your SOI should be your primary pillar of business.
You should always track where your leads come from. Use a real estate lead tracking spreadsheet to do this. Within the video in this blog, I show off a few examples of what ICC clients are doing. This is a great tool to start using now and review at the end of the year to draw some conclusions about which lead sources are the most valuable for your business.
What should you track?
You can make it as intricate as you like, or keep it simple. It all depends on what information you would like to track and how much information you want to include.
- source that your leads come from
- the number of units sold from each given source
- your closed ROI from each source (how much GCI you made)
- sales volume from each source
- number of pending
- pending ROI
- investment (how much you spent on these leads)
- % return (based on how much you spent vs your ROI)
- average commission
- average sales price
Lead sources on your Lead Tracking Form
This is how you see what’s working. Break down your business into lead sources for insight into which lead sources are valuable to you. Here are the lead sources that we include on our ICC Lead Tracking Form template. We provide this template as a starting point for all of our clients here at ICC, and today you have the opportunity to download it for free as well.
- Referrals from SOI
- Vendor referral
- Agent referral
- Open houses
- Door knocking
- Geographic farming
- Yard sign call
- Social media
- FSBO prospecting
- Expired prospecting
- Circle prospecting
- Google LSA
- Google Ads
- Facebook Retargeting
- Facebook Ads
- Agent Website
It’s all about accountability
Why use a real estate lead tracking spreadsheet? Well, beyond the insights it provides, it also provides accountability. It holds your dollars accountable, and it holds your activities accountable. For example, if you’re spending two hours a day calling Expireds and FSBOs and you’re only closing four transactions per year, that time might be better spent focused on another lead source.
FREE DOWNLOAD: real estate lead tracking spreadsheet
Today we are giving you the ICC Lead Tracking Form, FREE, for subscribing. This editable spreadsheet is fully customizable and will get you started with tracking your leads.
Want to learn more?
- Read The High-Performing Real Estate Team. You can buy Brian Icenhower’s best-selling book on Amazon.
- Subscribe to The Real Estate Trainer Podcast. You can find it on Apple Podcasts, Google Podcasts, Spotify, Podbean, and anywhere you listen to your favorite podcasts.
- Join the Real Estate Agent Round Table. We are always posting fresh content, including market updates, free templates, and host dynamic discussions with the industry’s top producers.
- Subscribe to our newsletter. In the sidebar of this blog, you’ll see a form to fill out to subscribe. You’ll be the first to find out about our new resources, free downloads, premium online courses, as well as promotions.
- Reach out and talk to an ICC coach. Not sure which of our coaching programs is right for you? Let us help you.