If you don't know your conversion math, you will always feel busy and underpaid. The goal is to connect weekly activity to expected closings.
Core funnel
Leads → qualified conversations → appointments → signed clients → contracts → closings. Track conversion at each step monthly.
The income bridge
Start with net income goal. Divide by average GCI per closing to get required closings. Divide closings by your offer-to-close rate to get required contracts. Work backward to appointments and conversations.
Most agents only track closings. Winners track the steps above closings because that is where leverage hides.
One number to watch weekly
Qualified conversations per week. If that number is too low, no amount of brand polish fixes the quarter.
Use the 90-day conversion forecast sheet →
Realtee IQ — Expected closings from pipeline quality, not vibes.