The Hidden Factor Behing a Record-Breaking Year

I’ve been obsessed with data for as long as I can remember.

Back in the early 2000s, I wanted a better way to track my workouts, every rep, every run, and every session.

But there was nothing on the market that let me do it properly.

So, naturally, leveraging a Timex watch platform, I built my own.

I partnered with a developer, created a fitness-tracking app (before fitness apps even existed), and even secured a patent for it.

Why?

Because I understood that if you don’t track it, you can’t improve it.

And that obsession with tracking didn’t just apply to fitness.

It became the backbone of how I approached business, and it’s precisely what I see so many CRE brokers struggle with today.

Every CRE broker has heard that tracking their numbers is critical.

Yet, almost none of them actually do it.

They track their closings because that’s where the commission check comes in.

But what about:

• Conversations made?
• Meetings held?
• Proposals sent?
• Listings secured?

These are the leading indicators of your success.

If you’re not tracking them, you’re running on gut instinct instead of data. And in this industry, that’s a guaranteed way to fall behind. Or, to put it another way, “You can’t wing it to win it”.??

The brokers who dominate their markets don’t rely on hope.

They track, refine, and adjust.

What You Can Measure vs. What You Can’t

Some numbers are easy to track:

• Conversations made?
• Meetings held?
• Proposals sent?
• Listings secured?
• Deals closed?

These are your performance metrics, the tangible actions that drive deals forward.

But then there are the intangibles.

These aren’t as easy to measure, but they matter just as much:

• Momentum – The feeling that your efforts are compounding, creating bigger and better opportunities over time.
• Opportunity – The doors that open because you consistently show up and stay top-of-mind.
• Creativity/Inspiration – The ideas that surface when you’re engaged and active in your market.
• Long-Term Relationships – The foundation of future deals, built through trust and consistent follow-up.

Here’s the kicker: The measurable numbers fuel the immeasurable ones.

Every call, every meeting, and every proposal it all adds up, creating momentum that drives your business forward.

The Brokers Who Track, Win

Every elite broker I’ve ever worked with has a simple habit: they track the essential elements to their success, Key Performance Indicators, or KPIs.

Not because they love spreadsheets or because they have extra time on their hands.

But because they know that if they don’t track it, they can’t improve it. Tracking removes guesswork and tells you exactly where to focus. It separates professionals from amateurs.

So here’s a challenge for you:

What Are Your Numbers So Far in 2025?

If you had to answer right now, could you tell me:

• How many calls have you made this year?
• How many conversations have you had with new prospects?
• How many meetings have you booked?
• How many proposals have you sent?
• How many exclusives have you secured?

If you don’t have those numbers at your fingertips, you’re leaving your success up to chance.? In fact, you are not running a business but simply treating your CRE brokerage business as a hobby.

But if you start tracking today, you’ll gain control over your growth.

Reply to this post and tell me your numbers. Be accountable to yourself.

If you want to get serious about your growth, we’ve built dozens of frameworks that have helped over 4,200 CRE brokers track, measure, and scale their businesses predictably.

Click here to schedule a free 30-minute Broker Breakthrough Strategy Session.