Your Monthly Sales Results Are?

Real Estate Agent with Dirt Road Real Estate SA676002000

Today is the last day of January 31, 2020. These past 31 days probably flew by fast. You just might find yourself thinking where did the month go?


Now is the time for reflection and any course corrections to ensure 2020 is as good if not better than 2019. So what where your goals for this month? And obviously what were your results.


So either pen and paper or keyboard and printer, create 5 columns. The first column going from left to right is labeled activity. Next is the number sign followed by the word Goal. Column four is “Met Yes” and Column Five is “Met No.”


List these activities in the first column:

  • New Sales Leads
  • Past Sales Leads – Interactions
  • Offers Submitted
  • Offers Cancelled (Note this goal should be zero)
  • Offers Accepted in Escrow (Close of Escrow offers)
  • Closed Offers – Sold (Recorded)
  • Showings
  • Properties Viewed by Showings
  • Commission (income)


Then below this information I have a section listing all the showings I have undertaken during the month. I also listed other properties viewed.


Additionally I have a printed sheet where I keep track of all incoming sales leads and past interactions. Tracking this information take maybe 5-15 minutes daily depending upon the activity level.


Another paper tracking tool I have created is a downloadable calendar where I pencil in all submitted offers and confirmed COE contracts. In just a glance I can see  when submitted offers should be accepted as well as how many escrow closings I have for each month. These sheets are kept in my hard copy appointment book which is my backup to my electronic calendar.


Finally I have a quarterly sheet that summarizes my monthly activity. This tool allows me to view quarterly activity and quickly determine any quarterly trends.


Yes as noted this tracking of my sales activity does take time. However, one consistent sales success factor is salespeople who know their numbers are consistently more successful than those who don’t keep track of their numbers beyond the dollar amount. By the way did you notice commission was the last item I track?  This is intentional as my income is a direct results of my activity.


Your end of the month activity review should also include revisiting all sales leads and undertaking any follow-up calls. This is another process you should employ to ensure your sales success. With the hard data in hand you can make any course corrections for the next month from increasing marketing activity to undertaking any new sales related activity such as calling past customers and asking for one to three referrals.


For me, my monthly reflection takes about 30 minutes and that includes printing out the sheets for the next month. I then file these completed sheets in a 3 ring binder with monthly tabs.


I leave you with two more reasons why your sales activity should be track:


#1 – People confuse motion with progress and activity with results.

#2 – If you don’t have the time to do it right, when will you have the time to do it over?


Graphics courtesy of



Posted by

Leanne M. Smith, MS, GRI, rCRMS

2018 KGVAR Rookie Realtor of the Year-55+
219.508.2859 MST
Life Begins Where the Pavement Ends
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Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

We hasve what is called CEO metrics where we break down sales versus expenses to calculate return on investment. This fits into quarterly and yearly goals.

Jan 30, 2020 08:34 AM #1
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

This approach has value....

Jan 30, 2020 10:59 AM #2
Margaret Goss
Baird & Warner Real Estate - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

Leanne - I've never tracked monthly results - great idea and easy to set up in Excel. And you're definitely right about activity not necessarily adding up to success!

Jan 30, 2020 01:33 PM #5
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I am very fortunate that I’m able to have a very good sales funnel that’s working well!

Jan 30, 2020 02:27 PM #6
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Margaret Goss I don’t know if i’ve ever tracked it that closely either, but it does seem like a good idea for sure!

Jan 30, 2020 02:29 PM #7
MichelleCherie Carr Crowe Just Call...408-252-8900
Get Results Team...Just Call (408) 252-8900! . DRE #00901962 . Licensed to Sell since 1985 . Altas Realty - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

Thanks for sharing your tools for keeping on track with your numbers.

Jan 30, 2020 08:45 PM #14
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

This a great post I bookmarked it. I am going to share this with my agents

I see different parts of this helping each one with places they need to grow.

Thank you...  and By the way  I love your logo! Very eyecatching and unique!

Homer Alaska is where the road ends and the sea begins

So I also liked your life begins where the road ends! 

Jan 31, 2020 01:08 AM #15
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

This is a great tracking tool. We all need some method of tracking and then reflecting on the results to continue with things working well and adjustment to things not working so well.

Jan 31, 2020 07:18 AM #16
James (Jim) Lawson, DBA LLC - Bonita Springs, FL
Broker Associate, RSPS, BPOR, HI & PE

Your approach has lots of plusses Leanne. However, I suspect some agents forego intensive tracking. I, for example, am not dependent upon real estate sales for a living. I truly enjoy helping clients succeed and I don't care about earnings as long as I at least break even on a yearly basis which is not a problem. In my case, real estate sales is an enjoyable hobby with monetary benefits!  

Jan 31, 2020 09:16 AM #17
AJ Heidmann ~ CRS
McEnearney Associates, Inc. - Alexandria, VA
YOUR Alexandria & Arlington, VA Real Estate Expert

Leanne ~ This is great, because if you don't measure it you won't get what you want.  I also do tracking of the activities that lead to sales; calls, mailed cards, pop by's because that is the start of the whole process.

Jan 31, 2020 10:04 AM #18
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good afternoon Leanne Smith - congratulations on this feature.  I have always make the point about confusing activity with results.

Jan 31, 2020 01:41 PM #19
Tom Bailey
Margaret Rudd & Associates Inc. - Oak Island, NC

I have always lived by the slogan "do not confuse activity for accomplishments"

Jan 31, 2020 09:13 PM #22
Don Baker
Lane Realty - Eatonton, GA

In the last three months that I've been real estating.... I've shown three houses to three people had two closings and one pending contract.  My wife says I'm lucky.

Feb 01, 2020 09:15 AM #27
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Leanne- - -tracking can show if we are left in the dust or if we are the one leading...

Feb 03, 2020 08:01 AM #28
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Leanne Smith

Relocation to NW AZ with elbow room & more freedom
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