Track key conversion metrics and practice skills to close more deals.

Conversion is the backbone of success in real estate. It involves the process of transforming conversations into appointments, agreements, and ultimately, closed deals. However, success doesn’t happen by chance. It requires careful tracking, deliberate practice, and a commitment to improvement. Today, I’m sharing how tracking your numbers and honing your skills can help you achieve predictable, consistent results in real estate.

To truly understand your conversion rates, you must track specific metrics, such as:

  • The number of conversations you have
  • Scheduled and met appointments
  • Signed agreements (buyers or sellers)
  • Closed transactions

Each step between these milestones reveals a conversion ratio. For example, after tracking activity for three months, you might find that 100 conversations lead to five appointments, and those appointments result in three signed agreements. Knowing these ratios makes your business predictable and helps you plan how many conversations are needed to meet your goals.

How to increase conversion rates. Once you’ve identified your current ratios, the next step is increasing them. The goal is to achieve better results with fewer conversations and appointments. The best way to do this? Practice.

On my team, we practice five days a week during our skills practice sessions. From 8:30 to 9:00 a.m., we focus on sharpening the skills needed for challenging conversations. Recently, we’ve been working on “deal doctoring,” helping agents navigate turbulent transactions. With about 15% of all deals falling through in today’s market, these sessions empower agents to proactively address issues and reduce fall-through rates to less than 10 %

Consistency and practice. Real estate isn’t just a job. It’s a craft that demands dedication and professionalism. By committing to consistent practice, you position yourself as an expert who rarely makes mistakes. Skills practice isn’t just about improvement - it’s about building confidence and delivering exceptional service to clients.

I know this might seem confusing at first, and that’s perfectly okay—that’s what we’re here for. Join us at our skills practice session where you’ll experience first-hand how consistency, practice, and mentorship can elevate your career. Just contact me at 603-617-2753. I look forward to seeing you there!