Where is your brokerage losing business?
Answer one question about where your business comes from. Then rate 18 statements about how you handle new leads, follow-up, past clients, transactions, appointments, and safeguards. These are the five areas the brokerage playbook ranks highest. You get a score, the area to fix first, and your biggest gaps. Then you can check what a fix has to earn to pay for itself.
No sign-up. Your answers stay in your browser unless you choose to email them to me. It takes about five minutes. This is a self-check, not an audit.
Where does most of your new business come from?
Not sure? The lead source report in your CRM will usually tell you.
Rate each statement: No (not true for us), Partly (sometimes, or only informally), Yes (true, and we can count on it).
What does a fix have to earn to pay for itself?
This is the model from Chapter 5 of the playbook. Your closing rate is the share of your leads that become closings. Before you ask what a change might earn, ask how much it must raise that rate to cover its cost. The starting numbers are examples, not industry figures. Replace each one with your own.
| If your closing rate rises by | Extra closings per month | Net gain per month |
|---|
These numbers are hypothetical. They are not promised results or industry benchmarks. No row is a prediction. Real closings come in whole numbers and take months to arrive. The model also assumes your lead quality, agent capacity, and mix of deals stay the same. And it assumes you can tell which closings the change produced.
The more leads you have, the more a small improvement is worth. No reliable study shows how many closings these changes add for a brokerage. So use this to set the bar a trial has to clear. Then measure the trial against your baseline: your own numbers before any change.
What the score does and does not mean.
The score shows which workflow is weakest. It does not grade your brokerage against others. The research behind the playbook found no reliable published benchmark to compare against. The "fix this first" pick is a rule of thumb. It is your weakest workflow, weighted toward the ones your business depends on most.
Fix these first, whatever else is weak. Automation repeats what you already do on a bigger scale, gaps included. That goes for consent records, fair housing checks, and human review.
The workflow your business depends on most is running on habit. The "fix this first" pick weighs this most heavily. It is usually the clearest place to start.
The last statement in the new leads, past clients, and appointments sections asks if you can pull the numbers. If you cannot, your first job is to set a baseline. Without one, you cannot check any business case, including the one above.
Have the broker-owner, a team leader, and the transaction coordinator each take it on their own. Where their answers differ is usually where to look hardest.
From diagnostic to a first trial.
Nothing here is legal advice.