What do you track for leads?

[metaylor9]

OK...so I am a little ashamed to admit that I don't track nearly enough data from my registrations. As I am starting to assemble my team I am quickly realizing how foolish this is and how important this will quickly become. So, what (and how) do you guys track from your leads. Here is what I have come up with so far to try and track:

Unique visitors to registrations:
% of regs. With correct/wrong phone #:
% of regs. With correct / wrong email:
Registrations to sales:
Keywords:
Types of keywords (MLS #, address, city keyword etc):
Source of lead (blog, google, yahoo, etc.):
% contacted on first call
% never contacted via phone

What else am I missing? Thanks.

[rvolk75]

How about ?

- # of people who unsubscribe from your drip emails.
- % of return visitors.
- % of people who respond to drip emails. Which email?
- # of people who contact you from your website via email/phone.
- # of daily leads.
- % of leads who want to move in the next 3 months, 6 months, etc.

I know it's a lot of information to track, but it can certainly help you see the "big" picture and which way your business is heading and which areas need further improvements.

[metaylor9]

Thanks for the ideas Russ. OK so...how in the heck do you track all of that data and make it usable?

[rvolk75]

You can certainly make the data usable... the trick is to track it. You might need to clone yourself. LOL

Start gathering the statistics from REW CMS, GA and Webmaster Tools and start tracking them in Excel. You can setup formulas and charts and then with time, you'll see what else is missing and start working on that.

It's a lot of work, but knowing your numbers is crucial to your success.

[HawaiiRealEstateReporter]

What page did they register from.

Also lead "score", i.e hot, warm, incubate, long term follow up, cold.