Real Estate Template


The Real Estate template combines some of the key metrics real estate agents should focus on. These metrics are split across the Real Estate - Leads and Customer Metrics, Real Estate - Listings Metrics and Real Estate - Sales Metrics pages in Spotlight. To make the most of the Real Estate template, you will need to:

  1. Source non-financial data
  2. Assign specific report codes to key accounts
  3. Evaluate the formulas and customise using the formula builder if necessary. Some real estate agents may measure these metrics differently due to seasonality, setup of accounts or other factors.

Non-financial data required

Most professional services metrics require financial and non-financial data. Therefore, you will need to collate and enter the following non-financial information (actuals and target) into Spotlight:

  • New customers
  • Total customers
  • Sales leads
  • Sales Referrals
  • Sales Enquiries
  • Sales closed (this can be the same value as new customers)
  • Sales Items
  • Sales Transactions
  • Customer satisfaction
  • Time - billable (hours)
  • Time - non-billable (hours)
  • Staff - total

You can manually enter the data into the non-financial tab under Customise Data. Alternatively, enter the data into this Excel template and import it into Spotlight using the Excel import function on the Import tab.

Real Estate - Leads and Customer Metrics Page

Calls Made

RealEstate Callsmade

Explanation: Shows the number of calls or contacts made compared to last year. Calls are an important part of bringing people into the sales pipeline.

Formula: Sales Leads

Report codes used: SAL.LEA


RealEstate Referrals

Explanation: This shows the total number of referrals per month.

Formula: Sales Referrals

Report codes used: SAL.REF

Buyer and Listing Appointments

RealEstate ByerandListingAppointments

Explanation: The number of initial meetings with buyers and sellers compared to last year. Shows the number of new opportunities created.

Formula: Sales Enquiries

Report codes used: SAL.ENQ

Listings Conversion

RealEstate ListingConversions

Explanation: The percentage of new listings that came from opportunities compared to last year. This shows how effective agents are at converting opportunities into clients.

Formula: New Customers divided by Sales Enquiries

Report codes used: CUS.NEW, SAL.EQU

Customer Satisfaction Rating

RealEstate CustomerSatisfactionRating

Explanation: Measures the satisfaction gained from customers based on their experience of your services and products provided.

Formula: Customer Satisfaction

Report codes used: OPR.CSR

Real Estate - Listings Metrics Page

Sales Completed

RealEstate SalesCompleted

Explanation: This shows the number of properties sold compared to last year. This helps track sale progress and growth.

Formula: Sales closed

Report codes used: SAL.CLO

Total Listings

RealEstate TotalListings

Explanation: This shows the total number of properties listed. This indicates the condition of the market and the effectiveness of sales and marketing.

Formula: Sales - item

Report codes used: SAL.ITM

New Listings

RealEstate NewListings

Explanation: This shows the number of new property listings compared to last year. This indicates whether there is a new supply to replenish inventory levels.

Formula: New customers

Report codes used: CUS.NEW

Inventory Available

RealEstate InventoryAvailable

Explanation: This shows how many months of inventory is remaining. Too much inventory shows it's a buyers market whereas too little inventory indicates a seller's market.

Formula: Sales items dividend by sales closed

Report codes used: SAL.ITM / SAL.CLO

Average Listings Per Agent

RealEstate AverageListingsPerAgent

Explanation: This shows the average number of listings across all agents compared to last year. This indicates whether there is adequate inventory for agents and the potential for recruiting more agents.

Formula: Sales closed divided by Sales Items

Report codes used: SAL.ITE / STA.TOT

Real Estate - Sales Metrics Page

Absorption Rate

RealEstate AbsorptionRate

Explanation: Measures the rate at which properties were sold in comparison to total listings.

Formula: Sales closed divided by sales items

Report codes used: SAL.CLO / SAL.ITE

Days on Market

RealEstate DaysonMarket

Explanation: Displays the average number of days properties remains in inventory from listing to closing. This indicates whether there is market demand for properties or if the demand is cooling off.

Formula: Sales time

Report codes used: SAL.TIM

Visits Per Sale

RealEstate VisitsPerSale

Explanation: Displays the average number of times an agent showed properties to potential buyers before the properties were sold. This indicates how effective an agent is at qualifying buyers or showing properties. It can also reveal how effective pricing or marketing strategies are.

Formula: Sales visits divided by sales closed

Report codes used: SAL.VIS / SAL.CLO

Price Difference - Asking vs Selling

RealEstate PriceDifference

Explanation: Shows the average percentage difference between the asking and selling price of properties. This can reveal if there is overpricing in the market or the inability of agents to sell at desired prices.

Formula: Sales transaction targets divided by sales transactions actuals

Report codes used: SAL.TRA

Average Commission Per Sale

RealEstate AverageComissionperSale

Explanation: Shows the average commission received from property sales compared to last year.

Formula: Trading revenue divided by sales closed

Report codes used: REV.TRA / SAL.CLO

Average Commission % per Sale

RealEstate AverageComissionpercent

Explanation: Shows the average commission percentage received from property sales compared to last year.

Formula: Trading revenue divided by Sales transactions

Report codes used: REV.TRA / SAL.TRA


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