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What do you do when you’re focusing on all the right dollar-productive activities and not seeing the return you want? If you’re working online leads, your sphere of influence, getting referrals, keeping in touch with past clients and still not seeing the growth you want, what’s next?

Your online presence might be the problem. Real estate professionals often let their online leads become a last priority because real estate has traditionally been a face-to-face industry.

But it’s no longer possible to ignore online leads and still be successful. Most homebuyers begin the search online. If you’re not finding and converting internet leads, it’s time to find out why. Luckily, this doesn’t have to be a mystery. When you become a master of analytics, you’ll quickly see how you can improve and bring in online leads.

Take a close look at what analytics can do for your business growth. For example, teams who look at the data can determine where to spend money on paid ads, what’s deterring people from joining an email list and what types of people are drawn to working with them.

This information can transform the way you reach new leads. While you may have thought you wanted to specialize in luxury real estate, for example, the data may show you that tons of young, first-time buyers are reaching your page. This information could lead you to either rebrand to better reach those luxury clients or embrace the younger prospective sellers and buyers and focus on converting them into clients.

In the real estate business, it’s essential to understand people. To convert leads, you need to build connections. Since so many leads are online now, analytics will help you understand who your leads are. Without this tool, you won’t be fully effective in today’s digital world.

If you’re hesitant to look at or use analytics, it’s important to figure out why. Understand what’s behind your resistance so that you can see how you can benefit from this tool. You’ll begin to realize how your business stands to improve or how you can free up time and resources. Just like any tool, learning about analytics will help empower you to do more.

Verl Workman is the founder and CEO of Workman Success Systems (385-282-7112), an international speaking, consulting and coaching company that specializes in performance coaching and building successful power agents and teams. Contact him at, or visit to learn more.