How do I know what is actually working in my marketing?

by | Apr 24, 2026 | Mindset and Growth

Marketing without tracking is a waste of capital. To determine what is working, you must use a "Source of Business" report.

Try these steps:

  • Assign a source to every lead. Tag every person in your CRM with how they found you (e.g., "Facebook Ad," "Open House," "Sphere").
  • Track the conversion of each source. You may find that Lead Source A produces 50 leads but zero closings, while Lead Source B produces 5 leads and 3 closings.
  • Calculate ROI per source. Divide the commission earned by the cost of the marketing for that specific source.
  • Kill the losers. Stop spending money on sources that do not result in appointments or closings after a reasonable testing period (usually 3-6 months).