What is the 6-step KPI audit framework?
The 6-step KPI audit framework is a process for finding where deals are being lost in your acquisitions process. It helps you identify the exact performance issue, review the right data, diagnose the real problem, and create a plan to fix it quickly.
Why should I track KPIs in acquisitions?
Tracking KPIs helps you make decisions based on data instead of guessing. When contract volume drops, your KPIs can show whether the problem is with leads, calls, appointments, offers, follow-up, or closing.
What should I do when contract volume drops?
You should not immediately spend more money on marketing. First, review your current leads and conversions to see where opportunities are leaking. Often, the issue is not lead volume, but a breakdown in the sales process.
What are the main KPI stages to track?
The main stages to track are marketing dollars, leads, dials, connections, quality opportunities, completed appointments, offers, and deals. Each stage shows how well leads are moving through your acquisitions process.
What does a low connection rate mean?
A low connection rate means your team is not getting enough people on the phone. This could be caused by bad data, poor skip tracing, spam-likely phone numbers, incorrect dialer settings, or calling at the wrong time of day.
What does it mean if connections are not becoming quality opportunities?
This means your team is speaking with people, but not enough of them are raising their hand as sellers. The issue could be weak list targeting, poor call openers, low rep confidence, poor tonality, or leads that are not motivated enough.
What does it mean if quality opportunities are not becoming completed appointments?
This usually means the rep is not fully qualifying the seller. They may be focusing too much on price and not enough on motivation, urgency, property condition, or the seller’s actual reason for wanting to sell.
What does it mean if completed appointments are not becoming offers?
This can happen when sellers ghost, expectations are not clearly set, underwriting takes too long, or the lead was not properly qualified. It can also happen when the rep does not understand the market or spends time on opportunities that are not a good fit.
What does it mean if offers are not turning into contracts?
This means the team is making offers, but not closing enough of them. Common causes include poor objection handling, weak discovery, not creating enough urgency, poor offer framing, incorrect underwriting, or lack of confidence when presenting the offer.
What are the six steps to fix a KPI problem?
The six steps are to identify the red flag, review the CRM, listen to recorded calls, diagnose the problem, create an action plan, and coach the team. This process helps you move from guessing to fixing the actual issue.
Why is a scorecard important?
A scorecard makes it easy to see which conversions are healthy and which ones need attention. Instead of wondering why contracts are down, you can look at the scorecard and quickly identify where the breakdown is happening.
What is the goal of the KPI audit framework?
The goal is to stop managing based on emotions and start managing based on data. When you track the right numbers and review them consistently, you can fix performance issues faster and create more predictable results.