Companion Workbook
12
The First 12 Tracker
Systems over luck. Track it, and it grows.
For educational use. Always follow your state's real estate laws and your brokerage's policies.
The First 12 Tracker · 01
Licensed-Day Setup
Complete within your first 14 days. Confirm each item with your broker.
Business Basics
- Brokerage chosen & onboarding complete
- Separate business bank account
- Bookkeeping & mileage tracking set up
- Met with CPA about taxes & entity
- Board / MLS / lockbox access
- E&O insurance coverage confirmed
Tech Stack
- CRM set up and in daily use
- Professional email + compliant signature
- Business phone line
- Calendar with weekly time blocks
- E-signature & transaction tools
- Digital business card / QR code
Brand
- Professional headshot
- One-line brand statement written
- Social profiles show brokerage name
- State advertising rules reviewed with broker
- Launch announcement drafted
Compliance
- State & city protected classes listed below
- Brokerage buyer-agreement process learned
- Brokerage AI & social media policy reviewed
- Safety plan for showings & open houses
My state & city protected classes
The First 12 Tracker · 02
The 12 Closings Board
Fill in each milestone as it closes. Celebrate every one.
The First 12 Tracker · 03
My 12-Closing Math
Adjust the starting model for your market with your broker.
| Stage | Starting model | My annual | Monthly | Weekly |
|---|---|---|---|---|
| Closings | 12 | |||
| Contracts | 15 | |||
| Signed clients | 30 | |||
| Consultations | 60 | |||
| Conversations | 600 |
Daily minimums
— 10 relationship touches
— 2 handwritten notes
— 1 piece of content
— 1 new CRM contact
— Log it in this tracker
The First 12 Tracker · 04
Weekly Activity Log
Print one per week. Review every Friday for 15 minutes.
| Activity | Mon | Tue | Wed | Thu | Fri | Sat | Sun | Total |
|---|---|---|---|---|---|---|---|---|
| Relationship touches | ||||||||
| Real conversations | ||||||||
| Handwritten notes | ||||||||
| Content posted | ||||||||
| New CRM contacts | ||||||||
| Consultations set | ||||||||
| Open house visitors | ||||||||
| Events / coffees |
This week's win
What I'll improve next week
The First 12 Tracker · 05
Relationship Radius: Top 25
Your A-list advocates. One meaningful touch each month.
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FORD = Family · Occupation · Recreation · Dreams. Print extra pages for your full list.
The First 12 Tracker · 06
Pipeline Tracker
Move every opportunity forward. Check the stage it has reached.
| Client | Source | Conversation | Consult | Signed | Active | Contract | Closed | Next step |
|---|---|---|---|---|---|---|---|---|
The First 12 Tracker · 07
90-Day Launch Plan
Check off each item. Write your start date on each phase.
Days 1–14 · Set up
- Setup checklist complete
- 150 names in CRM, sorted A/B/C
- 25 personal launch messages
- Headshot & profiles updated
Days 15–30 · Rhythm
- 10 touches every workday
- First open house scheduled
- Primary social platform chosen
- AI 30-day content calendar
- Weekly referral-partner coffee
Days 31–60 · Expand
- Two open houses this month
- Joined two community groups
- First newsletter sent
- Consultation packet & listing presentation
- First hosted event planned
Days 61–90 · Convert
- First event hosted
- 5–10 consultations held
- Weekly numbers reviewed with mentor
- First milestone celebrated
The First 12 Tracker · 08
Events, Open Houses & Content
Log every in-person touchpoint and your posting streak.
Open houses & events
| Date | Event / address | Visitors | Conversations | Follow-up done |
|---|---|---|---|---|
Referral partners
| Name | Profession | Coffee date | How I can help them |
|---|---|---|---|
Content log
| Week | Platform | Posts / videos | Stories | DM conversations |
|---|---|---|---|---|
The First 12 Tracker · 09
Clients for Life
Every closing starts a lifelong relationship. Check each touch as you complete it.
| Client | Home anniversary | Wk 1 | Mo 1 | Mo 3 | Mo 6 | Mo 12 | Referrals |
|---|---|---|---|---|---|---|---|
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Monthly reflection