Episode 106 - Brokerage Benchmarks

Rod Santomassimo walks through the critical performance benchmarks every commercial real estate broker needs to know — and measure. Most brokers track closings and commissions but ignore the upstream activity metrics that actually predict results. In this episode, Rod lays out the full pipeline conversion framework, from first calls to closed deals, with specific targets at each stage. Key Takeaways - If you're not measuring conversations and meetings, you're flying blind - A weak pitch win rate is almost always a discovery problem, not a closing problem - Your value proposition on the phone determines whether you even get to the meeting - Discipline and execution — not market conditions — drive your conversion rates - Know your numbers at every stage: the broker who tracks wins