3. Proposed High-Impact KPIs
These are the KPIs that would give Sebastiaan the most leverage — the ones that, if tracked, would directly move his two market strategies (dominate Menlo Park/Waterkloof and relationship-driven service). Ordered by impact, not by domain.
Tier 1 — Immediate game-changers (implement in Month 1)
| # | KPI | L0 Domain | Why It Matters | Target (suggested) |
|---|---|---|---|---|
| 1 | New Consented Contacts | 3. Network & BD | Direct measure of SOI growth. 1 new consented contact/day = 365/year. Compound Effect in action. | 5/week · 20/month |
| 2 | SOI Touch Rate | 3. Network & BD | The 24-Touch System only works if touches happen. Measures what % of consented SOI received a touch this week. | 80% of active SOI/month |
| 3 | Mandate Pipeline Value | 4. Listing Ops | Total R-value of mandates in pipeline (signed sole + open). Revenue visibility — the single most important leading indicator. | Track trend, set after 3 months |
| 4 | Mandate Conversion Rate | 4. Listing Ops | % of CMA presentations that result in a signed mandate. If this is low, the CMA or pricing conversation needs work. | >50% |
| 5 | Viewings Per Listing Per Week | 5. Buyer Mgmt | Measures listing heat. A listing with 0 viewings in 2 weeks needs a price conversation or a marketing refresh. | >2/viewing/week per listing |
| 6 | Offer-to-OTP Conversion Rate | 5. Buyer Mgmt | % of viewings that become written offers. Measures buyer qualification quality. | >15% |
Tier 2 — Strategic visibility (implement in Month 2–3)
| # | KPI | L0 Domain | Why It Matters |
|---|---|---|---|
| 7 | Referral Source % | 3. Network & BD | What % of new mandates come from referrals vs. canvassing vs. portals. Tells you which channel to double down on. |
| 8 | Transaction Cycle Time | 6. Post-Sale | Days from signed OTP to registration. Long cycles = delayed commission + unhappy clients. Benchmark against Meridian average. |
| 9 | Consent Register Hygiene | 1. Governance | % of contacts with recorded consent status, date, and source. The compliance backbone — and a competitive advantage. |
| 10 | Weekly CMA Output | 2. Valuation & Advisory | Number of CMAs delivered per week. Every CMA is a conversation that can become a mandate. |
| 11 | CRM Data Completeness | 7. Admin & Finance | % of contacts with all mandatory fields populated (consent, tier, source, notes). A clean CRM is a growth engine. |
Tier 3 — The compound effect (Month 3+)
| # | KPI | L0 Domain | Why It Matters |
|---|---|---|---|
| 12 | CPD Hours Completion % | 1. Governance | Tracked against PPRA deadline. Avoids licensing risk and fines. |
| 13 | Commission Pipeline (Rands) | 7. Admin & Finance | Total expected commission from signed OTPs in process. Revenue forecasting. |
| 14 | Morning Area Brief Read Rate | 3. Network & BD | Is the intelligence reaching him? If open rate drops, the brief format needs adjustment. |
| 15 | Client NPS / Satisfaction | 5. Buyer Mgmt | Post-transaction survey. Referral-generating clients are happy clients. |
The 10X KPI
If there is one number that, if tracked and moved, would transform the business more than any other, it is this:
New Consented Contacts per Week
Sebastiaan's business runs on relationships. Relationships start with consent. Five meaningful, consent-first conversations a day = 25/week = 1,200/year. At a 5–10% conversion rate, that is 60–120 new mandates a year. Every other KPI is downstream of this number.