The information in this article is accessible only by Admin and TC users in Sisu.

The Lead Source Opportunity Cost report displays all your lead sources side by side, allowing you to assess the Recovered Opportunity cost for each lead source. To ensure accurate data capture, you must update the Expense, Total Lead Count, and Agent Lead Counts each month by navigating to Admin > Lead Sources > Counts and Expenses. Some CRM integrations can automatically populate this information for you. Once updated, you’ll be able to drill down and analyze this data for all lead sources across your team as a whole or individual users.

Topics in this article:

Features & Filters

This report is jam packed with useful features and functionality.

Features

You'll notice a Date Based checkbox at the top of the report. If you uncheck this box the report will generate data based on cohorts instead.
- When viewing the report as Cohort, Appointment Set is where we start to track your contacts progress through the life of their real estate transaction. For the best cohort conversion metrics, ensure your team members begin adding status dates once the appointment is set.
Download this report to a CSV file by clicking the downloadicon in the upper, right hand corner.
Much of the data in this report is clickable, allowing you to easily view the transactions that contribute to the report totals.

Filters

Click the Date Range Select dropdown to quickly view date ranges such as Last Month, This Year, Q4, etc.
Click the Custom Date Range to view the report in monthly increments from the calendar picker.
Click the Report Filter icon to access more detailed filtering options such as Lead Source, Transaction Stages, Postal Codes, etc.

Understanding The Tiles At The Top

Below is a breakdown of each tile displayed at the top of the report. Within the report you can hover over the tiles to reveal details on each metric.

Expense: The amount shown here is a total of all Lead Source expenses within the date range selected in the scope at the top of the report. Lead Source Expenses are tracked in Admin > Lead Sources > Counts and Expenses.
Total At Bat Opportunities: This is the total amount of lead opportunities each agent had within the date range selected in the scope at the top of the report. At Bat totals are tracked in Admin > Lead Sources > Counts and Expenses.
Average Cost Per Opportunity: This amount is calculated by dividing the Expense total by the At Bats total.
Recovered Opportunity Costs: This amount is calculated by subtracting the Opportunity Cost from the Gross Team Income, dividing the result by the Opportunity Cost, and then multiplying by 100%.
Total Closed Count: This is the total amount of transactions with a Closed Settlement Date within the date range selected in the scope at the top of the report.
Opportunity Conversion Rate: This amount is calculated by dividing the Closed Units total by the At Bat Opportunities total then multiplying by 100%.

Breakdown Of The Report Columns

Below is a breakdown of each column displayed in the report. Within the report you can hover over the column headers to reveal details on each metric.

Lead Source: All of your Lead Sources are listed here. These can be created in Admin> Lead Sources or by an integration. The “Lead Source” field will need to be completed on the transactions for them to be counted in this report.
At Bat Opportunities: This is the total amount of lead opportunities each agent had within the date range selected in the scope at the top of the report. At Bat totals are tracked in Admin > Lead Sources > Counts and Expenses.
Set: Total transactions with a 1st Time Appt Set date within the date range selected in the scope at the top of the report.
- When viewing the report as Cohort, Appointment Set is where we start to track your contacts progress through the life of their real estate transaction. For the best cohort conversion metrics, ensure your team members begin adding status dates once the appointment is set.
Met: Total transactions with a 1st Time Appt Met date within the date range selected in the scope at the top of the report.
Signed: Total transactions with a Signed Date within the date range selected in the scope at the top of the report.
Pending: Total transactions with an Under Contract Date within the date range selected in the scope at the top of the report.
Closed: Total transactions with a Closed (Settlement) Date within the date range selected in the scope at the top of the report.
Closed Volume: This amount is calculated by totaling the values entered in the “Transaction Amount” field for all transactions with a Closed (Settlement) Date within the date range selected in the scope at the top of the report.
Closed GCI: This amount is calculated by totaling the values entered in the “GCI” field for all transactions with a Closed (Settlement) Date within the date range selected in the scope at the top of the report.
Gross Team Income: This amount is calculated by deducting the Gross Agent Paid Income from the Total GCI for all transactions with a Closed (Settlement) Date within the date range selected in the scope at the top of the report.
Expenses: Total expenses for this lead source within the date range selected in the scope at the top of the report. Lead Source Expenses are tracked in Admin > Lead Sources > Counts and Expenses.
Opportunity Cost Per At Bat: This amount is calculated by dividing the Expenses total by the At Bat Opportunities total.
Opportunity Cost: This amount is calculated by multiplying the Opportunity Cost Per At Bat total by the At Bat Opportunities total.
Recovered Opportunity Cost: This amount is calculated by subtracting the Opportunity Cost from the Gross Team Income, dividing the result by the Opportunity Cost, and then multiplying by 100%.
Opportunity Conversion Rate: This amount is calculated by dividing the Closed Units total by the At Bat Opportunities total then multiplying by 100%.