REsimpli Mastermind Recap

Six-Step KPI Audit Framework with Josh & Tiffany

Date: (21 Apr, 2026)

Yesterday’s REsimpli Mastermind featured Josh (and a planned appearance by Tiffany) sharing their six-step KPI Audit Framework designed to stop deal leakage, diagnose exactly what’s broken in your acquisitions process, and fix it fast. Josh walked the group through why guessing and “hustle harder” thinking fails, how to measure the funnel with meaningful KPIs, how to run targeted audits, and a repeatable coaching workflow that restored conversions across their team in days. Below is a recap of the major topics and tactical takeaways.

Topic: The Real Problem — Process, Not Market or Leads

Challenge: When contract volume drops, owners and teams immediately blame the market, the leads, or the person on the phones. That guessing wastes time and marketing dollars.

Advice: 

Stop blaming and start measuring. If your business only runs when you’re in it, it’s not a business — it’s a job. Track conversions through each stage of your acquisitions funnel so you know exactly where the leak is.

Key Insight: 

Nine times out of ten the issue is the process (onboarding, training, audits, KPI tracking), not the market or the lead source.

Topic: Sales is a Recipe — Cake Analogy

Challenge: Many teams “wing it” — no recipe, no standards — producing wildly inconsistent results person-to-person and month-to-month.

Advice: 

Treat sales like a recipe. Build a repeatable, check-the-box process (scripts, expectations, ramp timeline) and train reps to follow it. Measure conversions and coach against the recipe.

Key Insight: 

Consistency beats hustle. With a consistent recipe you remove randomness and predictable results follow.

Topic: The TIF Framework (Track, Identify, Fix)

Challenge: Teams either don’t track KPIs or track them without knowing what to do next.

Advice: 

Follow TIF:

• Track the right data (scorecards for each conversion).
• Identify red flags (which KPI fell out of control).
• Fix the problem (CRM audit → call review → diagnose → action plan → coach & execute).

Key Insight: 

A scorecard tells you where to audit so you can stop guessing and start solving.

Topic: The Funnel — Conversions to Track and Common Red Flags

Challenge: Deals leak at predictable places — without visibility you miss which conversion is failing.

Advice: 

Track and benchmark conversions at each step: Marketing spend → Leads → Dials → Connections → Qualified (raised hand) → Completed appointments → Offers → Contracts. If a conversion slips, that KPI directs your audit.

Common red flags and diagnostics by stage: 

• Dials → Connections: Check data integrity, skiptracing, phone number health (spam-likely), dialer settings (dial duration), call cadence (triple-dial), and hours of operation. Example: testing evenings (4–8pm Mon/Wed/Fri) improved connects.
• Connections → Motivated Leads: Segment lists better (e.g., foreclosure absentee vs. generic absentee), sharpen openers/hook, improve tonality and trust-building, rotate trusted caller IDs.
• Motivated → Completed Appointments: Audit rep behavior (rapport, qualification flow), ensure motivation & urgency are prioritized over price, and remove disqualifying habits.
• Appointments → Offers: Check for ghosting (set expectations), underwriting bottlenecks (decision delays), and whether the closer can access the info and authority needed to present offers quickly.
• Offers → Contracts: Audit discovery quality (motivation & urgency), objection handling (e.g., “I need to think/pray/talk” is often a soft no), offer framing, underwriting assumptions, and rep delivery/confidence.

Topic: Underwriting Mistakes & Buyer Types

Challenge: Relying on simplistic formulas (e.g., ARV × .7 − repairs) leaves money on the table or wrongly kills deals.

Advice: 

Understand multiple buyer types and local market nuances. Don’t auto-kill deals that don’t fit a single formula; consult dispo/buyers and consider exits (retail sale, flip, rental, wholesale, agent sale). Remove geographic ignorance with simple maps/criteria for where reps can underwrite.

Key Insight: 

Good underwriting is contextual — the same property can be a win for one exit/buyer type and a pass for another.

Topic: Onboarding, Ongoing Training, and Call Audits

Challenge: New hires get thrown into the fire and bad habits form; without call reviews you have no film to coach from.

Advice: 

Create clear 30/60/90 ramp expectations, ongoing weekly training to prevent drift, and a disciplined call-audit process (listen, check-the-box, diagnose). Use a scorecard to pull the exact calls to audit.

Key Insight: 

Frequent, structured coaching beats ad-hoc feedback.

Case Study: Fixing Offers-per-Contract Leak (Georgette)

• Benchmark used: ~2.5 offers per contract (their standard).
• Problem: One rep (Georgette) was at ~6.7 offers per contract — meaning many lost deals.
• Audit: CRM review → call audits on lost offers → found one recurring objection (“I need to pray/think about it”) that she accepted at face value.
• Fix: Listen to calls together, live coaching with a whisper feature for the next 25 offers, rehearse stress-testing that objection and closing behaviors.
• Result: Georgette returned to ~2 offers per contract, preventing an estimated $40,000 in monthly leakage (example math based on average profit per deal of ~$20k).

Key Insight: 

Pinpointing and coaching one behavioral gap can recover significant revenue quickly.

Topic: Operations & Team Structure

Challenge: Owners think they need a huge team to scale contract volume.

Advice: 

A lean, well-organized team + systems works: CEO/COO, a VA for KPI tracking & marketing, sales manager, two closers, two follow-up specialists (lead managers), a dispo person, and an operations coordinator can handle high contract volume when process is tight.

Key Insight:

Systems and role clarity beat big headcount.

Topic: Tools, Resources & Getting Help

• Josh/Tiff promised and shared an acquisition scorecard during the session (link was posted in chat).
• Resources mentioned: ResultsDrivenREI.com Tools & Resources listing for recommended vendors, VA services, and tech.
• Offer: They run coaching, immersion training, and fractional services for teams that want implementation help (email contact shared in session for follow-up).

Key Insight: 

Use tools to track; use coaching/implementation to change behavior and execute fixes.

Tools & Tactics Mentioned

• Acquisition scorecard / KPI tracker (shared in session chat)
• Call recording, call audit checklist (check-the-box process)
• Dialer settings tuning (dial duration, triple-dial)
• Evening phone hours (example: 4–8pm Mon/Wed/Fri)
• Whisper feature for live coaching during offers
• Disposition mapping and buyer-type frameworks (to avoid over-rejecting deals)
• ResultsDrivenREI Tools & Resources (vendor/VA list)
• Focused onboarding + ongoing training cadence

Best Advice from the Session

• Stop guessing; measure. Your scorecard tells you where to look.
• Sales is a recipe — document it, train it, and audit it.
• Prioritize motivation & urgency over price during discovery.
• Use call audits to diagnose specific behavioral issues and coach them out quickly.
• Fix process leaks before increasing marketing spend — you’ll get more from existing leads.
• A small, well-run team with clear systems beats a large, chaotic team every time.

If you missed it: the acquisition scorecard and slide deck were shared during the call (links posted in chat) and Josh invited attendees to reach out to the Results Driven team for implementation help or fractional services.