Tuesday I made a claim: the agents pulling ahead aren't chasing the newest tools. They pick 2-3 AI workflows that directly touch revenue and they run them every week. Knowing what to focus on is hard. Most agents go with gut instinct. But you don't have to. Your last 12 months of closings already hold the answer.
Research shows half your prospects aren't a good fit, and referrals from ideal-fit clients close at a 71% higher rate. Know who you serve best and everything downstream gets sharper - content, follow-ups, listings, and referrals.
I saw this working with the Knox Brothers in Naples. They were focused on the high end of the market, but when they analyzed their top client data with AI, it didn't come back with "wealthy people." It came back with a 50-62 year old couple, former entrepreneurs and C-level operators with spreadsheet brains and multiple properties who think in pro formas. Within a week they'd rewritten their website copy, shifted email outreach and ad targeting.
Below is a 10-minute audit that does the same thing. Use data that’s just sitting on your computer to tell you where your revenue comes from, where your advantages are, and who to prioritize.
Step 1: The Deal Audit
Pull up your last 24 months of closings (12 is fine too but you can go back as far as you want). The more detail the better. A simple spreadsheet is all you need, but even a list typed from memory works. Open Claude, ChatGPT, or Gemini and paste this:
Analyze my real estate transactions from the last 12 months [attach your file]. Look at everything: deal size, client demographics, lead sources, neighborhoods, timelines, referral patterns. Tell me: who is my actual ideal client based on what the data shows? Where is my revenue really coming from, and what's at risk? What patterns am I missing? What should I double down on and what should I stop spending time on?
You’re looking for hidden advantages such as strong repeat referral resources or concerns, like 60%+ of your revenue comes from online leads. Most agents have never seen their deals broken down this way.
Step 2: The Time Audit
Toggle on AI access to your calendar through one of the connectors in your settings. If you don’t feel comfortable doing that just pull up your calendar, switch to monthly view, and take a screenshot. Paste that into your AI tool and write this:
Here's my calendar for the past month. Based on my transaction data, my ideal client, and how I'm actually spending my weeks, where is the biggest mismatch between where my time goes and where my best deals come from? What should I be doing more of? What should I stop doing or delegate? If I could only carve out 3 hours per week, where should those hours go?
This is where most agents get uncomfortable. The mismatch between where you spend time and where you generate revenue is almost always larger than you think. AI can't show houses or build trust on a late night phone call but it can draft follow-ups, analyze comps and write market updates for the clients who are actually gonna convert in 2026.
Step 3: The Priority Matrix
This is where it comes together. Take both outputs and ask:
Based on everything you now know about my deals, my ideal client, my revenue sources, and how I spend my time, give me exactly 3 workflows I should run every single week. They need to directly serve my ideal client or protect my best revenue source. Each one should take 20 minutes or less. Tell me exactly what to do, step by step, and what the output looks like when it's done.
That's it. Not a "complete AI transformation", just three things built around your actual deals and your actual calendar. Tuesday I told you Seedance is incredible and you should ignore it. This is what you do instead. Focus and give it a try.
This audit scratches the surface. In my AI Marketing course starting March 23, we go all the way: building your full ideal client profile with AI, creating a 12-month marketing plan, and setting you up with a series of weekly actions. Five live sessions with me over two weeks to go from experimenting with AI to actually using it.
-Matt
