As we reach the midpoint of the year, it’s time to pause and take a strategic breath. Whether you’re crushing your goals or feeling a bit off track, a Mid-Year Business Audit is the key to finishing the year strong.

Here’s how to realign and refocus:

1. Check Your GCI Goal vs. Current YTD

What was your Gross Commission Income (GCI) goal for the year? Now compare that to where you stand today.

• Are you at 50% or better?

• If you’re behind, don’t panic—adjust your monthly targets for Q3 and Q4 instead of doubling your stress.

Action Step: Create a quick GCI tracker in your CRM or spreadsheet to visualize your progress and pace.

2. Identify What’s Converting (and What’s Not)

Not all lead sources are created equal. Look back on where your closings and serious buyers/sellers came from.

• Are your social ads converting, or is your sphere still your strongest asset?

• Are you investing in platforms or activities that don’t produce ROI?

Cut the fluff. Double down on what works.

3. Audit Your Follow-Up Systems

Be honest—have you stayed consistent with your follow-up plan? Whether it’s texts, emails, or client check-ins:

• Is your pipeline getting weekly touches?

• Are you offering value, or just checking a box?

Action Step: Rebuild or automate follow-up flows in your CRM with intentionality. Templates are your friend, but personalization is your power.

4. Nurture Your Top 20%

Remember the 80/20 rule. Your top 20% of past clients, referrers, and advocates likely drive the bulk of your business.

• Have you called or texted them this quarter?

• Have you invited them to an event, sent a handwritten note, or spotlighted them?

Pro Tip: Consider a “Client Appreciation Pop-By Week” this summer. A little love goes a long way.

5. Review Pipeline Health

Pull up your spreadsheet or CRM. Check:

• of active buyers/sellers

• Stage of each lead

• Deals under contract

• Dead leads to remove

Clean pipelines close deals.

Final Thought

Mid-year is not a moment for judgment—it’s a chance to adjust. Take an hour this week to reflect, realign, and reset. You don’t need a new business—you need renewed focus on what’s already in motion.

Now go crush Q3 with clarity!!!