Ep 73: The Top 5 Metrics Every Advisor Needs to Measure

Episode 73: The Top 5 Metrics Every Advisor Needs to Measure

Guest: Erica Pauly

Overview

Welcome to the Financial Advisors Want to Know Podcast! I’m Catherine Tindall, CPA with Dominion Enterprise Services, where we help financial advisors navigate income tax planning and compliance.

Today’s guest is Erica Pauly, founder of Track That Advisor, a data storytelling firm helping advisors and business owners harness clean data, strong reporting, and actionable insights. In this episode, Erica breaks down the five core metrics every advisor should track to understand performance and scale smarter.

Key Takeaways

✅ Track the Right Five Metrics – Focus on stick rate, close rate, average case size, cost per client, and pending opportunities to get a true pulse on your practice.

✅ Know Your Benchmarks – Use industry baselines like a 70% stick rate and 30% close rate to identify strengths and gaps in your growth efforts.

✅ Start Tracking Early – Once you’re beyond pure referrals, you need solid data tracking to manage leads from digital marketing, seminars, and other channels.

✅ Delegate Data Management – Advisors should focus on sales and service, not running the data back-end; assign this to an admin or marketing team member.

✅ Tell the Story Behind the Numbers – Go beyond looking at raw data—use it to uncover bottlenecks, improve workflows, and guide smarter decisions.

Connect with Erica Pauly

🌐 Track That Advisor
🔗 LinkedIn

Connect with Catherine Tindall

🔗 LinkedIn
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📧 Email: admin@dominiones.com
🌐 Visit Dominion Enterprise Services

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