HOW MUCH DO YOU WANT TO NET?

NET A = How much money do you want to make in one year? $500,000.00
+ Cost of Sale B = Company / Brokerage / Royalty $100,000.00
+ Expenses C = Yearly Operating Expenses $75,000.00
+ Taxes D = Example 30% to taxes $150,000.00
TOTAL GCI A+B+C+D=E $825,000.00
AVG SALES PRICE F = What is your projected average sales price $250,000.00

AVG COMMISSION G = What is your average commission per deal? $12,500.00

TOTAL CLOSED
E/G=H 66
UNITS
TOTAL CLOSED HxF=I $16,500,000.00
VOLUME

% OF BUSINESS What % of your business will come from Listings vs. 60%
Buyers? Recommended is 50% for individual agents.
LISTINGS SOLD J = H x % of Business from Listings 40
J / 75% Conversion of Listings Taken to Listings Sold.
LISTINGS TAKEN Example: 12 Listings Sold / 0.75 = 16 Listings Taken to 53
close 12 Listings

Listings Taken / 50% Conversion of Listings

LISTINGS Appointments to Listings Taken. Adjust accordingly for 106
APPOINTMENTS your %. Example: 12 Listings Taken / 0.5 = 24 Listing
Appointments needed to take 12 listings
BUYERS SOLD Closed Units x % of Business from Buyers 26
Closed Buyers / 75% Conversion of Buyer Contracts
BUYER CONTRACTS Written to Buyers Sold. Will 7.5 out of 10 buyer contracts 35
WRITTEN
written end up closing?
BUYER Buyer Contracts / 50% Conversion of Buyer Appts to
APPOINTMENTS Buyer Contracts Written. Adjust accordingly to your %. 70

APPOINTMENTS PER Listing Appts + Buyer Appts = Annual Appointments 4

WEEK Needed. Annual Appointments / 48 Work Weeks
RELATIONSHIPS / 20:1 Ratio (5%) Return to MET Database. 1320
DATABASE Closed Unit Goal / 0.05

MARKETING 50:1 Ratio (2%) Return to HAVEN'T MET Database. 3300

Closed Unit Goal / 0.02