Income Goal and Prospecting Planner

By following these simple calculations, you will be able to determine the daily prospecting efforts necessary in order to achieve your desired annual
income. You may wish to adjust the approximated numbers based on your skill level and closing ratio.

Translating “Income Goal” into “Sales Needed” Translating “Listings” into “Prospecting Activities”
STEP 1: My income target for ________ is $_______________. Approx. 20 prospects = 1 lead
(year) (amount) Approx. 5 leads = 1 listing appointment
Approx. 2 properties receive a presentation for each listing
STEP 2: The average sales price in my area (or for my
actually obtained
business) is $_____________________________.

STEP 3: My average commission check per transaction example: 20 x 5 x 2 = 200 contacts* must be made to obtain 1 listing
is $_____________________________________.
Actual listings needed _____ x 200 contacts = ___________
STEP 4: In order to earn $____________________, I must have at (listing prospects needed per year)
(from Step 1) Translating “Listings” into “Prospecting Activities”
least _______________ transactions.
(Step 1 ÷ Step 3)
Approx. 20 prospects
Translating = 1 lead
“Sales” into “Prospecting Activities”
STEP 5: These ______ transactions will break down into: Approx. 5 leads = 1 listing appointment
Approx.
Approx. 2 properties
20 prospects receive a presentation for each listing
= 1 lead
_________sold/marketed listings Approx. 5 leads = 1 buyeractually obtained
Approx. 4 buyers = 1 sale under contract
_________sales example: 20 x 5 x 2 = 200 contacts* must be made to obtain 1 listing
example: 20 x 5 x 4 = 400 contacts must be made to obtain 1 sale
STEP 6: On average, 8 out of 10 listings sell, and 8 out of 10 Actual listings needed _____ x 200 contacts = ___________
sales get to settlement. In order to allow for these (listing prospects needed per year)
“expireds” and “fall-throughs,” use the following
calculations: Actual sales needed ______ x 400 contacts = _____________
_________ ÷ .80 = _____________ (sales prospects needed per year)
(sold and marketed listings) (actual listings needed)

__________ ÷ .80 = _____________ Total Listing and Sales Prospects Needed = ____________
(sales) (actual sales needed)

The numbers you just obtained in Step 6 will be used again on the right hand Divided by 12 = ___________________ monthly prospects
portion of this worksheet as you determine the actual number of “closed Divided by 25 = ___________________ daily prospects
”transactions needed in order to meet your goal.
*A contact is a substantive telephone or face to face discussion with a potential prospect.