THE TARGET Personal income you want this year What you want to live on, after tax and after the business has paid for itself. Percent of profit set aside for tax You are self-employed. Nobody is withholding this for you. A planning figure, not advice. Average sale price you expect Commission rate on your side Franchise or office fee off the top Set this to 0 if your brokerage does not charge one. What you keep after the brokerage split Use your blended split for the whole year, not the pre-cap or post-cap number.

BUDGET — MARKETING Advertising and boosted posts Signs, riders and printing Website and CRM Photography, video and floor plans Client gifts and closing gifts Client events and sponsorships

BUDGET — RUNNING THE BUSINESS Association dues, MLS, lockbox Education, coaching, designations Errors & omissions and liability Software, phone and tech Office supplies and postage Bookkeeper, accountant, legal

BUDGET — CAR AND TRAVEL Vehicle payment or lease Fuel, insurance and maintenance Travel and lodging Meals and client entertainment

BUDGET — BUYING LEADS What you will spend buying leads Portal leads, paid search, referral fees you pay out. The next tab tracks every source, paid and free — this line is only the money you spend buying leads.

WHAT THE BUSINESS COSTS

Marketing—

Running the business—

Car and travel—

TOTAL BUSINESS BUDGET—

Which is this every month—

WHAT YOU MUST EARN

Pre-tax profit required—

GROSS COMMISSION REQUIRED—

You keep this much per closing—

CLOSINGS THE PLAN NEEDS—

Closings per month—

Sales volume that represents—

IS THE BUDGET SANE

Closings before you earn a cent—

Expenses as a share of commission—

Marketing and lead spend as a share—

What each closing costs to produce—

What each closing puts in your pocket—

Whole expense budget per closing—

Lead Source ROI

One row per source. Fill spend now, fill the rest as the year goes.

	Cost per lead	Cost per closing	Lead to closing	Net after cost	Return on spend	Commission per hour
1	—	—	—	—	—	—
2	—	—	—	—	—	—
3	—	—	—	—	—	—
4	—	—	—	—	—	—
5	—	—	—	—	—	—
6	—	—	—	—	—	—
7	—	—	—	—	—	—
8	—	—	—	—	—	—
9	—	—	—	—	—	—
10	—	—	—	—	—	—
11	—	—	—	—	—	—
12	—	—	—	—	—	—
13	—	—	—	—	—	—

Annual Agent Business Plan

WHAT THE BUSINESS COSTS

WHAT YOU MUST EARN

IS THE BUDGET SANE

Lead Source ROI

Want it as a spreadsheet you own?

Annual Agent Business Plan — the full workbook

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	Cost per lead	Cost per closing	Lead to closing	Net after cost	Return on spend	Commission per hour
1	—	—	—	—	—	—
2	—	—	—	—	—	—
3	—	—	—	—	—	—
4	—	—	—	—	—	—
5	—	—	—	—	—	—
6	—	—	—	—	—	—
7	—	—	—	—	—	—
8	—	—	—	—	—	—
9	—	—	—	—	—	—
10	—	—	—	—	—	—
11	—	—	—	—	—	—
12	—	—	—	—	—	—
13	—	—	—	—	—	—

	Cost per lead	Cost per closing	Lead to closing	Net after cost	Return on spend	Commission per hour
1	—	—	—	—	—	—
2	—	—	—	—	—	—
3	—	—	—	—	—	—
4	—	—	—	—	—	—
5	—	—	—	—	—	—
6	—	—	—	—	—	—
7	—	—	—	—	—	—
8	—	—	—	—	—	—
9	—	—	—	—	—	—
10	—	—	—	—	—	—
11	—	—	—	—	—	—
12	—	—	—	—	—	—
13	—	—	—	—	—	—

	Cost per lead	Cost per closing	Lead to closing	Net after cost	Return on spend	Commission per hour
1	—	—	—	—	—	—
2	—	—	—	—	—	—
3	—	—	—	—	—	—
4	—	—	—	—	—	—
5	—	—	—	—	—	—
6	—	—	—	—	—	—
7	—	—	—	—	—	—
8	—	—	—	—	—	—
9	—	—	—	—	—	—
10	—	—	—	—	—	—
11	—	—	—	—	—	—
12	—	—	—	—	—	—
13	—	—	—	—	—	—