WHAT YOU WANT TO EARN Income you want to take home this year Before income tax, after the business has paid for itself. What the business costs you for the year Dues, MLS, marketing, car, tech, coaching. No idea? Start at 20% of the income goal and fix it later.

LISTING SIDE Share of the goal coming from listings Half and half is a fair starting point. Push it toward listings as you build. Average sale price of homes you list Commission rate on your side of a listing What you keep after the brokerage split 70% means the brokerage keeps thirty cents of every commission dollar. Listing leads it takes to set one appointment Listing appointments it takes to sign one listing Listings signed it takes to get one to close Above 1 because some listings expire, withdraw or simply never sell.

BUYER SIDE Average sale price of homes buyers buy Commission rate on your side of a buyer deal What you keep after the brokerage split Buyer leads it takes to set one appointment Buyer appointments it takes to sign one agreement Signed buyer agreements it takes to reach one closing Buyers pause, lose financing, or go quiet. This is where that gets counted.

HOW YOU ACTUALLY WORK Conversations it takes to produce one new lead A conversation is a two-way exchange with a human being. A voicemail is not a conversation. Weeks you will genuinely work this year Subtract holidays, family weeks, and the week you will lose to a closing that goes sideways. Conversations you can have in a normal week Be honest here. This is the number that decides whether the plan is real or decorative.

THE GOAL

Gross commission you must earn—

...of which comes from listings—

...of which comes from buyers—

LISTING SIDE, WORKED BACKWARDS

You keep this much per listing sold—

Listings that must close—

Listings you must sign—

Listing appointments you must hold—

Listing leads you must generate—

BUYER SIDE, WORKED BACKWARDS

You keep this much per buyer closing—

Buyer sides that must close—

Buyer agreements you must sign—

Buyer appointments you must hold—

Buyer leads you must generate—

THE WEEK IN FRONT OF YOU

Closings for the year—

Closings per month—

Average gross commission per closing—

New leads to generate each week—

Appointments to hold each week—

CONVERSATIONS EACH WEEK—

Spare capacity each week—

Conversations per working day (5-day week)—

Weekly Plan

One row per week. Log what you actually did. Target and gap fill themselves in.

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Agent Production Planner

THE GOAL

LISTING SIDE, WORKED BACKWARDS

BUYER SIDE, WORKED BACKWARDS

THE WEEK IN FRONT OF YOU

Weekly Plan

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Agent Production Planner: the full workbook

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