Business Planning Sheets

PREVIOUS YEAR

2024 Business Performance and Sources Est. Appointment Totals 2024:

Listings Appts: ________

Buyer Appts: ________

Est. Taken Goal 2024:

Listings Taken: ________

Buyer Listings Taken: ________

Est. Closed Units 2024:

Listings Sold: ________

Buyer Sales: ________

GCI/Income Earned:

GCI: ________________

Profit Net: ________________

In the space below, please indicate where your closed business came from over the past year. Include projected transactions currently in your pending pipeline that are due to close by year’s end.

Source

Number of transactions

Cost of securing business (a)

Income earned (b)

Past Clients Sphere of Influence/ Contacts Geo Farm Just Listed/Just Sold Vendors (Lenders, inspectors, etc) Agent Referrals Past Client Referrals Relocation Staff Referrals Sign Calls Advertising Website Direct Mail Social Media Other Other Other

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Net income (b-a=c)

In the space below, indicate the information about your databases and how frequently you are touching/working these databases based on a per person average.

Current Number in Contact Database:

________________

Current # agents in referral network:

________________

Current # of Vendors:

________________

# of calls made to Contact Database in 2024:

________________

# of touches to my Contact Database in 2024: ________________ # of calls to Vendors:

________________

# of meetings with Vendors:

________________

# of contacts with my referral network:

________________

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Current2025 Year Business Goals Yearly Goals 2025 Appointments:

Listing Appts:

________

Buyer Appts:

________

Signed Agreements:

Listings Taken:

________

Buyers Taken:

________

Closed Units:

Listings Closed:

________

Buyers Closed:

________

GCI Earned:

Listings GCI:

________

Buyers GCI:

________

Production - 2025 Total Closed Units:

Goal: ________

Total Closed Volume:

Goal: ________

Listings Taken:

Goal: ________

Listings Taken Volume:

Goal: ________

Listings Sold:

Goal: ________

Listings Sold Volume:

Goal: ________

Total Contracts Written:

Goal: ________

Total Contracts Written Volume:

Goal: ________

Price Reductions:

Goal: ________

Monthly Goals Appointments:

Listing Appts:

________

Buyer Appts:

________

Signed Agreements:

Listings Taken:

________

Buyers Taken:

________

Closed Units:

Listings Closed:

________

Buyers Closed:

________

GCI Earned:

Listings GCI:

________

Buyers GCI:

________

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TOP 5 BUSINESS SOURCES - 2025 List

Percentage

1. _________________________________

________ %

2. _________________________________

________ %

3. _________________________________

________ %

4. _________________________________

________ %

5. _________________________________

________ %

Database Current number of complete database records (Name, Address, Phone, Email):

________

2025 Goal of complete records to add to your database:

________

GOALS Where will you be? What will you be doing? Who will you be doing it with? What does life look like?

One Year Goal:

______________________________________________________________________________

__________________________________________________________________________________________________

Three Year Goal:

______________________________________________________________________________

__________________________________________________________________________________________________

Five Year Goal:

______________________________________________________________________________

__________________________________________________________________________________________________

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Listings Needed How many listings should you have at all times?

Example: Listings Needed 1.

Number of closed transactions you choose to reach your goal in one year.

50

A

2.

Calculate 10% fallout.

5

(Ax%)=B

3.

Add the number of your goal plus the 10% fallout.

55

(A+B)=C

4. What percentage of closings will be listings?

60%

D

33

(CxD)=E

6. What percentage of your listings sell?

50%

F

7. Divide the listings needed to close by the percentage of listings sold.

66

(E/F)=G

8. What are the average days on market?

100

H

9. Average turnover rate-divide the average days on market into 365.

3.65

( 365 / H ) = I

10. Number of listings you must carry at all times to make goal.

18

(G/I)=J

5.

Multiply the number of your goal plus 10% fallout by the percentage of closings.

• Don't forget the decimal point!

Note: The highlighted values above are determined by the agent and their market. All other values are the result of calculations.

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You will need to know the following four values before you begin.

1. Number of transactions you choose to achieve this year 2. Percentage of your transactions that will be listings vs buyers.

3. Percentage of your listings that will sell.

4. Average days on market. Look this up in your MLS, or ask your Broker if you are unsure of this value.

The rest of the values are calculated off the four numbers. Here are the steps to follow: 1. For A, let's assume for this example that the agent chooses to close 50 transactions.

2. For B use 10% fallout, because not everything closes. That way when something doesn't close, you can let it go and move on. If your fallout is not that high, use 10% anyway. You'll feel better at the end of the year!

3. C is the number of your goal plus the 10% fallout.

4. D is how many of your closings will be listings, and how many will be buyers? If you really love listings, it will be more. It is your business. You decide. If you don't know, use 50%.

5. This agent desired 60 percent listings. So how many do they need to close? Multiply C and D and that equals E - 33 listings.

6. Now what percentage of your listings actually sell? If you are new, look this up in your MLS, or ask your Broker if you are unsure of this value.

7. For G, divide the listings by F. In this case, the answer is 66.

8. For H, what are your average days on the market? Use whatever that number is, even if that varies slightly.

9. Whatever H is, you will divide it into 365. In this case, we used 100 as the ADOM, so it is 3.65. This is the average turnover rate, or how many times the market will turn in a year.

10. For J take the number of transactions you need, G, and divide it by the turnover rate I. In this case the answer is 18. In order for this agent to have 50 transactions in a year, they know that they have to have 18 listings at all times.

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My Listings Needed 1.

Number of closed transactions you choose to reach your goal in one year.

2.

Calculate 10% fallout.

(Ax%)=B

3.

Add the number of your goal plus the 10% fallout.

(A+B)=C

4. What percentage of closings will be listings?

D

5.

Multiply the number of your goal plus 10% fallout by the percentage of closings.

• Don't forget the decimal point!

6. What percentage of your listings sell?

A

(CxD)=E

F

7. Divide the listings needed to close by the percentage of listings sold.

(E/F)=G

8. What are the average days on market?

H

9. Average turnover rate-divide the average days on market into 365.

( 365 / H ) = I

10. Number of listings you must carry at all times to make goal.

(G/I)=J

Fill in the grey boxes with your own data according to your goals, your business plan, and your market. Calculate the rest of the values from top to bottom to arrive at your own "Listings Needed" value.

Listing Goal Listings I need at all times: Listings I have now: Listings I need to bridge the gap:

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As a reminder, it is your responsibility to comply with all laws that impact your office, including but not limited to communications regulations such as the CAN-SPAM Act, the Telephone Consumer Protection Act, the Telemarketing Sales Rule, as well as other federal and state anti-solicitation laws regulating phone calls, spamming, and faxing. While we are pointing out some key laws below, they are not exhaustive.

1. Federal TCPA. The federal Telephone Consumer Protection Act (“TCPA”), governs calls to individuals on the federal Do Not Call list as well as restricts certain types of dialing equipment used in marketing calls and prerecorded calls. Remember: • Don’t place any marketing calls that are prerecorded – and this includes prerecorded messages dropped directly into the recipient’s voicemail.

• Don’t use automatic telephone dialing systems (ATDS) when placing marketing calls or text messages to cellular phones.

• Don’t place cold-call marketing calls to residential consumers on federal/state Do Not Call lists.

• Do honor any person’s request to stop calling them—don’t push on that point, and don’t restart calls down the road without written request for a call.

• Do have your own company-specific do not call list in place so that you can honor someone’s request that you stop calling them.

2. State Statutes Covering Telemarketing. Various state laws also come into play with telemarketing; some examples—but not an exhaustive list—are provided below. You should review the state laws on telemarketing in any state into which you are placing marketing calls or texts, including restrictions on recording calls and time of day/date.

3. Florida’s New “mini-TCPA” Law. A special caution to anyone placing marketing calls/texts to Florida residential consumers, which is not just anyone using a Florida area code telephone number, but persons known to be in Florida when calls are placed. On July 1, 2021, Florida enacted a telemarketing law that establishes significant restrictions, including those noted below, and provides for statutory damages that (like the TCPA) provide a minimum of $500 per call or text for various violations of this law.

4. Federal TSR. The Telemarketing Sales Rule (“TSR”) is a federal statute that governs the content of marketing calls and can be enforced in actions brought by government regulators. The TSR applies to calls to consumers, and there are exemptions for business-to-business calls but even when calling a business number, it is best to follow the restrictions, such as: • Right at the beginning of a marketing call, you must disclose: o Your name and who you are marketing for. o The purpose of your call o A brief description of what you are marketing.

• Don’t “abandon” sales calls (i.e., hang up as soon as someone picks up the phone).

• Don’t block your caller ID information.

• Don’t call outside of permissible calling hours (federal – 8am to 9pm); be aware of any more restrictive state calling limitations.

• Do be truthful in all representations.

• Do honor requests for marketing calls to stop.

Keep in mind that you also need to comply with CAN-SPAM, the federal law governing marketing emails – see the FCC’s guidance for small businesses.

The above description of key federal and state laws is not exhaustive but should serve as a reminder that telemarketing can be a minefield and that you must be careful in what kinds of marketing tactics and methods you employ.

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