Real Estate
Business Planner
Reverse-engineer your income goals and structure your daily routine for massive success.
Phase 1: Reverse-Engineering Your GCI Goal
Hope is not a business strategy. If you want to make $100,000 this year, you need to know exactly how many conversations you need to have every single day to hit that number.
The Formula (Example: $100k Goal)
- 1. Target Gross Commission Income (GCI): $100,000
- 2. Average Commission per Transaction (e.g., $9,000): $9,000
- 3. Transactions Needed (Goal / Avg Comm): 11 Transactions
- 4. Closing Ratio (How many under contract actually close? ~90%): 13 Under Contract
- 5. Appointments Needed (How many appts to get a contract? ~3:1): 39 Appointments/Yr
- 6. Weekly Appointments Needed (39 / 50 weeks): 0.8 Appts / Week
- 7. Daily Conversations Needed (Assume 50 convos = 1 appt): 8 Conversations / Day
*A "conversation" is defined as a two-way dialogue about real estate. Leaving a voicemail or sending an unreturned text does not count.
Phase 2: The Perfect Daily Schedule
Treat your real estate business like a 9-to-5 job. If you show up consistently and execute these blocks, you cannot fail. Protect your lead generation time fiercely.
Morning Prep & Roleplay
Review MLS hot sheet (new listings, price drops). Practice scripts and objection handling for 15 minutes. Get into a positive mindset.
Lead Generation (The Money Block)
DO NOT OPEN EMAIL. DO NOT SCROLL SOCIAL MEDIA.
Call expireds, FSBOs, sphere of influence, and circle prospect. Your only goal for these 2 hours is to set an appointment.
Lead Follow-Up
Call back active leads. Send requested CMAs. Write handwritten thank-you notes to people you spoke with during lead gen.
Admin, Email & Fires
Now you can open your email. Negotiate contracts, coordinate with title/lenders, and handle transaction management.
Appointments & Showings
Go on listing presentations, show houses to buyers, or preview vacant inventory to shoot social media content.
Phase 3: The 4 Vital Metrics to Track
1. Contacts Made
How many real estate conversations did you have today? (Goal: 10-20/day)
2. Appointments Set
How many people agreed to meet with you for a buyer/seller consult? (Goal: 2-3/week)
3. Agreements Signed
How many exclusive right-to-sell or buyer rep agreements were executed? (Goal: 1-2/week)
4. Closings
The ultimate lag measure. If metrics 1-3 are high, metric 4 takes care of itself.
Phase 4: Financial Structure & Taxes
Protecting Your Profit
Gross Commission Income (GCI) is vanity. Net profit is sanity.
- The 30% Rule: Automatically transfer 30% of every single commission check into a separate tax savings account. Do not touch it.
- S-Corp Election: Once you consistently cross $75,000 in Net Income, consult a CPA about forming an S-Corp to save thousands on self-employment taxes.
- Track ROI on Marketing: If you spend $1,000 a month on Zillow leads, you need to track exactly how many closings resulted from that spend. If the ROI is less than 3x, cut the expense.