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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®



 
 		  

Income-Planning Worksheet

Advanced tip: Permission Marketing

Warm Calling

Advanced tip: ABCs of Prospects

Broker tip: Add Rehab to Your Business

Prospecting Buyers

Call-Ins

Advanced tip: Use Personal Assistants for Prospecting

Advanced tip: Public Speaking

Community Involvement

Prospecting in Print

Tracking Prospecting Results

Advanced tip: Lead Analysis

Quiz: Prospecting

Bright Ideas: Prospecting

Code of Ethics: Prospecting

More Resources: Prospecting

   THE SALES AND MARKETING BUSINESS SUPPORT CENTER TOOL KIT

Prospecting is the lifeblood of any successful real estate career. It's that simple. The more people you come in contact with, the more listing and sales you can achieve. All it takes is a plan and some persistence.


INCOME-PLANNING WORKSHEET

Before you start prospecting, determine what you want to get out of it income wise. Use this handy worksheet to determine your goals. Then you’ll know how much prospecting you need to do. Yearly Income Goal:

Monthly Income Goal:

Weekly Income Goal:

Target Average Sale Price:

Target Average Commission per Sale:

Transactions Goal for the Year:

Total Transactions per Month:

Total Transactions per Week :

Listings Needed per Year:

Listings Needed per Month:

Listings Needed per Week:

Buyers Needed per Year:

Buyers Needed per Month:

Buyers Needed per Week:

In using this form, be sure to determine your average closing rate and factor that into the equation. For example, if 85 percent of your transactions closed last year, you need 15 percent more transactions to achieve the final sales goal you want. —Courtesy of Bill Benton Seminars

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