Reverse-Engineer Your Income
Start with your desired GCI. Divide by your average commission. That's your number of transactions. Divide by your conversion rate to get appointments needed. Divide by your appointment-set rate to get conversations needed. Now you have a daily activity number.
Sample Math
$120,000 GCI ÷ $8,000 avg commission = 15 transactions. ÷ 50% close rate = 30 appointments. ÷ 10% appointment rate = 300 quality conversations per year = ~6 conversations per week.
Quarterly Check-Ins
- Q1: Plan + first push. Are systems running?
- Q2: Audit conversion rates. Adjust scripts.
- Q3: Strongest production quarter. Don't coast.
- Q4: Pipeline build for next year + tax planning.
Business Planning Calculator
Start with the commission you want and work backwards to the conversations it takes.
Conversion Assumptions
%
%
%
Commission Earned
$150,000
15 closings · $6,000,000 volume
Closings
15
87.5% of contracts close
Contracts
17.1
75% of agreements go under contract
Agency Agreements
22.9
50% of appointments sign
Appointments
45.7
1 appointment per 10 conversations
Conversations
457.1
the only input you fully control
Conversations / month
38.1
Conversations / week
8.8
Conversations / day (5-day week)
1.8
Commission per closing at these numbers: $10,000. Adjust your average sale price, commission rate, or conversion rates to see how the daily conversation number changes.
Action Items
- Write down your GCI goal for the next 12 months.Optional — Run your numbers in theBusiness Planning Calculator
- Calculate your daily conversation number. Show your work.
- Schedule 4 quarterly business reviews on your calendar now.Optional — Put it on your list in theTask Manager