Free template for real estate and property agents
Real estate business plan template: a workable plan from your income goal to this week's calls
Your income goal, what one closing pays you, where the business will come from, and the listing appointments and conversations a week it takes, on two pages. Download it for Word or Excel, where the numbers work themselves out. Free, no sign-up.
Most business plans are a mission statement and a list of hopes, and by March nobody has opened them. This one starts from a number: the income you want next year. It works that back to closings, then to listing appointments, then to the conversations you have to have each week. Then it asks where those closings will come from, and gives each month a line so you can see by March whether the year is on track.
Your plan for next year, on two pages
Real estate business plan: [your name]
Year: ______ Written: ______ Reviewed on the first Monday of each month
The goal
Income you want this year, before tax: ______
Why it matters to you, in one line: ____________
What one closing pays you
Average sale price: ______
Commission rate on a sale (%): __
Your side's share (%): __ (50 when a buyer's agent shares it)
Your split with your brokerage (%): __
Take-home from one closing: ______
The numbers
Closings you need this year: __
Listing appointments per closing: __ (from your own last year)
Listing appointments this year: __
Listing appointments a week: __ (over 48 working weeks)
Conversations per listing appointment: __
Conversations a week: __
Where the closings will come from
| Source | Closings | What you'll do each week |
|---|---|---|
| Past clients and sphere | ||
| Referrals | ||
| Open houses | ||
| Farming a neighbourhood | ||
| Online enquiries | ||
| Other |
The months
| Month | Closings planned | Closings done | Listing appointments |
|---|---|---|---|
| Jan | |||
| Feb | |||
| Mar | |||
| Apr | |||
| May | |||
| Jun | |||
| Jul | |||
| Aug | |||
| Sep | |||
| Oct | |||
| Nov | |||
| Dec |
Budget
Marketing a month: ______
Fees, desk and licence costs a year: ______
The first Monday of each month
Closings done against the plan: __ of __
The source that's working: ____________
One thing to change this month: ____________
Work out one closing with the free real estate commission calculator
How to write the plan, one number at a time
Start from the income, not the activities, and use your own last year where you can.
- Put in the income you want, and what one closing paid you last year
- Divide the income by one closing's take-home, and round up
- Use your own rate of listing appointments to closings, or start with a guess and fix it in March
- Split the closings across the sources that brought you business last year
- Put a closing target on each month, heavier in the months your market is busy
How many closings your income needs
Three divisions, and the Excel file does them for you.
- Income divided by one closing's take-home is the closings you need
- Closings times the appointments it takes to win one is your listing appointments for the year
- Divide by 48 working weeks, and that's this week's number
A filled-in plan whose numbers add up
- Goal: $120,000 before tax.
- One closing: a $450,000 average sale at 5%, half to the buyer's agent, 80% to Marcus after his brokerage, so $9,000.
- $120,000 divided by $9,000 is 13.3, so 14 closings.
- Last year 1 listing appointment in 3 became a closing, so 14 closings take 42 appointments, about 1 a week.
- Last year 10 conversations led to one appointment, so 42 appointments take 420 conversations, about 9 a week.
- Sources: 5 from past clients and sphere, 4 referrals, 3 open houses, 2 from farming.
The plan adds up: $450,000 x 5% = $22,500. Half is $11,250, and 80% of that is $9,000. $120,000 / $9,000 = 13.3, so 14. 14 x 3 = 42. 42 / 48 = 0.9 a week. 42 x 10 = 420, and 420 / 48 = 8.75, so 9 a week. 5 + 4 + 3 + 2 = 14.
Check the plan on the first Monday of each month
Ten minutes, three questions, and one change.
- Are the closings on track against the months table?
- Which source is working, and which one hasn't produced anything?
- Are this month's appointments and conversations at the weekly number?
See each week against the plan while it can still change
The template is free. ActivityTracker, the app we make, is paid. It doesn't find you leads or list your properties. It counts the week the plan asks for.
- Set a weekly target, and every viewing and listing call you log adds to it
- Put the year's number in as a goal, and see what each month still needs
- On track, at risk or off track, against where you should be by today
- A daily habit like 10 prospecting calls, ticked off from WhatsApp
Questions
An income goal, what one closing pays you, the closings that goal takes, where they'll come from, the listing appointments and conversations a week it means, a line for each month and a monthly check. The template has each of those.
Divide the income by what one closing pays you after the split and fees, and round up. $120,000 at $9,000 a closing is 14. The free real estate commission calculator works out one closing.
From your own last year: how many listing appointments you went on, and how many became closings. With no history, start with a guess and correct it at the first monthly review.
Once a month, on the same day, for ten minutes. The months table shows whether you're ahead or behind while there's time to change it.
Either. Each agent on a team fills in their own, and a team lead can add them up.
Yes. Fill in the income, the sale price, the rate and your split, and it works out one closing's take-home, the closings you need, and the appointments and conversations a week. To use Google Sheets, upload it to Google Drive and open it there.
Yes. Copy it, print it or download it. There's no sign-up and no form to fill in.
Know by March whether the year is on track
The template is free to use. The app is paid and counts each week's appointments and calls against the plan.
30 minutes. You choose the day and the time.