ActivityTracker

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

Download for Word Download for Excel

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

SourceClosingsWhat you'll do each week
Past clients and sphere
Referrals
Open houses
Farming a neighbourhood
Online enquiries
Other

The months

MonthClosings plannedClosings doneListing 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

Marcus Lee, agent at a four-person team, plan for next year. Written 2 January. The names and numbers are made 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

See how property agents use it

Questions

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.

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