Does Your Business Have Bounce
Pre-Session Goals & Career Objectives Evaluation
Describe your personal life ten years from now. (home, recreation)
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Describe your professional life ten years from now. (community, education)
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Describe what you want from your work in real estate. (accomplishments)
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What is your personal life situation? (family, friends, home)
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What are the cycles in your life?
Morning
Afternoon
Evening
Winter
Spring
Summer
Fall
You will do your best work during those times when you feel your best and your mind is most alert.
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What personal conditions affect your business? (Medical or physical limitations)
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What are your five greatest strengths?
This is what you will become known for. You will find your joy and competency coming from your strengths.
1. ________________________________________________________________________
2. ________________________________________________________________________
3. ________________________________________________________________________
4. ________________________________________________________________________
5. ________________________________________________________________________
What are your five greatest weaknesses?
These are areas you might hire someone else to handle. For example, you are not good at designing flyers – find
someone who is and pay them. Your time is too valuable to struggle to do something outside your expertise.
1. ________________________________________________________________________
2. ________________________________________________________________________
3. ________________________________________________________________________
4. ________________________________________________________________________
5. ________________________________________________________________________
2004 Copyright © (Rev 2014-15) Our Branch, Inc.
866-817-2986
www.karel.com
karel@karel.com
2
What are your sources of business?
Mailings
Flyers on Signs
Face to Face
Open Houses
Telephone
Newspaper
Real Estate Signs
Billboard
Referrals
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What economic factors are affecting your market?
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What is the gross amount of income you have earned in the last 6 months? $____________
What is the total number of hours spent obtaining business in the last 6 months?
Per day
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Per week
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Number of days off
_____________ (No phones or e-mail – real vacation!)
Total hours worked in 6 months _____________
Calculate what you are actually worth per hour by dividing the total income for that 6 month
period by the total number of hours you worked.
Total Income $________ divided by Total Hours Worked ____ = Earnings per hour $_______
Write down what you would like to be earning per hour
$______________
What training will help you perform better?
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2004 Copyright © (Rev 2014-15) Our Branch, Inc.
866-817-2986
www.karel.com
karel@karel.com
3
What is your average personal percentage of the gross?
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The amount your broker pays you out of the gross commission earned – i.e. 60%
What is your total gross income for the past 6 months?
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What is the total net income for the past 6 months?
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Gross commission X your personal percentage – i.e. 60%
What is your listing presentation to listing agreement ratio?
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Number of listing appointments divided by number of listings you write up
What percent of your business comes from Listings Sold?
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Number of listings written divided by the number of listings that actually sell.
What ratio of homes listed actually sell during the listing period?
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Your expiration ratio – if you write up 10 listings and sell 9, your ratio is 90%.
What is the average for days on the market for your listings?
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Measured from the property’s listing date to the date it actually goes under contract
What is the average listing price of properties you market?
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Add the listing price of all listings you have written divided by the number of listings
you have taken (i.e., $500,000 in total listing volume written divided by 5 listings
= $100,000 per listing average).
What is the average Listing Sold price of the properties you market?
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Add the listing sold price of all listings you have closed divided by the number of
listings you have closed (i.e., $500,000 in total listing volume closed divided by 5
listings closed = $100,000 per listing average).
What is the average list price vs. sales price ratio?
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Average listing price divided by average sales pricing of listings sold.
What is the average gross commission per Listing Sold?
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The total (gross) amount of commission you have collected on listings that have
closed divided by the total number of listings you have closed (i.e., $10,000 in gross
commissions divided by 5 listings = $2,000 per listing sold average).
What is the average net commission per Listing Sold?
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The total (gross) amount of commission you have collected on listings that have
closed divided by the total number of listings you have closed (i.e., $10,000 in gross
commissions divided by 5 listings = $2,000 per listing sold average) Multiply that
number by the agreed upon commission percentage (your commission split –
i.e. $2,000 X 60% = $1,200 per listing sold).
What percent of your business comes from sales?
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Add up your total listing volume plus your total sales contract volume. Divide that
number by the total sales contract volume closed (i.e.,$250,000 closed listing volume
+ $750,000 close sales volume divided by $500,000 closed sales volume = 75% of
your business comes from closed sales).
What is the ratio of buyers (once you meet them) who work with
you to those who actually buy from you?
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Total number of buyers you work with divided by the total number of buyers who
close on a property with you in a set time frame.
2004 Copyright © (Rev 2014-15) Our Branch, Inc.
866-817-2986
www.karel.com
karel@karel.com
4
What is the average sale price of properties you sell?
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Add the sold price of all buyer client properties you have closed divided by
the number of sold buyer properties you have closed (i.e., 500,000 in
total sales contract volume closed divided by 5 buyer properties closed
= $100,000 per buyer sold property average).
What is the average number of homes you show before a sale?
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The total number of properties you show divided by the total number of buyer
clients you close properties with (i.e., 100 properties shown divided by 10 clients
= 10 properties shown per closed client).
What is the average gross commission per sale?
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The total (gross) amount of commission you have collected on buyer properties
that have closed divided by the total number of buyers’ purchases you have
closed (i.e., $10,000 in gross commissions divided by 5 = $2,000 per sales
contract sold average).
What is the average net commission per sale?
_______________
The total (gross) amount of commission you have collected on buyer properties
that have closed divided by the total number of buyer properties you have closed
(i.e. $10,000 in gross commissions divided by 5 buyer closed properties = 2,000
per buyer close properties sold average). Multiply that number by the agreed upon
commission percentage (your commission split – i.e. $2,000 X 60% = $1,200 per
listing sold).
2004 Copyright © (Rev 2014-15) Our Branch, Inc.
866-817-2986
www.karel.com
karel@karel.com
5