Goal for number of transactions you must close to make goal (A)

Figure 10 percent fallout if you do not know your actual number (B)
- 10 percent of the number above

Add the number of your goal to the number which represents 10 percent – A + B = (C)

What percentage of closings will be listings? (D)

Times the total (C) by the percentage (don’t forget the decimal point) – C X D = (E)

What percentage of your listings sell? (F)

Percentage (E) divided by (F) = (G)

What are the average days on market? (H)

Take average days on market and divide into 365 = (I)
- This is your average turnover rate

Take average turnover rate (G) / (I) = (J)
Total listings you must carry to reach your goal!

EXAMPLE:

You want to close 50 transactions 50 A
Then 10% is 5 B
55 Total C
What percentage of closings will be listings 40% D
Listings I need to close 22 Total E
% of listings that sell 50% F
22 / .5 = 44 44 G
Avg. days on market 100 H
365 divided by 100 = 3.65 3.65 I
44 divided by 3.65 = 12 12 G / I=J
You must carry 12 listings at all times