Monthly Income Goal & Closings Needed
Monthly Income Goal
$
Average Sales Price
$
Commission Rate
%
Your Split your share after brokerage
%
Income Per Side
$
3,600
Monthly Business Expenses
$
Monthly Closings Needed to Hit Goal
3.1
/ mo
1 Client Database
Number of clients in my database
clients
On average, clients move once every
years
Sides per transaction 1 side = you represent buyer OR seller. 2 sides = you represent both on the same move.
(a) Transactions from clients moving
2.08
/ mo
Referrals from Database
% of clients who give at least one referral per year
%
Referrals from database
5.00
/ mo
Lead-to-closing ratio on client referrals
%
(b) Transactions from client referrals
2.50
/ mo
Total Closings from Client Database
4.58
/ mo
2 Other Referral Sources
Monthly referrals from outside sources Attorneys, CPAs, financial advisors, past colleagues, etc.
/ mo
Lead-to-closing ratio on these referrals
%
Total Closings from Other Referral Sources
0.50
/ mo
3 Consumer-Direct Leads
Monthly leads from consumer-direct sources Zillow, open houses, online ads, etc.
/ mo
Lead-to-closing ratio on consumer-direct
%
Total Closings from Consumer-Direct
2.00
/ mo
Total Projected Closings Per Month
Database + Other Sources + Consumer-Direct
7.1
closings / month
What's My Lead-to-Close Ratio?
Leads Generated (last 12 mo)
leads
Closings from those leads
closed
My Lead-to-Close Ratio
10.0%
1 in every 10 leads converts to a closing
How Many Leads Do I Need?
Target closings per month
/ mo
Lead-to-closing ratio from left
10.0%
Monthly Leads Needed
30
to hit 3 closings/mo at your current ratio
Advisor note: Industry averages vary significantly by source —
client referrals typically close at 40–60%, online/portal leads at 5–15%, and cold outreach below 5%.
Improving your ratio matters more than generating more leads.
Market Dynamics
Average commission per transaction
$
Clients are likely to move once every
years
Likely length of the relationship
years
% likely to buy an investment property
%
% who send at least one referral per year
%
Lead-to-close ratio on client referrals
%
Transactions Over Relationship
Direct transactions (they move)
2.0
Investment property transaction
0.1
Referral-sourced closings
2.0
Total Transactions
4.1
Lifetime Value of Each Client
$36,900
over a 20-year relationship
Value of 100-Person Database
$3,690,000
if every client reaches their lifetime potential
The point of this exercise: Most agents are sitting on a database worth millions of dollars
and treating it like a mailing list. Consistent, value-driven contact — not just holiday postcards — is what
converts the math above into actual income.