DoorlarkHow the math works
Net per closing = sale price × your side % × (1 − split %) − per-deal fees Closings needed = (take-home goal + expenses) ÷ net per closing Appointments = closings ÷ appointment→closing % Leads = appointments ÷ lead→appointment % Per week = yearly number ÷ working weeks
Worked example (the default numbers)
| $400,000 × 2.5% × 70% after a 30% split | $7,000 net per closing |
| ($100,000 goal + $15,000 expenses) ÷ $7,000 | 16.4 closings |
| 16.4 ÷ 25% appointment-to-closing | 65.7 appointments, 1.4 a week |
| 65.7 ÷ 10% lead-to-appointment | 657 leads, 13.7 a week |
The conversion rates are example inputs, not benchmarks. Use your own from your CRM.
Where to find your own conversion rates
Pull last year's numbers from your CRM: how many new leads came in, how many turned into a booked appointment (buyer consult or listing appointment), and how many of those closed. If you don't track it, count by hand from your calendar and your closed deals for the last 12 months. Rough real numbers beat borrowed averages.
Turn the weekly number into a schedule
- Block the time first. If you need 14 new leads and 1.4 appointments a week, put a daily prospecting block on the calendar before anything else. The Qualified Lead Playbook has a 60 to 90 minute daily routine with the scripts.
- Fix the weakest rate before buying more leads. Raising appointment-to-closing from 25% to 30% in the example cuts the leads you need from 657 to 548. That's cheaper than buying 109 more leads.
- Check what your lead sources cost per closing. Once you know how many leads you need, the Lead Cost Calculator shows which sources can deliver them at a profit.
Related free tools and guides
- Lead Cost Calculator: what a closing from each lead source costs you, and what it nets after your split.
- Commission Split Calculator: your take-home on one deal after referral fee, brokerage split, cap and fees.
- Qualified Lead Playbook: a daily lead routine with speed-to-lead texts.
FAQ
How many closings do I need to make $100,000 in real estate?
Divide $100,000 plus your yearly business expenses by what one closing nets you after your split and fees. With a $400,000 average price, 2.5% commission, a 30% split and $15,000 in expenses, that's about 16.4 closings. Your numbers will differ, so enter them above.
How do I write a realtor business plan from a number?
Start with the take-home you want, add your expenses, and divide by your net per closing to get deals. Work backward through your own conversion rates to get appointments and leads, then divide by working weeks. That weekly number is the core of the plan.
What conversion rates should I use?
Your own, from last year's CRM or calendar. We don't publish industry averages because there's no neutral source for them and they vary widely by lead type.
Does this include taxes?
No. Take-home here means after your split, fees and business expenses, but before income and self-employment taxes. Talk to your tax professional about what to set aside.
Does Doorlark save my numbers?
No. The calculator runs in your browser and nothing is sent to us.
By Doorlark Editorial Team. For planning only, not legal, tax or financial advice.