Transactions Needed Calculator
Work out how many transactions an income goal requires from your average sale price, commission rate and the share you actually keep.
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An income goal is not actionable until it becomes a number of transactions. Once you know how many deals a year the target requires, everything else follows — how many appointments that means, how many leads, and therefore how much marketing.
The important input is what you actually keep per deal, not the commission the sale generates. Splits and fees typically leave an agent with a quarter to a half of gross, and planning against gross is how agents end a strong year short of their target.
The calculation
What you keep per deal = average price × your commission rate × the share you keep after splits. Deals needed = income goal ÷ that figure, rounded up, because there is no such thing as four fifths of a transaction.
Worked example
To earn 100,000 on an average price of 400,000 at 2.5% commission, each sale generates 10,000. Keeping 70% after splits leaves 7,000 per deal, so the target needs 15 transactions a year — about 1.3 a month, and roughly 6,000,000 of sales volume.
Work it back to activity
Fifteen deals is still not a plan. Take your own conversion rates and work backwards: if one listing appointment in three becomes a sale, that is 45 appointments, and if one lead in eight becomes an appointment, 360 leads. That is the number that determines your marketing budget.
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Create your free property pageFrequently asked questions
Should I use gross commission or what I keep?
What you keep, always. Splits, referral fees and transaction fees routinely take half or more, so a plan built on gross commission understates the deals required by a wide margin.
What if my sale prices vary a lot?
Use a weighted average of your last twelve months rather than a typical listing, and re-run the calculation at a price ten percent lower as a downside case. Price mix moves an agent income more than volume does.
How do I turn this into a weekly plan?
Divide the deals by your close rate to get appointments, then by your lead-to-appointment rate to get leads, then divide by fifty working weeks. That weekly lead number is the only figure you can actually control day to day.
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