So, here are the formulas.

As a general rule, you will get more names than will turn into actual appointments. When I say appointment, I mean a formal meeting to discuss listing someone’s home. This math is based on you successfully getting one appointment for every 100 doors you knock. 

Now, let’s look at the listing math in detail.

THE LISTINGS MATH

Here, we will assume 50% of listing appointments turn into actual listings.

Now, here are THE FORMULAS: 

TOTAL APPOINTMENTS NEEDED x 100 Doors = # DOORS needed

TOTAL APPOINTMENTS DIVIDED BY 2 =  LISTINGS gained

EXAMPLES:

6 APPOINTMENTS = 6 x 100 doors = 600 doors needs
6 APPOINTMENTS divided by 2 = 3 actual listings gained

So, how many doors to get X listings? 

Based on the above formula, you’ll gain 1 actual listing for every 200 doors knocked.  THE FORMULA: 

TOTAL LISTINGS NEEDED x 200 doors = # DOORs to knock 

Example:

10 actual listings needed x 200 = 2000 doors to knock

I noted earlier you should aim to have 40 listing appointments a year. Why? How does that break down? How many doors do you need to hit? 

Here’s why those numbers make sense.

TOTAL APPOINTMENTS DIVIDED BY 2 = TOTAL LISTINGS GAINED

Let’s use the math from earlier.

40 Listing appointments or conversations means knocking 4000 doors. 

Remember the formula is this: TOTAL APPOINTMENTS NEEDED x 100 Doors

40 x 100 = 4000

TOTAL APPOINTMENTS DIVIDED BY 2 = TOTAL LISTINGS GAINED

40 listing conversations / 2 = approximately 20 actual listings

20 listings is a solid year as an agent! Next, I’ll explain how that connects to commission math.

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