Visionary Thinking
Numbers only matter when they serve a life you actually want. Answer these before you touch a calculator.
Set your sights on a target
Start with what it costs to live, then decide what you actually want to bring home after taxes.
Steps 1 & 2 · Monthly expenses → annual cost of living
Fill in each line as a per-month amount. The total times 12 is your bare-minimum year.
| Monthly total |
Steps 3 & 4 · What you really want to make, and Uncle Sam
Use your cost of living as the floor. Then gross it up for federal and self-employment tax to find the income you need before taxes.
What's your GCI?
Work backward from taxable income through your broker split and business expenses to the Gross Commission Income you need to earn.
Step 1 · Your broker gets a cut
Step 2 · Running a business costs money
Enter these as yearly amounts.
| Annual total |
This is the number you add to your One-Page Success Plan.
How many deals can you close?
Turn GCI into sales volume, then into the number of closings you need.
Buyers, sellers & appointments
Split your closings by side, then work back through the fall-off at each stage to find how many appointments you need to sit in.
Feed the CRM
Every new contact goes into your CRM. At a 5–7% lead-to-closing conversion, this is how many new leads you need to enter to hit your transaction goal.
| Conversion | Per year | Per month | Per week | Per workday |
|---|
REACH referral partners
Lenders, title reps, inspectors, CPAs, past clients and other professionals who send you business. Decide how much of your business comes from them, then work out how many partners you need to collect.
Where will your appointments come from?
Split your yearly appointments across three sources. The three must add up to 100%.
How many partners to collect
REACH partners get paid
Starting in 2027, REACH referral partners can get paid for loans they refer. Give your partners a reason to send business your way.
Partners get paid for loans they refer in 2027.
No real estate or mortgage license is required to take part.
Every partner must apply through Alan Hernandez before referring.
When you recruit a REACH partner, tell them about the program at the first meeting and connect them with Alan to apply. Add each applicant to your CRM so you can track who is approved and who is sending.
Eligibility, payout amounts and timing are set in the partner agreement provided through Alan.
Dials, conversations, appointments
Your database and your pond leads cover the rest of your appointments. Each lane has its own answer rate and its own odds of turning a conversation into an appointment.
Database / sphere
People who already know you: past clients, friends, family, your SOI.
Pond leads
Shared, aged or unclaimed leads in the CRM that someone else didn't convert.
| Activity | Per year | Per month | Per week | Per workday |
|---|
Put in the work. Every day.
List the lead generation activities you will actually do daily, weekly and monthly. Tap a suggestion to add it.
2027 focus: find and create REACH referral partners. Aim for one new partner conversation every week.
One Page Success Plan
Everything above, on one page. Screenshot it and keep it where you'll see it every morning.
Where the ratios come from
Industry conversion data is thin and mostly comes from coaches and software vendors, so the defaults are conservative planning numbers. Track your own dials, conversations and appointments for 90 days, then replace them.
- Cold calling: in Baylor's study of 6,264 real estate cold calls, 28% were answered and 1.7% of people reached agreed to an appointment or referral. Pond leads already raised a hand once, so they're set higher (20% reached, 4% to appointment). Inman, Bernice Ross
- Online leads convert to closings at about 0.4–1.2% industry-wide, with top agents at 3–5%. A 5–7% target assumes a worked CRM with referrals and sphere in the mix. Jamil Academy
- Referral volume can be estimated as sphere size × the share who refer each year (about 2.5% in Inman's example). Inman, the referral coefficient
- Listing appointment win rates commonly run around 60%, with strong presenters well above that. Matterport / RE/MAX case study
What habits must I change, and what must I adopt?
The numbers above only happen if your days change. Be specific: name the habit, when it shows up, and what replaces it.
Leave WPR a Google review
Scan with your phone camera to share your experience with White Picket Realty. It takes a minute and helps the next family find us.
Open the review pageEmail me my plan
We'll email you a PDF of your plan and save it to your WPR Agent Portal, where you can reopen it and change your numbers any time.