1. FORMULAS FOR UNDERSTANDING YOUR BUSINESS
Frank Panunto | MASTERS COACH, ROBERTSON COACHING INTERNATIONAL

2. WHERE WE’RE HEADED
ISA TIPS & TECHNIQUES

3. Baseline Needs Worksheet
My Monthly Household Income
(Excluding your real estate income)
My Monthly Business Expenses
My Monthly Personal Expenses
ISA TIPS & TECHNIQUES

4. Baseline Needs Worksheet (cont.)
My Monthly Income Surplus/Deficit
(This is calculated by subtracting your business and personal
expenses from your household income)
My Average NET Commission
My Baseline Transaction Goal
(To calculate, divide your income deficit (if there is one) by
your average net commission. If you have a surplus, your base
transaction goal will be 0. (Congratulations!))
ISA TIPS & TECHNIQUES

5. Appointment Goal Worksheet
Buyers
Sellers
New Agent
4-6
Experienced Agent
3-4
2-3
Elite Agent
1.25-2
My Big Transaction Goal
Number of Buyer Sides
Number of Seller Sides
ISA TIPS & TECHNIQUES

6. Appointment Goal Worksheet (cont.)
Calculate your total number of appointments needed using the chart above. Be conservative!
My New Buyer Appointments I Will Go On
My New Seller Appointments I Will Go On
My Total Buyer & Seller Appointments
I Will Commit To Go On New Appointments Per Week! (Divide your total appointments by 45 weeks to get this figure.)
ISA TIPS & TECHNIQUES

7. Appointment Goal Worksheet
Buyers
Sellers
New Agent
4-6
Experienced Agent
3-4
2-3
Elite Agent
1.25-2
My Big Transaction Goal
Number of Buyer Sides
Number of Seller Sides 24 12 12
ISA TIPS & TECHNIQUES

8. Appointment Goal Worksheet (cont.)
Calculate your total number of appointments needed using the chart above. Be conservative!
My New Buyer Appointments I Will Go On
My New Seller Appointments I Will Go On
My Total Buyer & Seller Appointments
I Will Commit To Go On New Appointments Per Week! (Divide your total appointments by 45 weeks to get this figure.) 48 48 96 2
ISA TIPS & TECHNIQUES

9. QUESTIONS?
ISA TIPS & TECHNIQUES