APPOINTMENTS = INCOME: THE BUSINESS MATH EVERY AGENT NEEDS

Season 2 Episode 32

Stop riding the real estate rollercoaster. Learn how to use appointments as your #1 lead measure so you can predict your income - and protect your time.

This podcast is for the real estate agents building their dream life and business on their terms - especially if you're working another job, raising a family, or building it all at once.

In Part 3 of our Appointments mini-series, Carla pulls back the curtain on the business math most agents miss: appointments drive everything. Closings are a lagging indicator; appointments are the leading indicator you can control, measure, and improve. You’ll learn how many appointments you need, how to factor in local timelines (DOM and contract-to-close), and how to adjust mid-month so you’re never blindsided again.

YOU’LL LEARN

The rule of thumb: 2–3 appointments = 1 closing - and why (buyers need credit work, sellers need repairs, timelines shift).
Leading vs. lagging indicators: why tracking appointments lets you predict income.
Local timeline math: use average Days on Market + contract-to-close to plan ahead (e.g., want a November closing? You need September appointments).
Conversion clarity: find your personal ratio so you know exactly how many monthly appointments you need.
Mid-month checkpoint: if it’s the 15th and you’re not halfway to your appointment goal, ramp up (calls, open houses, database outreach).
Quality vs. quantity: what counts as a true buyer/seller strategy session - and why that matters.
Time alignment: run by appointment only to create consistency, protect energy, and avoid burnout.

QUICK ACTIONS

Write your monthly appointment goal (closings x 2–3).
Check DOM + contract-to-close in your MLS and note the lead time to payday.
Schedule appointment slots on your calendar now.
Set a mid-month review: if you’re behind, increase lead gen immediately.
Track appointments (set + held) in a simple spreadsheet/CRM tag - every week.

Closings tell you what happened. Appointments tell you what will happen.

How many appointments do you need in the next 5 weeks to stay on track - and what will you do this week to create them?

LINKS + RESOURCES

Mastering Appointments Workshop - Saturday, September 20 (10:00 AM–12:30 PM ET): Register at https://DoubleDutyPodcast.com
Walk away with your appointment system, practice plan, scripts, workbook, and lifetime access to the training.
Missed the live date? The recording is available at the same link.

Join the Double Duty Weekly Newsletter at https://DoubleDutyPodcast.com for tools, prompts, and coaching.

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Published on 9 hours ago

Podcast Episode Details

APPOINTMENTS = INCOME: THE BUSINESS MATH EVERY AGENT NEEDS