Primary Markets Worksheets
Mastermind Program
Primary Markets Worksheets
Designed and Compiled by T3 SIXTY
T3 Sixty | Enabling Intelligent Change | t360.com
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Primary Markets Worksheets
Masterminds: My Purpose and Objectives
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Primary Markets Worksheets
Video: Key Takeaways and Observations
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Primary Markets Worksheets
My Goals for this Mastermind Session
What I want to learn:
My biggest challenge(s):
Resources (people, technology, or other help) that I need most:
When the session is complete, I will:
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Primary Markets Worksheets
Primary Markets Slides
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Primary Markets Worksheets
Business Development and Profit: Primary Market Worksheet
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Business Development and Profit
Primary Market Worksheet
Sales Associate Name: Annie Agent
Name of Subdivision/Area: Happy Hills
Number of Homes: 1200
(Recommend using 1000 as a minimum, combine subdivisions if necessary.)
Associate Commission %: 70%
Average Sales Price in Area: $ 350,000
3% List Side Commission: 3%
Average associate commission per sold listing: $ 7,350
(Gross Commission x Associate Commission % - Franchise)
Turnover Rate
(# of homes sold in last 12 months ÷ # of homes in subdivision)
# of Homes Sold in last 12 months : 50
# of Homes in Subdivision: 1,200
Turnover Rate: 4%
Potential Sales Volume in this Primary Market
# of Homes in Subdivision: 1,200
# of Homes Sold in last 12 months : 50
Average Sales Price in Area: $ 350,000
Potential Sales Volume $ 17,500,000
Potential Income from Primary Market
1. If you CAPTURE 10% of the market, you could earn...
10% of possible listings 5
Average listing commission $ 7,350
Potential income from subdivision area $ 36,750
2. Of these sellers, how many will buy their new home from you &
what would be the new home price?
Number of resales: 2
Average new home price (typically 1.5x home they sold): $ 500,000
Average associate commission per resale to seller: $ 10,500
Potential income from resales $ 21,000
3. Your sellers move out of your service area, you place them as an
OGR (outgoing referral)
Number of sellers moving out of the market: 3
Average OGR income $ 1,000
Potential income from outgoing referrals $ 3,000
Business Development and Profit
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Primary Markets Worksheets
Business Development and Profit: Primary Market Worksheet
View and download the Business Development and Profit: t360.com/client/abor-pm-worksheet
Primary Market Worksheet (Page 2)
4. Selling investment property
# of people who would contact you to purchase an
investment property: 3
Average investment property price: $ 150,000
Average associate commission per investment property: $ 3,150
Potential income from selling investment properties: $ 9,450
5. You can expect people in the primary market to contact you to
refer business.
# of people who refer business in my service area: 2
Average property price of referral business: $ 225,000
Average associate commission per investment property: $ 4,725
Potential income from SOI referrals $ 9,450
6. You can expect buyers to contact you from listings & spin off
business (websites, open houses, sign calls)
# of buyers who contact me from listings and spin off
business: 5
Average home price of spin off business: $ 350,000
Average associate commission per spin off business: $ 7,350
Potential income from listings and spin off business: $ 36,750
7. You can expect buyers that also need to sell
# of buyers who also need to sell: 2
Average home price of buyer's listings: $ 275,000
Average associate commission per buyer sale: $ 5,775
Potential income from buyers who need to sell: $ 11,550
Business Development and Profit
Primary Market Worksheet (Page 3)
1. Potential income from subdivision area $ 36,750
2. Potential income from resales $ 21,000
3. Potential income from outgoing referrals $ 3,000
4. Potential income from selling investment properties: $ 9,450
5. Potential income from referrals $ 9,450
6. Potential income from listings and spin off business: $ 36,750
7. Potential income from buyers who need to sell: $ 11,550
Total Potential Income From Primary Market $ 127,950
Return on Investment (ROI) from a primary market
# of homes in subdivision/area 1,200
Marketing cost per home/month x $ 1.25
x 12
Marketing cost per year
x $ 18,000
Net income after expenses $ 109,950
ROI 611%
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Primary Markets Worksheets
Discussion Questions
What primary markets do you currently focus on, if any?
What activities and marketing do you currently do for that market?
How much do you spend on marketing to that market?
What are your prospecting habits for business in your primary market today?
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Primary Markets Worksheets
Small Group Work Questions
What primary market is an opportunity for you?
Who sells the most currently in your primary market?
What business should you stop doing so you can focus on a primary market?
What novel or new idea for your primary market can you use to generate business?
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Primary Markets Worksheets
Plan of Action
What I will put in place before the next mastermind:
Action steps to get there:
Resources (people, technology, or other help) that I will use:
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Primary Markets Worksheets
Other Session Notes
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Mastermind Primary Markets Worksheets
Program
T3 Sixty | Enabling Intelligent Change | t360.com
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