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How many deals to hit your GCI goal

Put in what you want to take home, your average sale price, your commission rate and your split. It works backwards to the closings, appointments and weekly conversations that goal actually implies. No login, nothing to download.

Your business
Your assumptions

These two are yours, not ours. The defaults are a starting point to argue with — put your own numbers in and the plan below changes with them.

Of the listing and buyer appointments you go on.

A real conversation about their move — not a dial.

12

closings to take home $100,000

$144,000
gross commission income
6 / 6
listing side / buyer side
3
appointments a month
6
conversations a week

The working

  1. $400,000 at 3% is $12,000 of gross commission on a deal.
  2. Your 70% split leaves $8,400 of that, so $100,000 takes 12 closings — rounded up, because a part-finished deal still has to be worked.
  3. At 40% of appointments closing, that is 30 appointments in the year.
  4. At 10% of conversations booking an appointment, that is 300 conversations — about 6 a week, every week.

The number that matters is the weekly one

A yearly goal is easy to agree to and impossible to act on. Nobody wakes up on a Tuesday and does an annual target. The useful output of this calculator is the last line — conversations a week — because that is the only figure here that describes something you can either do this week or not do this week.

It is also the figure that goes wrong quietly. Miss a week in February and the arithmetic does not complain; it just moves the shortfall to December, where it costs a deal you can no longer make. Whatever you use to track this, track it against the pace rather than the total.

Questions

What counts as GCI?

Gross Commission Income is the commission earned on a sale before the brokerage split and before your expenses. The calculator asks for the income you want to take home, then works backwards through the split to the GCI those closings represent — which is usually the larger, more surprising number.

Why does it round the number of deals up?

Because half a closing does not pay half a mortgage. Rounding down understates the year by a whole transaction and makes the plan look easier than it is, so a part-finished deal is counted as one to work.

Where do the conversion rates come from?

They come from you. The two conversion figures are editable inputs with a plausible default, deliberately not presented as an industry benchmark — we would rather you argue with your own numbers than trust an average we cannot source. If you have a year of your own history, use that.

What counts as a conversation?

A real exchange about their move — not a dial, not a voicemail, not an email that went unanswered. That distinction is what makes the weekly number honest. If you count dials, the figure looks achievable and the plan quietly stops working in March.

Does it handle brokerage caps?

This one uses a single split for the whole year, which is the right shape for a goal you set in January. Caps and the post-cap flip change the arithmetic mid-year and are worth their own tool; that is on the list.

Do I have to sign up to use it?

Use it as much as you like — there is no login, no email gate and nothing saved. If you want the same pacing tracked against real deals as they close rather than recomputed by hand, that is what ProspectKeeper does.

See all questions

Read next

Track it against real deals instead

ProspectKeeper keeps this pacing current as deals close, so the gap to your goal is on the dashboard rather than recomputed by hand in a quiet week.

Start freeHow GCI tracking works