Summer is the busiest time for real estate agents. So it is the perfect time to work on setting up your goals for the summer and getting all your ducks in a row so you can achieve them. Closed listings are not what create top producing real estate agents. The key to success lies in a large inventory of active listings, and the Listing Inventory Calculator will help you determine how many active listings you need at all times to achieve your objectives.

Why do you need active listings?

Active listings govern the entire real estate business:

  • they generate leads
  • they control a real estate agent’s ability to market him or herself
  • they determine how many transactions he or she will be able to close overall.

If you are working mostly as a buyers’ agent, you will need to put a lot more time and effort into earning your commission. Between long hours showing multiple properties during the evenings and on the weekends, setting up and attending inspections, and dealing with the uncertainties of contingencies, finding time to promote your business and get more listings can be challenging.

With so little time on their hands, real estate agents that get most of their commission from the buyer’s side are limited to how many deals they can close in a month. That’s the reason why most successful real estate agents are often sellers’ agents.

By starting your quest for active listings early in the season, during the slow months of January and February, a real estate agent can hit the ground running when the buying frenzy of spring and summer arrive. However, a listing under contract is no reason to sit back and relax. To reach your goals, you must always have a reserve of other active listings to keep your business going. 

As soon as you get a listing under contract, it is time to find one to replace it and keep the pipeline filled. This constant sense of urgency is what separates top producing real estate agents from low producers. By establishing new relationships with potential clients instead of relying on established clients, you can keep your inventory of active listings growing.

How many active listings do you need at all times to achieve your personal goals? That’s what the Listing Inventory Calculator will help you determine.

How to use the Listing Inventory Calculator?

This video has a detailed explanation, as do the instructions below.

The Listing Inventory Calculator helps determine how many active listings a real estate agent must always have in inventory to reach his or her desired income. The boxes highlighted in yellow on the grid are the ones that can be manipulated to match your situation.

Start by entering your yearly goal for the amount of gross commission income that you would like to earn in the Income I Want to Earn field and the Average Sale Price for a property in your market.

You can calculate the Average Commission Rate based on the total amount of your closings, both as a buyer and as a seller’s agent.

Based on your situation, you should be able to determine a realistic estimate of what percentage of your closings will be listings. Although the average is 50%, your number might be lower if you are just starting in the business for example.

Not all listings sell: some expire, some are withdrawn, some are just priced too high and sit on the market. Assume that 50% of your listings will sell for a conservative estimate.

The number of average days on the market for properties on your market can be found on the MLS.

Based on the numbers you entered, you will be able to calculate the number of listings you must carry at ALL times to make your goal. Don’t hesitate to play with the numbers to figure out what is a realistic objective for you.

 Are you ready to find out how many active listings you must have to achieve your income goals for the new business year? You can find our Listing Inventory Calculator here!

  • Agent Sales Accelerator

    $97 / month

    Dominate your week, dominate your market. Agent Sales Accelerator is the weekly power-up for real estate agents. Master lead generation, boost productivity, and unlock proven strategies for explosive growth. This isn’t just about knowledge, it’s about action and accountability. Get ready to transform your business – join us!

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  • Increasing Profitability with Entrepreneurship

    $249
    Online Course

    Go beyond real estate and enter the world of ancillary services. Learn how to partner with vendors and take your business to the next level by leveraging synergistic relationships and growing your profitability at the same time.

    Add to Cart Increasing Profitability with Entrepreneurship (1)

    Increasing Profitability with Entrepreneurship

    Click to watch more about this real estate training course

    Designed for all learning types

    Video Training

    In-depth video with Brian Icenhower walking you through each Industry Update slide and explaining the meaning, and providing talking points for you to use with your clients.

    Written Workbook

    Detailed and downloadable written workbook that provides you with each industry graph and chart, along with a written explanation of what it means and talking points to use with your clients.

    Course curriculum

    Enrollment includes access to the following course materials for 6 months

    Welcome to Increasing Profitability with Entrepreneurship
    • Welcome to Increasing Profitability with Entrepreneurship with Rick Fuller

    • Sign up for the Executive Leadership Round Table Group Coaching Program

    • Join us at the ICC Regional Summit

    • Schedule a Coaching Call

    • Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group

    Module 1: Leading Beyond Real Estate Commission
    • VIDEO: Leading Beyond Real Estate Commission
    • WORKBOOK: Leading Beyond Real Estate Commission
    Module 2: From Team Leader to Entrepreneur
    • VIDEO: From Team Leader to Entrepreneur
    • WORKBOOK: From Team Leader to Entrepreneur
    Module 3: Growing Your Profitability Through Ancillary
    • VIDEO: Growing Your Profitability Through Ancillary
    • WORKBOOK: Growing Your Profitability Through Ancillary
      Module 4: Leading Through Change
      • VIDEO: Leading Through Change
      • WORKBOOK: Leading Through Change
      Increasing Profitability with Entrepreneurship

      About this course

      • $249.00
      • 13 lessons
      • 3.5 hours of content
      Add to Cart

      Reviews

      "I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations." Jake Rockwell Over 500 Units Sold Annually "I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income." soi audio workbook Dennis Adelpour Luxury Agent - West Los Angeles "When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends." recruit audio workbook Tammi Humphrey #1 Market Share & 100 Million in Annual Sales Volume

      I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations.

      Increasing Profitability with Entrepreneurship

      Jake Rockwell

      Over 500 Units Sold Annually

      I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.

      Increasing Profitability with Entrepreneurship

      Dennis Adelpour

      Luxury Agent - West Los Angeles

      When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.

      Increasing Profitability with Entrepreneurship

      Tammi Humphrey

      #1 Market Share & 100 Million in Annual Sales Volume

      Instructor

      Rick ​Fuller.

      I'm very excited about this course, Increasing Profitability with Entrepreneurship.

      Here's my prediction: one day, you and I will sell real estate for the benefit of being able to provide ancillary services, like mortgage, insurance, title, construction related services, and others.

      This is about you and I not thinking about the real estate transaction. It's about you and I thinking about the transition from one home to the next, and all the services that go along with that. This is about you and I providing greater service to our clients. This is about you and I providing greater opportunities for the people that are around us. And, this is about you increasing your profitability as you grow.

      You're going to learn a lot of information in this course. This is not content you're going to find in quick clips on YouTube, or listening to sound bites on social media. This is an in-depth discussion about how you can have the kind of partnerships with other vendors that is synergistic, so that you can achieve growth together.

      Go beyond real estate.

      Achieve growth faster by partnering with ancillary services and provide your clients with better service at the same time. Add to Cart

      Talk to a coach

      If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call Team Onboarding Real Estate Coaching See all courses
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    1. Leadership Strategies

      $249
      Online Course
      Raise your leadership skills and develop your leadership strategies to grow your business.
      Add to Cart Leadership Strategies (1)

      Leadership Strategies

      Click to watch more about this real estate training course

      Designed for all learning types

      Video Training

      In-depth video with Brian Icenhower walking you through each Industry Update slide and explaining the meaning, and providing talking points for you to use with your clients.

      Written Workbook

      Detailed and downloadable written workbook that provides you with each industry graph and chart, along with a written explanation of what it means and talking points to use with your clients.

      Course curriculum

      Enrollment includes access to the following course materials for 6 months

      Welcome to Leadership Strategies
      • Welcome to Leadership Strategies with Rick Fuller
      • Sign up for the Executive Leadership Round Table Group Coaching Program
      • Join us at the ICC Regional Summit
      • Schedule a Coaching Call
      • Stay Connected via our REAL ESTATE AGENT ROUND TABLE Facebook Group
      Module 1: How to Scale Your Team
      • VIDEO: How to Scale Your Team
      • WORKBOOK: How to Scale Your Team
      Module 2: Leadership Training for Real Estate Team Wanting to Grow
      • VIDEO: Leadership Training for Real Estate Team Wanting to Grow
      • WORKBOOK: Leadership Training for Real Estate Teams Wanting to Grow
      Module 3: Leading With Opportunities, Not Obstacles
      • VIDEO: Leading With Opportunities, Not Obstacles
      • WORKBOOK: Leading With Opportunities, Not Obstacles
      Module 4: Real Estate Agent Attraction Recruiting Strategies
      • VIDEO: Real Estate Agent Attraction Recruiting Strategies
      • WORKBOOK: Real Estate Agent Attraction Recruiting Strategies
      Module 5: Real Estate Leadership Coaching Strategies
      • VIDEO: Real Estate Leadership Coaching Strategies
      • WORKBOOK: Real Estate Leadership Coaching Strategies
      Module 6: Viral Team Goals and Activity Based Indicators
      • VIDEO: Viral Team Goals and Activity Based Indicators
      • WORKBOOK: Viral Team Goals and Activity Based Indicators
      Module 7: Public Accountability and Personal Responsibility
      • VIDEO: Public Accountability and Personal Responsibility
      • WORKBOOK: Public Accountability and Personal Responsibility
      Module 8: The Power of Dashboards
      • VIDEO: The Power of Dashboards
      • WORKBOOK: The Power Of Dashboards
      Module 9: Replacing Yourself as a Real Estate Leader
      • VIDEO: Replacing Yourself as a Real Estate Leader
      • WORKBOOK: Replacing Yourself as a Real Estate Leader
      Leadership Strategies

      About this course

      • $249.00
      • 23 lessons
      • 5.5 hours of video content
      Add to Cart

      Reviews

      "I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations." Jake Rockwell Over 500 Units Sold Annually "I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income." soi audio workbook Dennis Adelpour Luxury Agent - West Los Angeles "When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends." recruit audio workbook Tammi Humphrey #1 Market Share & 100 Million in Annual Sales Volume I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations. Leadership Strategies

      Jake Rockwell

      Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income. Leadership Strategies

      Dennis Adelpour

      Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends. Leadership Strategies

      Tammi Humphrey

      #1 Market Share & 100 Million in Annual Sales Volume Instructor Rick ​Fuller.

      Raise your leadership skills and develop your leadership strategies to grow your business.

      I am so excited about this course, Leadership Strategies.

      This is about you raising the lid on your leadership so you can raise the lid on all of your organizations, raise the lid on your ancillaries, raise the lid on your people. You cannot outgrow your personal development. Your outward growth starts with your inward development in terms of leadership. This is what this course is all about: raise your leadership skills so that you can grow your business.

      Raise the lid on your leadership.

      Raise your leadership skills and develop your leadership strategies to grow your business. Add to Cart

      Talk to a coach

      If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call Team Onboarding Real Estate Coaching See all courses
      Quick ViewCompare
    2. Industry Update: 2024 (Q2) Real Estate Market Slides & Talking Points

      $135
      Online Course In this Industry Update online course, you'll gain access to Q2 2024 real estate market slides and talking points to learn and use with your clients. Add to Cart Industry Update 2024 Q2 real estate market update online course

      Industry Update

      Click to watch more about this real estate training course

      Designed for all learning types

      Video Training

      In-depth video with Brian Icenhower walking you through each Industry Update slide and explaining the meaning, and providing talking points for you to use with your clients.

      Written Workbook

      Detailed and downloadable written workbook that provides you with each industry graph and chart, along with a written explanation of what it means and talking points to use with your clients.

      Course curriculum

      Enrollment includes access to the following course materials for Q2 2024; enrollment will expire when the Q3 version is released

      Welcome to Industry Update
      • VIDEO: Industry Update: 2024 Q2 Real Estate Market Slides & Talking Points with Brian Icenhower
      • Industry Update Talking Points Workbook
      Industry Update Presentation Slides
      • Industry Update Presentation
      • Industry Update: 2024 Q2 Real Estate Market Slides – downloadable
      • Industry Update – All Slides as Image Files – downloadable
      Industry Update 2024 (Q2) Real Estate Market Slides & Talking Points

      About this course

      • $135.00
      • Q2 2024 access (expires when Q3 is released)
      Add to Cart

      Reviews

      "I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations." Jake Rockwell Over 500 Units Sold Annually "I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income." soi audio workbook Dennis Adelpour Luxury Agent - West Los Angeles "When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends." recruit audio workbook Tammi Humphrey #1 Market Share & 100 Million in Annual Sales Volume I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations. Industry Update: 2024 (Q2) Real Estate Market Slides & Talking Points

      Jake Rockwell

      Over 500 Units Sold Annually I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income. Industry Update: 2024 (Q2) Real Estate Market Slides & Talking Points

      Dennis Adelpour

      Luxury Agent - West Los Angeles When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends. Industry Update: 2024 (Q2) Real Estate Market Slides & Talking Points

      Tammi Humphrey

      #1 Market Share & 100 Million in Annual Sales Volume Instructor Brian ​Icenhower.

      I created Industry Update to help you educate yourself and your clients on the current real estate market stats.

      The point of this course is not to give you a bunch of predictions that either put you at ease or scare you about the real estate market. That’s not the goal. The point is to give you accurate information. To arm you with material with which to educate your client. More importantly, we are providing you with visual information, and the talking points around those visual assets so that you can clearly articulate what is happening in the market to your clients. People who want to buy a home, sell a home, or invest … they have a lot of questions based on what they’re hearing in the world today. Now more than ever they need a real estate professional to sift through all the madness and tell them what is really happening so they can make the best informed decisions with regards to the purchase and sale of real estate now and in the future. It’s super, super important that we use this data in a way that helps us convey a message. We aren’t arguing with our clients. We are simply the conduit of information, and we educate them. Now, more than ever, they will listen to us. Especially when you have these visuals and you can show, not just tell.

      SHOW, not just tell.

      Access our Q2 2024 real estate market slides and talking points to learn and use with your clients! Add to Cart

      Talk to a coach

      If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call Team Onboarding Real Estate Coaching See all courses
      Quick ViewCompare

    How to Onboard & Training New Agents

     ISA Scripts & Systems

    SOI Referral Database Contact Plans

    Luxury Marketing Techniques

    Phone Scripts for Contacting Internet Leads

    Transaction Coordinator Capacity on Real Estate Teams

    Lead Nurturing Scripts & Techniques

    FSBO Scripts for Objections to Paying a Commission

    The Seller Lead Sheet & How Agents Use One

    Real Estate Team Organizational Structure

    Pre-Listing Package Contents & Strategies

    Buyer’s Agent Job Description

    Listing Presentation Scripts & Dialogues

    The Best Way to Contact your Sphere of Influence

    Compensating & Training Inside Sales Agents – ISAs

    Open House Guest Lists – Scripts to Get Them Filled Out

    Realtor Vendor Databases: Scripts & Lists to Build Them

    Expired Listing Scripts

    The One Page Real Estate Business Plan

    How to Transfer Facebook Friends to your Client Database

    A Real Estate Administrative Assistant’s Job Description

    Buyer Consultation Script

    Open House Scripts to Generate New Listings

    Scripts for Buyers: How to Show Less Homes

    Just Listed & Just Sold Real Estate Scripts

    Easy Ways to Ask Your Clients for Referrals

    Scripts for Overcoming Listing Presentation Objections