APPOINTMENTS = INCOME: THE BUSINESS MATH EVERY AGENT NEEDS

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.
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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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