Goal Calculator: Client Settings

Understanding the inputs behind the calculations is essential, as they should reflect the specifics of your area. It’s important that you customize these settings yourself to ensure accuracy and relevance.

Average Years to Move

The National Association of REALTORS® (NAR) has reported the following median tenures for U.S. homeowners: Your region may vary.

This data indicates that homeowners are generally staying in their homes longer than in the past, with a notable increase from 2005 to 2018. However, there has been a decrease in the median duration by 2024. These numbers are always evolving, so it’s crucial to know the averages for your area or the national average to better interpret and understand the calculations. NAR is a great source of information.

Here’s a summarized list of factors affecting regional differences in homeownership tenure:

• Job Market: Strong job markets = shorter tenure; stable job markets = longer tenure.
• Housing Affordability: High costs limit moves; affordable areas see more flexibility.
• Population Growth: Rapid growth/urbanization = shorter tenure; rural areas = longer tenure.
• Climate Risks: Areas with natural disasters may have shorter tenures.
• Cultural Preferences: Regions vary in attitudes toward stability vs. flexibility in moving.
• Real Estate Market: Booming markets = more turnover; sluggish markets = longer stays.
• Aging Population: High retiree areas often see longer tenure.
• School Districts: Families tend to stay for desirable schools.
• Property Tax Incentives: Favorable tax policies for long-term residents can encourage staying.
• Commute Times: Better transit options = more frequent moves; limited options = longer stays.

These points capture key reasons for variation in how long people stay in their homes across different U.S. regions.

% of Clients Listings Closed

Under normal circumstances, this number can fluctuate due to factors like overpriced listings, unrealistic seller expectations, and market conditions. However, your closing ratio should be significantly higher because of the long-term relationships you’ve built with your sellers. By conducting consistent Home Investment Reviews, you’ve likely educated your clients well before they decide to sell. This proactive approach helps them understand their home’s value and the current market, aligning their expectations with reality. Doing this groundwork in advance makes it much easier to set realistic prices and expectations. Ideally, your seller closing percentage should be approaching 100%.

% of Clients Who also Purchase

You now understand the Secret to Success and the immense value of a Lifetime Client. Your sellers recognize this too and want you to guide them through all their real estate cycles. As a result, this input number should be very high. The only exceptions might be clients moving out of town (in which case you can still earn a referral by connecting them with a like-minded agent), those transitioning to a rental (which could also generate referrals), or those moving to a care facility or similar situation.

Referrals (Other Sales)

"‘Referrals and Other Sales’ come from a variety of sources, including lead generation, drip campaigns, and client referrals. By consistently conducting Home Investment Reviews and providing valuable insights and services, you solidify your role as a trusted real estate advisor. This not only strengthens your relationships with clients but also increases the likelihood of them recommending you to their friends, family, and network. Maintaining this level of trust and service ensures that referrals and organic leads will naturally grow as a key part of your business over time.

This number will increase if you continue following the principles outlined in Secret to Success and regularly conducting Home Investment Reviews. If you haven’t already, read Anne’s Story. It highlights the first-ever Home Investment Review, which led to a referral and resulted in a buy-and-sell transaction within just 30 days!"