Scaling Your Production
How Many Closings a Doubling Year Takes and What an Unlicensed Assistant Can Handle
Updated
Bottom line: Divide your income goal by your average commission to get a closings count. At the same average, twice the goal takes twice the closings. In Texas, an unlicensed assistant can take only work that needs no license.
How many closings does a doubling year take?
HousingWire lays out the method in a sponsored piece by Colibri Real Estate: take your income goal and divide it by your average commission.
In the HousingWire example, a $120,000 goal at a $10,000 average commission comes to 12 closes.
Doubling runs on the same arithmetic. Hold the average commission steady, and a goal twice as large divides into twice as many closings.
Run it with your own trailing figures first. If your average commission has moved over the last few years, the count moves with it.
Where does a doubled count sit against the NAR median?
HousingWire cites the National Association of REALTORS® for one benchmark: agents with six to 15 years in the business close a median of 11 transactions a year.
Doubling the 12 closes in the HousingWire example puts the count at more than twice the median HousingWire reports.
At that count, the question turns from activity to time. The closings have to come from somewhere, and part of the answer is which work leaves your desk.
What can an unlicensed assistant handle in Texas?
The Texas Real Estate Commission sets the limit plainly: someone without a license cannot do any activity that requires one.
Negotiation sits on the licensed side. TREC requires an active license to negotiate a real estate transaction between third parties.
So the work an assistant takes is work that needs no license. Where a given task falls is a question to put to your broker before you hand it over.
We have 14 people behind you at 1650 Highway 6, compliance among them, so that question has a desk to land on.
Filed in The team, for agents who are growing.
Questions & answers
What do Sugar Land agents ask about this?
How do I turn a yearly closings count into weekly activity I can track?
HousingWire's point is that once you know your numbers, you can work backward from the income goal to weekly activity targets that sit inside your control. Start from the closings count for the year. Then break it into the weekly steps that lead to a closing. HousingWire gives the direction, and the weekly figures come from your own records.
Pick activity you can count every week, and set it against the closings number. A weekly target shows a slow stretch within days, well before the year closes out. Keep the targets few enough that you check them every week.
How long does my broker have to keep the files from all those extra closings?
TREC requires a broker to keep eight specific types of records for at least four years, counted from the closing or from the termination of the contract. The records have to be held in a format the Commission can get to readily. A year with twice the closings puts twice the files under that four-year clock.
The duty sits with the broker. Each file's clock starts at its own closing or termination, so files from a busy year leave the retention window on different dates. Ask your broker which records fall under the rule and how your files reach the office.
How does Keller Williams Southwest track a doubling target during the year?
We build a yearly business plan with you and review it every month, alongside weekly one-on-one coaching. The closings count goes into that plan as the number the year is measured against. The monthly review is where a gap between that count and your pace shows up early. A productivity coach is part of the staff behind you.
Classroom training runs beside the coaching. A 12-agent Associate Leadership Council sets office strategy, so producing agents have a seat in how the office runs. The plan and the review keep the number in front of you, and the closings are still yours to make. Jana Hayes, our Team Leader and Operating Partner, is the person to start that conversation with.