While your monthly budget is your power tool for tracking and evaluating the investments you make in your company, the Budget Model of the Millionaire Real Estate Agent (Figure 40) is a more high-level look at your spending. What it does is highlight those areas where your focus and attention will pay the highest dividends.
The Millionaire Real Estate Agent's Budget Model is divided into two broad categories: cost of sales and operating expenses. Now, to be the most effective you can be and get the most out of these investments, you should be able to explain why every budget item is there, why it is a certain amount, and exactly what you expect to receive from it. With that in mind, let's break these two categories into their relevant parts and get a better understanding of them.
Your cost of sales reflects the actual costs of capturing and converting your leads to sales, which would be handled by your seller specialist(s) and your buyer specialist(s). Seller specialist(s) are responsible for five key activities:
■ Converting seller leads into appointments
■ Making listing presentations
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