Income projections are developed, where
possible, based on historical brokerage
information. MLS information may prove
useful when allocating budgeted sales volume
into workable monthly projections.
The broker must categorize monthly cash
flow projections to align with financial
statements. A range of income categories
exist in the marketplace, particularly given
differing methods of compensating
salespeople. From that total, payouts to
other brokerages are deducted to arrive at
adjusted gross income. The analysis assumes
a traditional office in which salespeople
are paid a split of total commission and the
brokerage is responsible for most expenses.
The method by which salespeople are
compensated can dramatically affect the
budgeting process and organization of cash
flow projections.
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