What you will be able to do
इस पाठ के बाद आप क्या कर सकेंगे
- Convert a gross commission into a net figure by identifying every deduction.
- Explain why work per transaction is roughly constant regardless of deal size.
- Build a conversion funnel from enquiry to completion.
- Work backwards from a target number of closings to required enquiry volume.
- Explain why the time lag between enquiry and payment governs cash planning.
Why we publish no rates
हम दरें क्यों नहीं छापते
Commission conventions vary by market, by deal size, by which side pays, by whether the transaction is co-broked, and by what is negotiated. They also change. A rate published here would be wrong somewhere, wrong eventually, and treated as authoritative in both cases.
What does not vary is the arithmetic. This lesson gives you the structure. You supply every number from your own market, and the moment you do, you will know more about your business than most people working in it.
Gross is not net
कुल और शुद्ध — फ़र्क
The commission agreed is not the money that reaches you. Work down this list for every deal:
| Deduction | Note |
|---|---|
| Co-broke split | Where another agent shares the transaction. Frequently half. |
| Referral fee paid | Where the introduction came from someone you compensate. |
| Tax deducted at source | Payers may be required to deduct on commission. It affects cash now and is reconciled later. Keep the certificates. |
| GST | Where you are registered, the tax position on your fee must be handled correctly. A chartered accountant, not this page. |
| Direct deal costs | Travel to that parcel, record fees, printing, any professional cost you bore. |
| Income tax | On what remains, at your applicable rate. |
| Share of overhead | The deal's contribution to fixed costs. Lesson 2. |
Run one real closed transaction through this list. The gap between the number you told people you earned and the number that stayed with you is usually the most educational calculation in this level.
Work per deal is roughly constant
मेहनत लगभग बराबर रहती है
This is the single most consequential fact in the economics of brokerage.
A transaction requires: sourcing the parcel, screening it, qualifying the buyer, the site visit, negotiation, the agreement, chasing conditions, the registration, and the mutation. That sequence is roughly the same whether the parcel is small or large. Some large transactions carry more diligence, but the effort does not scale in proportion to value.
Two consequences follow, and they pull against each other:
- Agents drift upmarket, because a larger transaction pays more for similar effort. That drift is rational.
- Larger transactions are fewer, slower and more competitive. The buyer pool narrows, the diligence lengthens, and more experienced agents are already there.
The practical resolution is usually neither extreme: a base of transactions at the size your belt actually produces, with a deliberate effort to be present for the larger ones when they arise. Deciding this consciously is better than drifting.
The conversion funnel
कितने में से कितने
Every practice has a funnel, and almost nobody measures theirs. The stages:
- Enquiries — everyone who contacts you about buying.
- Qualified — those with purpose, funds, authority and timeline. Level 6, Lesson 3.
- Viewings — those who actually visit a parcel.
- Offers — those who make one.
- Agreed — terms settled and token paid.
- Completed — registered, and you are paid.
Each stage has a drop rate, and the drop between agreed and completed is the one that surprises people — Level 6, Lesson 6 listed the six places deals collapse.
Illustrative funnel, fictional numbers, purely to show the method. Suppose over a period you record 100 enquiries. Of those, 30 qualify. Of those, 18 visit a parcel. Of those, 8 make an offer. Of those, 5 reach agreed terms. Of those, 3 complete.
That is a 3 per cent enquiry-to-completion rate. To complete 12 transactions you would need roughly 400 enquiries at those rates, or better rates at some stage, or both.
These are not typical figures and are not a claim about anyone's business. Your rates will differ, possibly by a large margin, and the only way to know them is to measure your own for a year.
Working backwards
पीछे से हिसाब
Once you have your own funnel, the calculation runs backwards and becomes the most useful planning tool you have:
- Start with the net income you need — from Lesson 3, honestly.
- Divide by your average net commission per completed transaction — from the deduction list above.
- That gives completions required.
- Apply your funnel rates in reverse to get enquiries required.
- Divide by the period to get enquiries required per month.
- Ask honestly whether your channels produce that. Level 6, Lesson 3.
Most people who do this for the first time discover that their required enquiry volume is several times what they are actually generating. That is not a reason to despair; it is the reason to fix the channel side rather than working harder on the same flow.
The lag
देरी
An enquiry today does not become money today. Between first contact and commission received sit qualification, viewings, negotiation, agreement, diligence, conditions, registration and payment. Level 6, Lesson 6 set out the sequence; the elapsed time is frequently months and sometimes much longer where a condition like a succession mutation is involved.
Two implications:
- Cash planning is about the lag, not the annual total. An agent whose annual arithmetic works can still fail in month seven.
- Pipeline neglect is invisible for months. Stopping enquiry generation while working current deals produces a gap that appears one full cycle later, by which time it cannot be fixed quickly.
What to build
क्या बनाएँ
- A record of every enquiry, with date and stage reached. This is the funnel.
- A net calculation for every completed transaction, not a gross one.
- A rolling view of the pipeline — what is at each stage and what it might produce, with dates.
- A measured lag — how long, on average, from enquiry to payment in your market.
Four records. Most practices keep none of them, which is why most practitioners cannot say whether their business works.
Key terms
मुख्य शब्द
- Gross commission · कुल कमीशन
- The fee agreed, before splits, taxes, deal costs and overhead.
- Net per transaction · शुद्ध आय प्रति सौदा
- What actually remains after every deduction; the only figure that supports planning.
- Conversion funnel · रूपांतरण क्रम
- The sequence enquiry → qualified → viewing → offer → agreed → completed, with a drop rate at each stage.
- Working backwards · उल्टा हिसाब
- Deriving required enquiry volume from a needed income figure through measured funnel rates.
- Lag · देरी
- Elapsed time from first contact to commission received; governs cash planning independently of annual totals.
Check yourself
आठ सवाल · 6 या ज़्यादा सही = पास
Q1Why does this course publish no commission rates?
Q2Which of these is a deduction between gross commission and net income?
Q3Why do agents drift towards larger transactions?
Q4Which funnel drop-off most surprises people?
Q5What is the correct status of the illustrative funnel numbers in this lesson?
Q6What do most people discover on working backwards for the first time?
Q7Why can an agent whose annual arithmetic works still fail in month seven?
Q8What happens when enquiry generation stops while current deals are worked?
What you can do tomorrow
कल से क्या करें
- Run one real closed transaction through the full deduction list and compare gross with net.
- Start a record of every enquiry with date and stage reached, and keep it for twelve months.
- Measure your own lag from first contact to commission received on three completed deals.
- Work backwards from a needed income figure to required monthly enquiries, using your own rates.
Progress is saved in this browser only. Scoring 6 or more on the quiz marks the lesson complete automatically.
Apply this to a real parcel
AgriZameen lists agricultural land in the Phulera – Sambhar – Naraina – Rupangarh corridor, with the documents we have seen on each parcel. Reading a lesson is preparation; a record in your hand is the work.