Four numbers decide it, and none of them is the number of rows your system will store.<\/p>\n
The count that matters is minutes. A seller lead is a record you owe something to on a date, and the stages piece<\/a> defines what is owed at each point: a dated call for one, a note for another, a status check the day before an appointment. Multiply what each stage costs by how often the year demands it, and you have the only ceiling that exists. Above it, records do not fall out of the database. They fall out of the cadence, silently, and the agent finds out eleven months later when one of them lists with somebody else.<\/p>\n So the question has an answer, but it is your answer rather than a published one, and it takes about ten minutes with your own numbers to produce.<\/p>\n Weekly prospecting minutes that are not first dials.<\/strong> Your prospecting schedule<\/a> already splits the week into blocks. Take only the part reserved for people you have already spoken to: the dated calls, the notes, the re-engagements. If your week has ninety minutes of that, write ninety.<\/p>\n Minutes per touch, measured rather than guessed.<\/strong> Time ten dated callbacks end to end, including the record you write afterward per the call record<\/a> piece. Most agents find a dated call costs four to six minutes all in, and a note costs two.<\/p>\n Touches per record per year, from your own cadence.<\/strong> A record in the slow lane at one touch a quarter is four. A warm one on a six-week cycle is nine. The stop rule<\/a> sets where a record decays to rather than where it ends, and decay lowers this number without deleting anybody.<\/p>\n Weeks you actually work.<\/strong> Forty-six is honest. Fifty is a lie you will discover in July.<\/p>\n Weekly minutes times weeks gives annual minutes. Divide by minutes per touch to get touches you can deliver in a year. Divide that by touches per record per year, and the result is how many records the year can carry.<\/p>\n Try it. Ninety minutes a week, forty-six weeks, is 4,140 minutes. At five minutes a touch, that is 828 touches. If the average record in your database wants six touches a year, your ceiling is about 138 records. Not 138 contacts in total: 138 seller records in active cadence, alongside whatever past clients and buyers live on a different plan.<\/p>\n Most agents read that number and say it is far too low. The reaction is the useful part. It is low because the inputs are honest. The database with 1,400 names in it is not holding 1,400 relationships. It is holding 138 relationships and 1,262 rows, and the rows are the reason the agent feels behind on a Tuesday.<\/p>\nThe four inputs<\/h2>\n
The math<\/h2>\n