The Complete Workbook

From Get In to Get Out · All 10 exercises · Print or save as PDF
← Back to exercises 📊 Excel
The complete workbook. All 10 exercises from Get In to Get Out, formatted to print on portrait letter paper. In your browser's print dialog: choose Portrait, 100% scale, and enable Background graphics so the colored callouts print correctly. The P&L and Media Gameplan exercises are wider than the others — they'll print rotated so they fit a portrait page.
Get In to Get Out · Companion Workbook

The Complete
Exercises.

Ten exercises from the book. The frameworks, calculators, checklists, and prompts that turn the chapters into actual business decisions.

By Jon Brooks · Momentum Realty

A workbook companion to
Get In to Get Out:
How to Build a Profitable Real Estate Business
That Offers You a Way Out
movewithmomentum.com/freedom

What's Inside

Work through them in order the first time. After that, come back on your own cadence — the Margin Curve, the 90-Day Sprint, and the Database Health Check are designed to be re-run quarterly.

★ You don't have to do this alone
The two places to bring your work.
These exercises produce answers. Answers produce decisions. Decisions produce momentum, but only when there's accountability. Below are the two communities Jon and Brittany run for agents working through this book.
FREE · Community
Facebook Mastermind
Live answers from Jon and Brittany. Bring your worksheets, post your numbers, get pushback.
facebook.com/groups/1632337067820750
PAID · Execution
Think Big · Question Everything
The deeper mastermind. Strategy, accountability, and the people executing at the next level.
thinkbigquestioneverything.com
1
Reference
A Real P&L
What a profitable agent's P&L actually looks like.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 1 of 10
Get In to Get Out · Exercise 1
Monthly P&L Worksheet
Annual budget & actuals tracker
Line Item JanFebMarApr MayJunJulAug SepOctNovDec Total
Income
Gross Commission Income (GCI)
Other Income (referrals, profit share)
Total Income
Cost of Sale
Brokerage Splits
Brokerage Fees (transaction, E&O)
Royalties / Franchise Fees
Agent Referrals Paid Out
Total Cost of Sale
Gross Profit
Operating Expenses
Education books, classes, coaching, conferences
Lead Generation Zillow, Realtor.com, Google, social, mailers
Payroll admin, TC, ISA, buyer agent, employer taxes
Professional Services photography, video, legal, accounting, 1099
Technology & Phone MLS, CRM, dialer, software subscriptions, mobile
Supplies & Equipment cards, signs, lockboxes, furniture, supplies
Meals & Entertainment client meals, team meetings, travel meals
Client Gifts & Events closing gifts, annual client events
Health Insurance
Taxes & Licenses business taxes, dues, licenses, organization fees
Other / Misc.
Total Operating Expenses
Net Income
Get In to Get Out
movewithmomentum.com/freedom
2
Chapter 3
MUST & Freedom Numbers
The two numbers that govern every financial decision.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 2 of 10
Get In to Get Out · Exercise 2
Your MUST & Freedom Numbers
Two numbers every agent has to know. One keeps you alive. One sets you free.
Numbers don't care how hard you work. They don't reward effort. They expose whether your model works. If it doesn't, they tell you why.
Your MUST Number
The minimum financial outcome your business requires to survive. Not a goal. A floor.
Step 1 · What do you need to keep?
What you keep after tax and expenses.
$
At $100K profit, assume ~25% tax rate.
$
Splits, fees, tools, payroll, technology.
$
Step 2 · Work backward to volume
$
Enter as decimal. Example: 2.5% = 0.025
★ Your MUST Number
$
Net profit + tax + expenses = gross income your business must produce
Units Required
MUST ÷ (price × commission rate)
Annual Volume
$
Units × average sale price
Net Margin
%
Net profit ÷ MUST
Review weekly. The MUST is a floor. Below it, the machine is breaking.
Your Freedom Number
The capital that lets your investments cover your life. Where you stop needing the business.
Step 3 · What does your life cost?
The honest cost of your actual life.
$
Default 8%. Adjust to your investing approach.
%
★ Your Freedom Number
$
Living expenses ÷ return rate = capital that, invested, covers your life passively
Deployable Capital
$
Annual net profit − living expenses
Years to Freedom
Freedom Number ÷ deployable capital. The number to shrink.
Freedom is not a feeling. It is a balance sheet. The day the capital pays for the life is the day you stop needing the business.
Get In to Get Out
movewithmomentum.com/freedom
3
Chapter 4
The 4P Framework
People, Product, Process, Promotion. Where to invest first.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 3 of 10
Get In to Get Out · Exercise 3
The 4P Framework
Four decisions that define your lane. Each one is a boundary. Boundaries make compounding possible.
A quiet Tuesday where everything on the calendar is right is what a defined lane feels like. Without a lane, you hustle. With a lane, you build.
P
Price Point
Set your floor. The transactions below this number cost you more than they pay.
Referral partner / showing agent / decline.
P
Product
Define what you sell. Depth beats breadth.
e.g., single family, expired listings, relocating buyers, move-up sellers.
P
Perimeter
Protect your geography. Drive time is real cost.
Zip codes, neighborhoods, or radius.
P
Personality
Define who you serve. Pick the clients you want more of.
Who do I actually enjoy working with?
The verdict. Read what you wrote above. If a quiet Tuesday filled with that work would feel right, you have a lane. If it still feels scattered, narrow each P further until what's left is clearly worth your time.
Get In to Get Out
movewithmomentum.com/freedom
4
Chapter 5
The Lead Engine
Five engines. Which ones you own. Which ones you don't.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 4 of 10
Get In to Get Out · Exercise 4
The Lead Engine Tracker
80% of your business comes from 20% of your sources. Track until you know which 20%. Then stop doing everything else.
Predictability is the foundation of every margin, every surplus, and every option this business can eventually give you.
3R = Reviews, Referrals (past clients), Repeat. Track your 3R share. Target ≥ 80%.
Source # Closings GCI ($) Notes
Reviews (online inbound)
Referrals, past clients
Referrals, sphere / network
Repeat clients
Open Houses
Zillow / paid portals
Google PPC
Social ads (Meta / IG)
Cold calling / prospecting
Door knocking
FSBO / expired listings
Agent referrals (out of market)
Other:
TOTALS $
3R Closings
Sum of gold-dot rows
3R Share
%
3R closings ÷ total. Target ≥ 80%.
Total Closings
All sources combined

Decisions from the data

e.g., Monthly email, quarterly call, annual client event.
Sources you're spending time or money on that aren't producing.
Get In to Get Out
movewithmomentum.com/freedom
5
Chapter 5 · Engine 4
Your Media Gameplan
One platform. One cadence. One angle that's yours.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 5 of 10
Get In to Get Out · Exercise 5
The Media Gameplan
Engine 4 of Lead Generation · Organic social media
There are only three ways to generate leads. Spend time. Spend money. Spend both. Organic social is the largest, most powerful lever, but only if you treat it like a system: pick the assets, set the cadence, connect them to the funnel.
# Asset / Channel Who Audience (TAM) Cadence When Time of Post Goal
Primary Assets
1
2
3
4
5
Secondary Assets
6
7
8

The Stack, tools that close the loop

Autoresponder
e.g., ManyChat
Trigger automation from DMs.
Email Capture
e.g., Flodesk
Captures email + automations.
Product Host
e.g., GumRoad
Sells digital products.

The Flow, where every post leads

1
Post
channel
→
2
DM
auto-reply
→
3
Email
sequence
→
4
Offer
download or buy
→
5
Long-form
decision moment

Build your own

Channel + goal. e.g., Instagram, 1x/day, agent leads.
A weekly cadence you hit beats a daily cadence you skip.
If you can't draw the line from post to closed transaction, you don't have a funnel.
The platforms and formats you're skipping on purpose. Pruning is the discipline.
Get In to Get Out
movewithmomentum.com/freedom
6
Chapter 6
Database Health Check
The 41-touch program. Your true database health.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 6 of 10
Get In to Get Out · Exercise 6
Database Health Check
Run this check at the start of every quarter.
Your database is the number of people who know you, trust you, and remember you when real estate comes up. If the referral rate is below 20%, silence is almost always the cause.

Step 1 Current Database Health

People who know you well enough to refer.
Closed transactions from past clients/sphere.
Recommended floor: 20%.
%
Current Referral Rate
referrals ÷ contacts × 100
%
Target: 20–30%
Projected Annual Opps
contacts × target rate
At target referral rate
Gap to Close
projected − actual referrals
Additional referrals needed
Read your number Where does your current referral rate land?
Above 20%
Engine is running. Your job is to keep the touch program tight.
10% to 20%
In progress. Some leak. Tighten the touch cadence.
Below 10%
You're running sales, not a referral business. Every year you start at zero.

Step 2 Touch Program

All-in for the next 90 days.
$
Not a mass email blast. Something they noticed.
If nobody owns it, it doesn't happen.
Next 90-Day Mix
Plan 9–12 touches across the quarter. Keep ~70% low-cost, ~30% high-touch.
Type Count Example activity Est. Cost
Email$
Mail$
Call$
Text$
Drop By$
Event$
TOTAL$
Reminder Silence creates slippage. Slippage creates dependence on paid leads. Dependence on paid leads destroys margin.
Get In to Get Out
movewithmomentum.com/freedom
7
Chapter 7
The 7C Diagnostic
Where you really stand on the seven dimensions of operation.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 7 of 10
Get In to Get Out · Exercise 7
The 7C Diagnostic
Score yourself across the seven functions of a real estate business. No sevens.
Professionals tighten gaps. Amateurs chase reinvention.
1–3Broken. No system, no consistency.
4–6Inconsistent. Some weeks yes, most no.
7Don't use. Pick 6 or 8.
8–9Working. Reliable, measurable.
10World-class. Teachable to others.
Function Diagnostic question Current(no 7s) Target90 days Explain the Gap
Create Can you consistently generate new opportunities?
Capture Do you convert every conversation into data?
Curb Do you eliminate misaligned clients?
Cultivate Do you systematically nurture trust over time?
Convert Do qualified prospects commit to working with you exclusively?
Close Do transactions move cleanly to completion?
Customer Touch Do you remain present and valued after closing?
AVERAGE Gap (target − current):

Act on the gaps

The two functions with the biggest gap between current and target.
What exactly will you do, by when, measured how?
What exactly will you do, by when, measured how?
Name and what they review. If nobody owns it, it doesn't happen.
Get In to Get Out
movewithmomentum.com/freedom
8
Chapter 8
The Margin Curve
The economics of going solo vs going team. The trade in dollars.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 8 of 10
Get In to Get Out · Exercise 8 · Page 1 of 2
The Margin Curve — Calculator
Adapted from the 1,000-Unit Economic Model. Work the chain. See the trade.
Stage 4 is a destination in its own right. Bigger is not better. Better is better.

Step 1 Your numbers

Production targets
$
%
%
Cost structure (% of GCI)
%
%
%
%

Step 2 The chain

Sales Volume
units × ASP
$
Total GCI
volume × commission
$
Cost of Sale
(LSA+CEO)×listing + (BSA+CEO)×buyer
$
Operating Expenses
GCI × opex%
$

Step 3 The trade

WITH TEAM MARGINS
Net Income
$
Margin: ____ % · Time freed up, lower personal take. Formula: GCI − COS − OpEx
WITHOUT TEAM SPLITS
Net Income
$
Margin: ____ % · Higher personal take, you ARE the machine. Formula: GCI − OpEx
The delta Going team costs you $ ____ in personal take (about $ ____ per $100k of GCI). That money buys you time, the ability to scale, and the ability to step away. Both numbers are real. The right answer is whichever one matches the exit you defined in Exercise 2.
Get In to Get Out
movewithmomentum.com/freedom · Page 1 of 2
Get In to Get Out · Exercise 8 · Page 2 of 2
The Margin Curve — Stages
Where you are. Where you're going. What it takes to move.
Every stage trades margin for scale. That is a trade to be understood and made on purpose.

Step 4 Where are you on the curve?

Pick Stage Description Typical margin
Stage 1Solo operator You are the machine. Every dollar of GCI flows to you (minus overhead). No team to feed, no leverage to manage. 70–80%
Stage 2First leverage hire Protect margin while buying back time. Usually a transaction coordinator or part-time admin. Net stays high; capacity grows. 65–75%
Stage 3Calendar liberation A showing assistant frees your physical presence from buyer tours. You can list more, prospect more, sell more. 60–70%
Stage 4Listing-led model You shift from executor to architect. Listing specialist runs sellers, buyer specialists run buyers. You source the leads and set the standard. 50–55%
Stage 5Building leaders A different profession entirely. You run a business of operators, not of agents. Most of your time is hiring, training, holding leaders accountable. 5–35%

Reflection

Skill, mindset, structure, team. What specifically needs to change for you to operate at the next stage?
Who is below threshold? What's the plan?

The 90-Day Test

Yes or no, and what needs to change to get to yes? This is the question that separates Stage 3 from Stage 4.
Closing thought Bigger is not better. Better is better. Stage 4 is a destination in its own right.
Get In to Get Out
movewithmomentum.com/freedom · Page 2 of 2
9
Chapter 9
The 90-Day Sprint
Pick the gap. Track the metric. Remove what's in the way.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 9 of 10
Get In to Get Out · Exercise 9 · Page 1 of 2
The 90-Day Sprint
Pick the gaps. Track the metric. Remove what's in the way.
What gets tracked gets fixed. What doesn't get tracked does not. Track every week. Adjust every month from the data, not from the feeling. Audit every quarter.

Step 1 The window

→

Step 2 The gaps

Be specific. Not "work on lead gen." Yes "increase 3Rs share from 55% to 70% by adding a quarterly client event and a monthly email."
One more, if needed. Not three. Not five.

Step 3 Weekly metric tracking

A specific number tracked every Friday. Same number every Friday.
Same rules. Same Friday.
Wk Friday date Gap #1 metric Gap #2 metric
1
2
3
4
5
6
7
8
9
10
11
12
13
Get In to Get Out
movewithmomentum.com/freedom · Page 1 of 2
Get In to Get Out · Exercise 9 · Page 2 of 2
The 90-Day Sprint — Execution & Review
What you removed. Who held you to it. What actually moved.
Understanding is not the variable. The only variable left is whether you execute.

Step 4 Remove, not reduce, remove

Eliminate #1
Eliminate #2
Eliminate #3

Step 5 Accountability — your advisory board

Name + what they review.
Name + what they review.
Name + what they review.
e.g., March 31, Ponte Vedra Beach.

Step 6 End-of-Sprint Review (day 90)

Be honest. Not what you planned. What actually moved the needle?
Clients, systems, people, costs — what needs to go?
These become your next sprint gaps. Close the loop.
That habit, kept up over years, did more than any single hire or strategy we ever made.
Get In to Get Out
movewithmomentum.com/freedom · Page 2 of 2
10
Chapter 10
Capital Architecture
The four questions. The four layers. The discipline that protects what you build.
Stuck or want feedback? Bring this exercise to the free Facebook mastermind, or go deeper at the paid community.
facebook.com/groups/1632337067820750 · thinkbigquestioneverything.com
movewithmomentum.com/freedom · Exercise 10 of 10
Get In to Get Out · Exercise 10 · Page 1 of 3
Capital Architecture
The four questions of a capital allocator. The four layers of a financial life.
Income announces itself with every closing. Capital is quiet. It works in the background and only becomes visible after enough time has passed for compounding to show up.

Step 1 The four questions of a capital allocator

Question 1
How much did I keep?
$
Question 2
How much did I deploy?
$
Question 3
How much is working for me, without me?
$
Question 4
What return for what risk?
The rule of 22 Jon and Brittany have lived on less than 22% of their income for over a decade (today closer to 18%) and deployed the rest. That single decision is the difference between building income and building wealth.

Step 2 The Four Layers of Capital

Layer What it is Your current status
Layer 1Operating Capital Your liquidity. The buffer that lets you decide from strength, not urgency. Minimum 3 months in the bank, always.
Layer 2Investment Capital Your growth engine. Surplus deployed into assets that produce without your daily presence. Rentals, lending, equity positions, dividend funds.
Layer 3Protection Capital Your risk management. LLCs, trusts, estate planning, umbrella policies, governance. The structure that keeps gaps from collapsing what you built.
Layer 4Legacy Capital Your transfer plan. The frameworks, principles, and assets that outlive you. What your children should inherit before they inherit the assets.
Get In to Get Out
movewithmomentum.com/freedom · Page 1 of 3
Get In to Get Out · Exercise 10 · Page 2 of 3
Capital Architecture — Time & Discipline
What your margin should buy before it buys luxury. What every commitment should pass through.
The "I can do it all myself" approach is not an asset. It is a liability dressed as a virtue.

Step 3 Protect your time

Check what you have already leveraged. Anything unchecked is eligible.

House cleaningWeekly or biweekly. The hours you reclaim show up immediately.
Yard work and exterior maintenanceLawn, landscaping, pressure washing, gutters.
Grocery deliveryRecurring orders, not last-minute runs.
Meal prep or part-time cookEven twice a month sets up weekday dinners.
Pet care (pooper scooper, dog walking)Yes, this is on Jon and Brittany's actual list.
Personal admin (calendar, errands, returns)An assistant for life logistics, not just business.
Be specific. The thing you keep doing because it feels responsible to do yourself.

Step 4 Due diligence before investing

Run every commitment through this list before signing anything. Due diligence is not the step before the real work. It IS the work.

I have read and understood the operating agreementNot skimmed. Read. Including distributions, dilution, transfer restrictions, exit triggers.
I know my rights as an investor or partnerVoting, info access, removal of GP/manager, buyout triggers, default consequences.
I have modeled the downside before getting excited about the upsideWorst-case cash flow, capital call, exit. If you cannot survive the downside, the upside does not matter.
I have asked the questions that make the other party uncomfortableThe answers to those are almost always more valuable than the answers to the easy ones.
Name the deal. Name the four items above against this opportunity. What's unknown?
Get In to Get Out
movewithmomentum.com/freedom · Page 2 of 3
Get In to Get Out · Exercise 10 · Page 3 of 3
Capital Architecture — Structure & Metrics
The structure that keeps gaps from collapsing what you built. The numbers that tell the truth.
The cost of building good legal and tax architecture is high. The cost of not having it is far higher.

Step 5 Structural protections

Tax strategy in place with a CPA who proactively reduces what I oweNot a tax preparer in April. A tax strategist year-round.
Legal architecture (LLCs, trusts) separating personal liability from business riskReal estate in its own LLC. Operating business in its own LLC. Residence held appropriately.
Estate plan (will, trust, healthcare directives) that transfers assets according to my intentionsUpdated within last 3 years. Beneficiaries current. Successor trustee named.
Umbrella liability policy with coverage at least equal to my net worthThe cheapest insurance you will ever buy relative to what it protects.

Step 6 Your current architecture

Target: 50% until reinvestment shows diminishing returns.
%
If income stopped today, months you could carry. Min 3, comfortable 6+.
months
% of income spent on lifestyle. The rule of 22.
%

Step 7 Next deployment

Be explicit. Layer 1 reserves, Layer 2 income-producing assets, Layer 3 entity/insurance, or Layer 4 framework documentation.
The hours you reclaim are the only ones you cannot get back later.
Real wealth is when production becomes optional, not required. Assets can be spent. Thinking compounds.
Get In to Get Out
movewithmomentum.com/freedom · Page 3 of 3
Now the hard part

You have the
map. Walk it.

Understanding is not the variable. Almost every agent who reads this book will follow the exercises through page one. Few will still be running the 90-Day Sprint in month nine. The difference is not talent or market. It is whether somebody is in the room when the work gets boring.

"What gets tracked gets fixed. What doesn't get tracked does not. The only variable left is whether you execute."
★ FREE · COMMUNITY
The Facebook Mastermind
Jon and Brittany answer questions live. Post your worksheets, share your sprint metrics, get the pushback most agents never get from their broker. Free, private, and active.
  • Bring filled-in exercises for a second set of eyes
  • Ask the questions you're too embarrassed to ask
  • See what other agents are actually doing, with numbers
facebook.com/groups/1632337067820750 →
PAID · EXECUTION
Think Big · Question Everything
The deeper mastermind. Strategy, accountability, structured calls, and the operators executing at the next level. Built for the agents serious about going from income producer to capital allocator.
  • Quarterly accountability with structured reviews
  • Direct access to the systems Jon and Brittany use
  • A peer group whose numbers force yours up
thinkbigquestioneverything.com →
The framework is in your hands. The execution is the choice that defines the next year of your business. Pick one. Show up. The other agents in both rooms are already working — make their numbers your floor, not your ceiling.