

Monthly Expenses
Total year's expenses divided by 12. If you pay a debit/credit retainer, include in expenses any money lost through salespeople leaving the agency when in debt. We call these ‘debit quitters'. Leave out the principal's personal drawings. 
Gross Average
Selling Fee 
Gross Average Selling Fee (GASF) includes any Vendor Paid Advertising you receive. The best way to calculate your GASF is: Total Sales Income over last six months ÷ total number of sales over last six months 
Franchise Fee
Only insert a Franchise Fee if your franchise charges you a percentage of your gross income.
If you are a member of a Marketing Group, or a franchise, that charges a fixed monthly fee, include that monthly fee in your Monthly Expenses total and leave the Franchise Fee field as 0. 
Commission Rate
This is the commission percentage paid to salespeople – 40%, 50%; etc. If you pay wages plus bonuses, calculate the percentage of Gross Income that the wages and bonuses represent and express that percentage in this field, and leave the wages out of the Monthly Expenses field. 
