2016 Goal Setting
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Transcript of 2016 Goal Setting
1.) What is my desired income level?
2.) Average commission per unit for the last 12 months
3.) Number of closed units required (#1 divided by #2)
4. ) Average sale price for past 12 months per unit
5.) What is my total closed volume goal? (#3 x #4)
6.) Contract to closing % (this should be a minimum of 80% - target of 95%)
7.) Calculate the number of pending sales I’ll need to meet my unit closing goal (#3 divided by #6)
8.) Lead to contracts conversion rate (this should be a minimum of 25% working toward 75%)
9.) Number of leads required (#7 divided by #8)
10.) Total number of contacts required to generate necessary leads (#9 x contacts per lead - could range from 80 to 200 contacts depending on experience)
(Examples: *Schedule recurring weekly team meetings regarding goals - every Monday at 7 a.m. *Learn to effectively use my database as a CRM system *Launch intentional after close client marketing program *Create a white board system to measure performance of roles and achievement of goals for the team.)
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S: Specific | M: Measurable | A: Attainable | R: Relevant | T: Time-Bound
1.) What is my Income Goal for 2015? $ $ $ $
2.) Average Income Per Loan in 2014? $ $ $ $
3.) Loans to Close in 2015?
4.) Divide Income Goal (#1) by Income Per Loan (#2) $ $ $ $
5.) Annual Goal for Number of Loans divided by 12 = Closings needed to close per month
Challenge Yourself!
Examples: Loan Officers, Business Partners, Builders, Previous Clients, BNI Group, etc. 1. 6.
2. 7.
3. 8.
4. 9.
5. 10.
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(Examples: *Schedule recurring weekly team meetings regarding goals - every Monday at 7 a.m. *Learn to effectively use my database as a CRM system *Launch intentional after close client marketing program *Create a white board system to measure performance of roles and achievement of goals for the team.)
A G O A L WI T H O U T A P L A N I S J U S T A WI S H
Specific | Measurable | Attainable | Relevant | Time-Bound
All the way from the number of leads YOU will need, to the number of closings YOU need in order to reach YOUR annual income goal in 2015!