Your 12-Month Vision
Every great year starts with a clear target. You can't hit what you can't see. Start by defining exactly what you want the next 12 months to look like, then reverse engineer the daily activity that gets you there.
Core Concept: Reverse engineer your income. Start with the dollar amount you want to earn, then work backwards to the daily actions required to get there.
Define Your Target
| Question | Your Answer |
|---|---|
| What is your target GCI (Gross Commission Income) for the next 12 months? | $ _______________ |
| What is your average commission per deal? | $ _______________ |
| How many deals do you need to hit your GCI target? Target GCI ÷ Average Commission = Deals Needed |
_______________ |
Reverse Engineer Your Activity
Now work backwards from deals to daily actions. Be honest about your current conversion rates. If you don't know them yet, use the benchmarks below.
| Metric | Benchmark | Yours |
|---|---|---|
| Close rate (appointments that become deals) | 25-35% | _______% |
| Appointments needed Deals Needed ÷ Close Rate |
-- | _______________ |
| Booking rate (leads that become appointments) | 20-30% | _______% |
| Leads needed Appointments Needed ÷ Book Rate |
-- | _______________ |
| Leads needed per month Total Leads ÷ 12 |
-- | _______________ |
| Leads needed per week Monthly Leads ÷ 4 |
-- | _______________ |
Pro Tip: If the number of leads you need per week feels overwhelming, that means you need to improve your conversion rates, not just generate more leads. Focus on skills training alongside lead generation.
Break the Year Into 4 Quarters
A 12-month goal is too far away to create urgency. Break it into 90-day sprints. Each quarter gets one big focus area, three measurable goals, and weekly activity targets that keep you on track.
Q1: _______ to _______
| Big Focus Area: _________________________________ | |
|---|---|
| Goal 1: | _________________________________ |
| Goal 2: | _________________________________ |
| Goal 3: | _________________________________ |
| Calls per week: | _______________ |
| Appointments per week: | _______________ |
| Open houses per month: | _______________ |
| Social posts per week: | _______________ |
Q2: _______ to _______
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