Weekly Training 2012 … Week One … Goals

by kevinjones on January 2, 2012

in Weekly Training

Realty Professionals   805-474-7040
Weekly Training 2012  …  Week One  …  Goals

Here is  a very simplistic Goal Setting Worksheet.  First you will need to determine how much it is you intend to make this year or how many transactions/people you intend to help this year.  Once you know this you will need to know your average sales price and average commission percentage earned of your previous production or the area you intend to work in.  Then you will need to know your split percentage with your office and your overall expenses to operate your business.  then we will need to design and decide your work schedule so that we can figure out the numbers that will allow you to understand the predictability of your business.

# of Transactions: __________  or $ __________  income
Average sales price: $ __________  Average $ _________ commission
Percent Split: __________ %    Overall Expenses: $ __________ per year
Income Earned: $ __________  Expenses: $ __________  Net: $ __________

Here is an Example:

Salesperson wants to Earn $100,000.  So what we do is increase that by 20% as that is our job to help you think bigger!  So the goal will be $120,000 per year.

# of Transactions: __________  or $120,000  income
Average sales price: $400,000  Average $10,000 commission
Percent Split: 65%    Overall Expenses: $5,000 per year
Income Earned: $120,000  Expenses: $5,000  Net: $115,000

Now what we need to do is determine the true numbers that will allow us to see how to make this business predictable and duplicatable.  We will need to look at your work schedule, the days you work and the amount of hours you will work each day.  We will need to factor in for vacations, sick days, and holidays.  Once we have these numbers it will reveal to you the secret to having a stable business!

Work schedule, days you work:  Sun  Mon  Tue  Wed  Thu  Fri  Sat  (circle the ones you will consistently work)
Hours you will work:  0600   0700   0800   0900   1000   1100  1200   1300   1400   1500   1600   1700   1800   1900   2000
Vacations, sick days and/or Holidays: # __________ days year.  (2wk vacation, 1 wk sick, 1 wk holiday)
Work days you will work: __________ year (average is 240)

Here is an example:

Work schedule, days you work:  Sun  Mon  Tue  Wed  Thu  Fri  Sat  (circle the ones you will consistently work)
Hours you will work:  0600   0700   0800   0900   1000   1100  1200   1300   1400   1500   1600   1700   1800   1900   2000
Vacations, sick days and/or Holidays: # 30 days year, base my schedule on 11mo work year.  (2wk vacation, 1 wk sick, 1 wk holiday)
Work days you will work: 240 year (average is 240)

Goal is $120,000 at 11 months would be $10,833 per month for 11 months of the year.
This would equate to only $500 a day in earnings and 1.7 transactions per month working 22 days a month.
Every 11 work days I will need to close an escrow, I understand it will not be exactly every 11 days.

To achieve these numbers you have to understand what it takes to get these numbers based upon your experience and efficiency.  There is no such things as an average agent, each individual has thier own drive, determination and mindset.  Some with no experience will do great from the start others will struggle.  the key here is to allow your self to serve your client and not focus on the money, as when you are focused on the money you are not focused on the client and the deal almost always goes sideways.  Zig Ziglar said “If you help enough people get what they want you will in the long run get what you want”

Salesmanship: (effective and efficiency levels)

25%  (6-8 cph)     50%  (10-12 cph)     75%  (14-16 cph)

Contacts to Attempts                                       10%                          20%                              30%
Leads to Contacts                                              10%                          20%                              30%
Appointments to Leads                                  10%                          20%                               30%
Contracts to Appointments                          10%                          20%                               30%
Escrows to Contracts                                       50%                         75%                               85%
Closings to Escrows                                          50%                         75%                               95%

We will go over these percentages and your numbers on this weeks call … please have everything completed and filled out to the best of your ability to maximize our 30 minute coaching call.

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Post by Kevin Jones

Realty Professionals 855-955-SOLD (7653)

Kevin has written 388 articles.



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