�

Setting Strategic Goals

�

The Formula Written GoalsConsistency CommitmentAccountability 

The Steps KnowReviewGoalsNumbersActionsBudgetMeasure & Track

“A good plan implemented today is

better than a perfect plan implemented tomorrow.”

- George Patton

What does success look like to you?

What were your top successes last year?

�

Last Year: SWOT

Strengths

Weaknesses

Opportunities

Threats

�

�5 �

Start with your why

Last Year: in Review Income producing activities

Source Buyers SellersPast Client / Repeat

Past Client / Referral

Referral

Professional Network

Farming

Just Listed / Just Sold

Open House

Online Lead Generation

My Website

Print Ads

Sign Calls

Expired Prospecting

FSBO

Email Database

Duty TIme

Cold Calling

Door Knocking

Total

�6 �

Last Year: in Review Know Your Sales Statistics

*GCI = gross closed income. Amount of commission before brokers split & taxes.

Listing Appointments

Listings Taken Listings Sold

Buyer Sales Sold

% of Listings Taken to Listings Sold

Total Closings (Listings + Sales)

Listing Sold Volume $ GCI* $

Sales Sold Volume $ GCI $

Total Sold Volume $ Total GCI $

Average Sale Price $

Average Commission

%

Average Days on Market (Listings)

�7 �

Last Year: in Review Know Your Business Expenses

Item Last Year Monthly

Last YearAnnually

This Year Projection

RE Board Dues / MLS Dues / Licensing Fees / Insurance

Business Entertainment (Meals, Coffee, Cocktails, Events)

Professional Development & Education(Coaching, Courses, Conferences)

Communication(Telephone, Internet)

Equipment & Supplies(Computers, Office Supplies, etc)

Accounting (Taxes)

Print Marketing(Farming, Bus Cards, Flyers, Ads)

Online Advertising(Website, Social Ads, Apps, Subscriptions)

Signs

Direct Mail

Promotional(Events, Gifts, Tickets, Sponsorships)

Sales Costs(Pd Inspections, Repairs, Goodwill, Staging)

Outside Services(Consulting, Book keeping, Legal)

Travel Expenses

Auto Expenses (Insurance, Gas, Maintenance)

Retirement Contribution

Total Business Expenses $ $ $

�8 �

Last Year: in Review Where did your money go?

�9 �

This Year: Calculations

Average Sale Price $ use last year’s average

Average Commission % % use last year’s average

Per Transaction GCI $ Before split & taxes

Per Transaction Net $ After split & taxes

INCOME GOAL $

# of Transactions Needed for Goal

DIVIDE income goal by per transaction net

Item Amount Directions

TRANSACTION GOALInput total transactions you want

Total new prospect conversations needed

(Annually)

MULTIPLY line 1 by 40 (conversation to sale ratio)

Total new prospect conversations needed

(Monthly)

DIVIDE line 2 by 11 (months)

Total DAILY new prospect conversations

needed

DIVIDE line 3 by 20 (monthly working days)

�10 �

This Year: Goals Start / Stop / Continue

Things to start doing

Things to stop doing

Things to continue doing

�11 �

This Year: Goals Professional & Personal

Professional Goals To Be Accomplished By

Personal Goals To Be Accomplished By

�12 �

This Year: Action Plan Tasks

Tasks Daily Weekly Monthly Quarterly

( ) New Contacts Made

Add New Contacts to Database

Contact ( ) Past Clients / Sphere

Reply to Leads / Inquiries

Maintain Online Communities

Send 5 Personal Notes

Contact FSBOs

Contact Expireds

Plan Online Content

( ) Open House(s)

Door Knock / Door Drop

Contact Warm Leads

Contact Past Clients via Email

Contact Farm Area with Value

Take ( ) Past Clients to Lunch

Seek ( ) New B2B Referrals

Contact Cold / Drip / Online Leads

Update Website Content

Verify / Update Online Profiles

Financial Check up

�13 �

This Year: Action Plan Daily Time Spend - Ideal Day

�

80% of sales people spend 80% of their time with customers who will never buy or sell from them. 

80% of your results will come from 20% of your activities

This Year: Action Plan Daily Time Spend - Ideal Day

Income Producing Actions Relationship Building Actions

Administrative Actions Professional Development Actions

�15 �

This Year: Action Plan Monthly Marketing Focus

January February March

April May June

July August September

October November December

�16 �

This Year: Measure & Track Monthly Checkup (See page 10 for goals)

Transaction goal divided by

12Total GCI goal divided by 12

Total Net goal divided by 12

New Prospect Conversations

(Monthly)

Goals $ $

January

February

March

April

May

June

July

August

September

October

November

December

Total $

�17 �

Notes

�

Notes

�

�

Created byValerie Garcia2014