1. 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.)
.
S: Specific | M: Measurable | A: Attainable | R: Relevant | T: Time-Bound

2. 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.
1.
2.
3.
4.
5.
(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 OAL WI THOUT A P LAN I S JUST A WI SH
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!

3. Challenge Yourself!
Specific | Measurable | Attainable | Relevant | Time-Bound