ACCOUNTABILITY KNOW YOUR NUMBERS!
We want to see you hit your goals!
The below tracking is a guide to your accountability and success.
WEEKLY FOCUS SHEET DUE (ONLINE)
MONDAY’S
• At 5pm, you’ll receive a calendar reminder to submit the JotForm to report for Mon-Sun of the previous week
• Reference the TBG10 Documents to complete online form
TUESDAY’S
LEAD AUDIT
• Lead Audit will be completed weekly on Tuesday mornings. Refer to for information on how to qualify to be turned on for leads.
DAILY
DAILY ACCOUNTABILITY SHEET DUE
• Fill this out every day throughout the day
• Submit by taking a photo and uploading to Tracking Sheets tab in Microsoft Teams by midnight
• Enter numbers in Sisu by midnight
1 at Keller Williams Integrity
SMART GOALS
S M A R T
PECIFIC
Your goal is direct, detailed and meaninful.
EASURABLE
You can clearly track your progress toward success.
TTAINABLE
Your goal is realistic.
ELEVANT
Your goal aligns with your mission and values.
IME-BASED
Your goal has a deadline.
Gain more confidence.
Call Just Solds with script.
Hire an assistant.
Get seller email campaign set up.
Get involved with a charity.
Call 25 people in my sphere by end of week.
Get direct mail set up for this month.
Improve confidence by attending 1 seminar in the next 12 months.
Practice Just Sold script 10 min/day. Make 5 Just Sold calls a day.
Create a job posting for Executive Assistant and post by the end of Q2.
Write 4 emails for the Seller-Not-Contacted email campaign and create the CRM automation by Friday.
Research and call top 3 charities I have interest in getting involved with and make a decision on one by Thursday.
Call 5 people in my sphere, every day during 10am-11am time block, (Mon-Fri).
Design this month’s direct mail postcard via Canva and order via Sir Speedy by Sunday.
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4 DISCIPLINES OF EXECUTION
1. START WITH SWAG
Identify the most important goal(s) that can’t be accomplished without special attention. This will name your Seriously Wild Audacious Goal (SWAG).
Ex: My gross commission income over the next 12 months will be $100,000.
2. IDENTIFY KEY DRIVERS
Act on lead measures - defined as activites that directly drive the success of your SWAG. These actions are daily and check-ins are regular.
Ex: I will make 15 contacts per day for 52 weeks.
3. VISUAL SCOREBOARD
Keep a compelling scoreboard. Create a big, meaningful, visible scoreboard that lets you know if you are on target to hit your goals.
Ex: Weekly Accountability Sheet
4. CADENCE OF SUCCESS
Maintain your focus and create a rhythm. Schedule time in your calendar specific to your SWAG. Review your commitment, evaluate your progress and report your results.
Ex: Daily Accountability Sheet
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YOUR SUCCESS RATIOS
My
My
My
Minus
My
I
When
When
To
To
With
With
Total
At
of my deals come
for
Sold per
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Gross Commission Income (GCI) goal for this year is: $__________________
Average Sales Price is: $__________________
Gross Revenue is $__________________ per closed transaction. (Average Sales Price x 0.03 Average Commission Rate)
50% for Taxes & Expenses = $__________________ (Gross Revenue / 2)
Net Revenue is $__________________ per closed transaction. (Gross Revenue - Taxes & Expenses)
need __________ Total Closed Deals per year. (GCI Goal / Net Revenue)
30% of my deals come from Listings, I need __________ Listings Sold per year. (Total Deals closed x 0.3)
70%
from Buyers, I need __________ Buyers
year. (Total Deals closed x 0.7)
account
20% fallout (national fallout average for listings), I need __________ Listings Signed. (Listings Sold / 0.8)
account for 30% fallout (national fallout average for buyers), I need __________ Buyers Signed. (Buyers Sold / 0.7)
__________ Listings Signed, I need __________ Listing Appointments per year. (Total Listings Signed x 2)
__________ Buyers Signed, I need __________ Buyer Appointments per year. (Total Listings Signed x 4)
Appointments needed: __________ per year. (Listing Appointments + Buyer Appointments)
50 contacts per appointment, I need __________ Contacts per year. (Total Appointments x 50)
RATIOS
5 at Keller Williams Integrity YOUR SUCCESS
My Gross Commission Income (GCI) goal for this year is: $__________________ My Average Sales Price is: $__________________ My Gross Revenue is $__________________ per closed transaction. (Average Sales Price x 0.03 Average Commission Rate) Minus 50% for Taxes & Expenses = $__________________ (Gross Revenue / 2) My Net Revenue is $__________________ per closed transaction. (Gross Revenue - Taxes & Expenses) I need __________ Total Closed Deals per year. (GCI Goal / Net Revenue) When 30% of my deals come from Listings, I need __________ Listings Sold per year. (Total Deals closed x 0.3) When 70% of my deals come from Buyers, I need __________ Buyers Sold per year. (Total Deals closed x 0.7) To account for 20% fallout (national fallout average for listings), I need __________ Listings Signed. (Listings Sold / 0.8) To account for 30% fallout (national fallout average for buyers), I need __________ Buyers Signed. (Buyers Sold / 0.7) With __________ Listings Signed, I need __________ Listing Appointments per year. (Total Listings Signed x 2) With __________ Buyers Signed, I need __________ Buyer Appointments per year. (Total Listings Signed x 4) Total Appointments needed: __________ per year. (Listing Appointments + Buyer Appointments) At 50 contacts per appointment, I need __________ Contacts per year. (Total Appointments x 50) 500,000 500,000 15,000 7,500 7,500 67 40 27 50 39 50 100 39 156 256 12,800
SETTING COMMITMENTS
My monthly Volume is: $__________________ (Total closed deals x Average sales price / 12 months)
I need __________ Closings per month. (Total closed deals / 12 months)
I need __________ Signed Deals per month. (Total listings signed + total buyers signed / 12 months)
I need __________ Appointments Held per month. (Total appointments needed / 12 months)
I need __________ Contacts per month. (Total contacts / 12 months)
7 COMMITMENTS
TALK TIME CONTACTS APTS. SET APTS. HELD SIGNED CLOSINGS VOLUME
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MONTH- TO-DATE MONTHLY GOAL YEARLY GOAL
WEEKLY ACCOUNTABILITY
Mets 12:2
Core Advocates
✓ You have met them in person or virtually
✓ You believe they would do business with you or refer you business in the next 6-12 months
✓ They are on a 33-Touch Program and spend approximately $33 a year marketing to them
Haven’t Mets 50:1
Target Group
✓ A targeted group you haven’t met
✓ A farm you are establishing yourself in as the neighborhood expert
✓ You consistently prospect to them once a month, every month
7 COMMITMENTS
7 at Keller Williams Integrity
TALK TIME CONTACTS APTS. SET APTS. HELD SIGNED CLOSINGS VOLUME
MONTH- TO-DATE MONTHLY GOAL CURRENT TOTAL YEARLY GOAL YEARLY GOAL
8 at Keller Williams Integrity DAILY ACCOUNTABILITY DAILY CONTACT GOAL 1. EXPIRED 2. FSBO 3. ABSENTEE OWNER 4. PRE-FORECLOSURE 5. JUST SOLD 6. JUST LISTED 7. OPEN HOUSE INVITE 8. COI 9. PAST CLIENTS 10. LEAD FOLLOW UP OTHER 1 1 1 1 1 1 1 1 1 1 1 2 2 2 2 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 3 3 3 4 4 4 4 4 4 4 4 4 4 4 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6 6 6 6 6 6 6 7 7 7 7 7 7 7 7 7 7 7 8 8 8 8 8 8 8 8 8 8 8 9 9 9 9 9 9 9 9 9 9 9 10 10 10 10 10 10 10 10 10 10 10 11 11 11 11 11 11 11 11 11 11 11 12 12 12 12 12 12 12 12 12 12 12 13 13 13 13 13 13 13 13 13 13 13 14 14 14 14 14 14 14 14 14 14 14 15 15 15 15 15 15 15 15 15 15 15 TOTAL TALK TIME LISTING APPOINTMENTS SET LISTING APT. HELD LISTING CONTRACTS SIGNED LISTINGS UNDER CONTRACT TOTAL CONTACTS BUYER APPOINTMENTS SET BUYER APPOINTMENTS HELD BUYER CONTRACTS SIGNED BUYERS UNDER CONTRACT ☐ POSTED ON TEAMS ☐ POSTED ON SISU TOTAL METS TO-DATE TOTAL HAVEN’T METS TO-DATE TALK TIME (HOURS) 1 1.5 2 2.5 3 3.5 4 4.5 5 NAME: _______________________________ DATE: I MAKE $______________________ PER CONTACT! (total GCI earned in 90 days ÷ total contacts made in 90 days) CLOSED VOLUME Jane Doe 1/10/22 1,222.00 14 2 hours 1 0 0 0 1 21 14 2 2 1 0 $880,000 0 (880,000 ÷ 720)
9 at Keller Williams Integrity DAILY ACCOUNTABILITY DAILY CONTACT GOAL 1. EXPIRED 2. FSBO 3. ABSENTEE OWNER 4. PRE-FORECLOSURE 5. JUST SOLD 6. JUST LISTED 7. OPEN HOUSE INVITE 8. COI 9. PAST CLIENTS 10. LEAD FOLLOW UP OTHER 1 1 1 1 1 1 1 1 1 1 1 2 2 2 2 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 3 3 3 4 4 4 4 4 4 4 4 4 4 4 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6 6 6 6 6 6 6 7 7 7 7 7 7 7 7 7 7 7 8 8 8 8 8 8 8 8 8 8 8 9 9 9 9 9 9 9 9 9 9 9 10 10 10 10 10 10 10 10 10 10 10 11 11 11 11 11 11 11 11 11 11 11 12 12 12 12 12 12 12 12 12 12 12 13 13 13 13 13 13 13 13 13 13 13 14 14 14 14 14 14 14 14 14 14 14 15 15 15 15 15 15 15 15 15 15 15 TOTAL TALK TIME LISTING APPOINTMENTS SET LISTING APT. HELD LISTING CONTRACTS SIGNED LISTINGS UNDER CONTRACT TOTAL CONTACTS BUYER APPOINTMENTS SET BUYER APPOINTMENTS HELD BUYER CONTRACTS SIGNED BUYERS UNDER CONTRACT ☐ POSTED ON TEAMS ☐ POSTED ON SISU TOTAL METS TO-DATE TOTAL HAVEN’T METS TO-DATE TALK TIME (HOURS) 1 1.5 2 2.5 3 3.5 4 4.5 5 NAME: _______________________________ DATE: I MAKE $______________________ PER CONTACT! (total GCI earned in 90 days ÷ total contacts made in 90 days) CLOSED VOLUME
10 at Keller Williams Integrity S SYSTEMS PROSPECTINGDIRECT MAIL INTERNET NETWORKING • 8X8 / 33 TOUCH • POST CARDS • THANK YOU CARDS • SOCIAL MEDIA • PPC • WEBSITE • CHARITY • ALUMNI ASSOCIATION • CHAMBER OF COMMERCE • COLD CALLS • DOOR KNOCKING • ROLE PLAY WHERE DOES YOUR LEAD GEN SYSTEM RANK? % %% %%
