Reverse-Engineer Your Income
Start with your desired GCI. Divide by your average commission. That's your number of transactions. Divide by your conversion rate to get appointments needed. Divide by your appointment-set rate to get conversations needed. Now you have a daily activity number.
Sample Math
$120,000 GCI ÷ $8,000 avg commission = 15 transactions. ÷ 50% close rate = 30 appointments. ÷ 10% appointment rate = 300 quality conversations per year = ~6 conversations per week.
Quarterly Check-Ins
- Q1: Plan + first push. Are systems running?
- Q2: Audit conversion rates. Adjust scripts.
- Q3: Strongest production quarter. Don't coast.
- Q4: Pipeline build for next year + tax planning.
Action Items
- Write down your GCI goal for the next 12 months.
- Calculate your daily conversation number.
- Schedule 4 quarterly business reviews on your calendar now.