Take your annual goal amount and divide it by the number of weeks you expect to work that year.
Example: 2 weeks of vacation leaves you with 50 work weeks, minus two weeks for the holiday season, and illnesses, leaves 48 weeks.
$80,000.00 / 48 weeks = $1667.00 needed to earn each work week.
At an estimated $500 in commission per sale, 3.5 sales weekly are needed to reach this goal.
You will close 1 out of every 3 appointments you actually go on, as a new agent. So 10 booked appointments are needed to make 3.5 sales.
On average, you can count on a third of your booked appointments canceling, so for 10 appointments to actually run, you will need to book 15 appointments.
1 hour of marketing should yield 1 appointment on the telephone, or 3 appointments in face-to-face visits. So on average, you will need to spend 15 hours a week marketing to meet this goal of $80,000.00.
Each run appointment will average 1 and ½ hours at the appointment, and 1 hour round trip travel time.
- 15 hours of marketing
- 25 hours appointment running and travel time
- 5 hours of paperwork and administrative follow up
- 5 hours of "waste and miscellaneous"
- 5 hours of education and meetings / personal study
- Total average work week for this goal is 55 hours
Tailor your business plan to meet this hourly goal, for example, make sure you have 15 hours of marketing shown and accounted for, etc.
