If we work the numbers backwards with a goal of 20 deals the most important metric to track is your contact to appointment ratio. An average ratio is going to be 35:1. For every 35 people you talk to about Real Estate, you should set an appointment (this ratio will improve as your skills increase but let’s stick with the average for the time being). With a 35 to 1 ratio and your goal of 20 deals that means you will need to talk to 3000 people about real estate over the next 12 months. I know this sounds like a lot but stick with me. If you’re calling an active list or database you should be able to talk to 4 or 6 contacts per hour and that means 600 hours per year of prospecting. Now, you’ll want to take a few weeks off at some point so you’re not working 52 weeks this year, you’re actually going to work closer to 48 weeks. Do the quick math and that breaks down to 13 hours of prospecting per week divide that by 5 work days in a week and it works out to be 3hrs of prospecting per day to hit 20 deals.

3 hours per day, 5 days per week and you’ll hit your goal.

To take this a step further here’s how the numbers look at the appointment level. At this point you’re hitting your weekly contact goals and talking to 60 to 75 people each week. High Five! That 35 to 1 ratio also means that you’re now booking 2 to 3 appointments every week. High Five again! The total of your efforts is 85 appointments set this year. Now of those 85 appointments typically 60 will be solid, qualified, attended appointments. What we call Mets. Getting no showed, or rescheduled or things changing for people and having them no longer want to meet with you because maybe their approval fell through or their co-signer is no longer willing or that job promotion didn’t work out, all of these things are going to happen so don’t worry about it. Not meeting with every appointment you’ve set is totally normal and that’s why we track the set to met ratio.