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Income Goal Calculator

How many meaningful conversations with prospects do you need to have per day?

$ %
This is how much you want to earn in one year 12-months period. Annual Commissions
$ %
This is your average commission earned on each Closed Loan. You can 'figure' this based on past experience or on available pricing and loan amount in a your area.
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$ %
This is the average Loan amount of the deals you close.
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$ %
This is an estimate of the percentage of active Loans submitted to processing that actually closed. If you submitted 10 deals of which 8 closed your pull-through is 80%.
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$ %
This is an estimate of the percentage of Prospects [who've submitted application & income documents, credit pulled etc.] that you convert to 'live' deals in Escrow/Submitted to Processing.
$ %
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This is an estimate of the percentage of Leads you speak to that you convert into Prospects [A Prospect is a customer who completes an application and submit income/assets documents etc. and for whom credit is pulled/AUS run] If you speak to 30 Leads and 10 of them provide docuemnts for pre-approval, you Pull through ratio is 33.33%
$ %
Based on your pull-through ratio, this is the number of meaningful conversations you need to have DAILY, to reach your Income goal. The buck stops here.

Strategies and Tactics

A Strategy is an idea. A Tactic is how you implement that idea. For example, Marketing to My Past Client Database is a Strategy. Sending birthday cards to my past clients is a tactic that implements that strategy of marketing to past clients. Annual Past Client Mortgage Reviews would be another Tactic.

Strategy:

Idea, Vision & Plan to accomplish specific Goal. Related to Future.

Tactic:

The Science of Implementing the Strategy. Related-to-Now. Tools & Tasks.
Done Above Your Shoulders [Thinking] Done Below Your Shoulders [typing, emailing, texting, calling, visiting, public speaking, sending, meeting etc.]
Doesn’t Change Much – Constant Can Change often based on Results.
Broad Ideas Specific Details & Actionable Granular Items
Answers “How Do I meet my Goals?” Answers “How do I implement my Strategy?”
Difficult to measure/evaluate/track Simple to measure/evaluate/track
You are the Queen Bee when strategizing You are the Worker Bee when Tactical
Strategy without Tactics is paralysis before Failure Tactics without Strategy is Noise before Failure.

Strategy:

Idea, Vision & Plan to accomplish specific Goal. Related to Future.
1. Done Above Your Shoulders [Thinking]
2. Doesn’t Change Much – Constant
3. Broad Ideas
4. Answers “How Do I meet my Goals?”
5. Difficult to measure/evaluate/track
6. You are the Queen Bee when strategizing
7. Strategy without Tactics is paralysis before Failure

Tactic:

The Science of Implementing the Strategy. Related-to-Now. Tools & Tasks.
1. Done Below Your Shoulders [typing, emailing, texting, calling, visiting, public speaking, sending, meeting etc.]
2. Can Change often based on Results.
3. Specific Details & Actionable Granular Items
4. Answers “How do I implement my Strategy?”
5. Simple to measure/evaluate/track
6. You are the Worker Bee when Tactical
7. Tactics without Strategy is Noise before Failure.

Examples of Strategy vs Tactics

Strategy

Tactic
1. Market to my Past Client Database 1. Send Birthday Cards or Emails to Database
1. Become the VA Expert in Sacramento 1. Hold 12 VA Loan Lunch-N-Learns this year in Sacramento and surrounding areas
2. Post 12 Automated Webinars on VA loans and market them to 500 Realtors in 3 Counties via Social Media
3. Post 4 VA testimonial videos per month
4. Create Private VA-related Facebook Group and invite 500 Agents in Sacramento area.
1. Help Realtors Tap into their Past client and Lead Database 1. Teach small Group of Agents how to use Phoneburner
2. Teach small Group of Agents how to maximize their CRM

Strategy
Market to my Past Client Database
Become the VA Expert in Sacramento
Help Realtors Tap into their Past client and Lead Database

Tactic
Send Birthday Cards or Emails to Database
Hold 12 VA Loan Lunch-N-Learns this year in Sacramento and surrounding areas
Post 12 Automated Webinars on VA loans and market them to 500 Realtors in 3 Counties via Social Media
Post 4 VA testimonial videos per month
Create Private VA-related Facebook Group and invite 500 Agents in Sacramento area.
1. Teach small Group of Agents how to use Phoneburner
2. Teach small Group of Agents how to maximize their CRM

Let’s See If you “Got it” 😊

Please label these as a Strategy or a Tactic

Let’s List Your Strategies & Tactics Now

Quick Recap of Monthly Goals:

MY STRATEGIES

1.
2.
3.
1.
2.
3.

My Tactics for Implementing my Strategies

a.
b.
a.
b.
a.
b.
a.
b.
a.
b.
a.
b.

Let’s List Your Strategies & Tactics Now

Now that you have your Strategies & Tactics you need to block time to execute. It’s up to you how and when you do that. Much will depend on the tactic (don’t commit to make outbound realtor phone calls at 8:00AM for example). These time blocks become your Non-Negotiable Items. These are the things that you must do to generate leads. Loan Officers fail by setting these time blocks in the calendar but skipping them because something more important comes up. Each month you should evaluate the effectiveness of your plan. Ask yourself these questions:

  1. Did I reach my funding goal for the month?
  2. Did I reach my lead generation goal for the month?
  3. Did I execute all of my tactics on a regular basis?
  4. Do any of my tactics or strategies need to be replaced?

If you answer “yes” to #2 and #3 but not #1 then your pull through numbers are off and you need to generate more leads. If you answered “yes” to #3 but not #1 and #2 then you need to closely consider #4. This review works best if you have an Accountability Partner to help you be honest with yourself (especially for #3).

In the example on the previous page we established that 1.4 Leads per day needed to be generated in order to close 5 loans per month. At the end of each day we know where we stand in relation to that Goal. A good idea is to keep a running tally somewhere that is visible to you (and others).

Here comes our Gift to help you get started. Keep reading below . . .