Manual Section 2: Accountability

at Keller Williams Integrity

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

LEAD AUDIT

TUESDAY’S

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Lead Audit will be completed weekly on Tuesday mornings. Refer to for information on how to qualify to be turned on for leads.

DAILY ACCOUNTABILITY SHEET DUE

DAILY

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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

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SMART GOALS

S M A R T

2

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.

Improve confidence by attending 1 seminar in the next 12 months.

Call Just Solds with script.

Practice Just Sold script 10 min/day. Make 5 Just Sold calls a day.

Hire an assistant.

Create a job posting for Executive Assistant and post by the end of Q2.

Get seller email campaign set up.

Write 4 emails for the Seller-Not-Contacted email campaign and create the CRM automation by Friday.

Get involved with a charity.

Research and call top 3 charities I have interest in getting involved with and make a decision on one by Thursday.

Call 25 people in my sphere by end of week.

Call 5 people in my sphere, every day during 10am-11am time block, (Mon-Fri).

Get direct mail set up for this month.

Design this month’s direct mail postcard via Canva and order via Sir Speedy by Sunday.

at Keller Williams Integrity

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 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)

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At 50 contacts per appointment, I need __________ Contacts per year. (Total Appointments x 50)

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YOUR SUCCESS RATIOS 500,000 My Gross Commission Income (GCI) goal for this year is: $__________________ 500,000 My Average Sales Price is: $__________________ 15,000 My Gross Revenue is $__________________ per closed transaction. (Average Sales Price x 0.03 Average Commission Rate) 7,500 Minus 50% for Taxes & Expenses = $__________________ (Gross Revenue / 2) 7,500 My Net Revenue is $__________________ per closed transaction. (Gross Revenue - Taxes & Expenses) 67 I need __________ Total Closed Deals per year. (GCI Goal / Net Revenue) 40 When 30% of my deals come from Listings, I need __________ Listings Sold per year. (Total Deals closed x 0.3) 27 When 70% of my deals come from Buyers, I need __________ Buyers Sold per year. (Total Deals closed x 0.7) 50 To account for 20% fallout (national fallout average for listings), I need __________ Listings Signed. (Listings Sold / 0.8) 39 To account for 30% fallout (national fallout average for buyers), I need __________ Buyers Signed. (Buyers Sold / 0.7) 50 100 With __________ Listings Signed, I need __________ Listing Appointments per year. (Total Listings Signed x 2) 39 156 With __________ Buyers Signed, I need __________ Buyer Appointments per year. (Total Listings Signed x 4) 256 Total Appointments needed: __________ per year. (Listing Appointments + Buyer Appointments) 12,800 Contacts per year. (Total Appointments x 50) At 50 contacts per appointment, I need __________

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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

YEARLY GOAL

MONTHLY GOAL

MONTHTO-DATE

TALK TIME

6

CONTACTS

APTS. SET

APTS. HELD

SIGNED

CLOSINGS

VOLUME

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WEEKLY ACCOUNTABILITY

CURRENT TOTAL

YEARLY GOAL

Mets 12:2

Haven’t Mets 50:1

✓ 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

✓ 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

Core Advocates

Target Group

7 COMMITMENTS CONTACTS

APTS. SET

APTS. HELD

SIGNED

CLOSINGS

VOLUME

YEARLY GOAL

MONTHLY GOAL

MONTHTO-DATE

TALK TIME

7

Jane Doe

I MAKE

NAME: _______________________________

1,222.00 $______________________ PER CONTACT! (total GCI earned in 90 days ÷ total contacts made in 90 days)

1/10/22

DATE: ________________________________ at Keller Williams Integrity

(880,000 ÷ 720)

DAILY ACCOUNTABILITY 14

DAILY CONTACT GOAL TALK TIME (HOURS)

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1.5

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2.5

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3.5

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4.5

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1. EXPIRED

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2. FSBO

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3. ABSENTEE OWNER

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4. PRE-FORECLOSURE

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5. JUST SOLD

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6. JUST LISTED

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7. OPEN HOUSE INVITE

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8. COI

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9. PAST CLIENTS

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10. LEAD FOLLOW UP

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OTHER

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8

2 hours

TOTAL TALK TIME

___________________

LISTING APPOINTMENTS SET

14

TOTAL CONTACTS

___________________

___________________

BUYER APPOINTMENTS SET

___________________

LISTING APT. HELD

___________________

BUYER APPOINTMENTS HELD

___________________

LISTING CONTRACTS SIGNED

___________________

BUYER CONTRACTS SIGNED

___________________

LISTINGS UNDER CONTRACT

___________________

BUYERS UNDER CONTRACT

___________________

CLOSED

___________________

VOLUME

___________________

TOTAL METS TO-DATE

___________________

TOTAL HAVEN’T METS TO-DATE

___________________

1 0 0 0 1

21

☐ POSTED ON TEAMS

☐ POSTED ON SISU

2 2 1 0

$880,000 0

I MAKE

NAME: _______________________________

$______________________ PER CONTACT! (total GCI earned in 90 days ÷ total contacts made in 90 days)

DATE: ________________________________ at Keller Williams Integrity

DAILY ACCOUNTABILITY DAILY CONTACT GOAL TALK TIME (HOURS)

1

1.5

2

2.5

3

3.5

4

4.5

5

1. EXPIRED

1

2

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5

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15

2. FSBO

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15

3. ABSENTEE OWNER

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4. PRE-FORECLOSURE

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5. JUST SOLD

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6. JUST LISTED

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7. OPEN HOUSE INVITE

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8. COI

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9. PAST CLIENTS

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10. LEAD FOLLOW UP

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OTHER

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TOTAL TALK TIME

___________________

TOTAL CONTACTS

___________________

LISTING APPOINTMENTS SET

___________________

BUYER APPOINTMENTS SET

___________________

LISTING APT. HELD

___________________

BUYER APPOINTMENTS HELD

___________________

LISTING CONTRACTS SIGNED

___________________

BUYER CONTRACTS SIGNED

___________________

LISTINGS UNDER CONTRACT

___________________

BUYERS UNDER CONTRACT

___________________

CLOSED

___________________

VOLUME

___________________

TOTAL METS TO-DATE

___________________

TOTAL HAVEN’T METS TO-DATE

___________________

☐ POSTED ON TEAMS

☐ POSTED ON SISU

9

at Keller Williams Integrity

WHERE DOES YOUR LEAD GEN SYSTEM RANK? %

DIRECT MAIL

• • •

PROSPECTING

S

8X8 / 33 TOUCH POST CARDS THANK YOU CARDS

• • •

SYSTEMS

%

%

INTERNET

NETWORKING

%

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COLD CALLS DOOR KNOCKING ROLE PLAY

SOCIAL MEDIA PPC WEBSITE

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CHARITY ALUMNI ASSOCIATION CHAMBER OF COMMERCE