Business Pillar Checklist

Step 1: Write Down Your Annual Income Goal

(Specify the total amount of money you want to make in a year.)

Step 2: Calculate the Number of Closed Deals Needed

Step 3: Identify Commission/Revenue Per Deal

(Determine how much revenue you earn from each deal.)

Step 4: Total Deals Needed Annually

(Divide your annual income goal by the revenue per deal to find out how many deals you need in a year.)

Step 5: Monthly Deal Target:

(Divide the annual deal target by 12 to get the number of deals needed per month.)

Step 6: Identify and Select Referral Sources:

(List 3 to 5 Main Referral Sources)

Include key sources such as real estate agents, past clients, and online platforms.

Database and Past Clients: (Always consider your existing database and past clients as essential referral sources.)

Step 7: How many Deals Per Source:

(For each referral source, estimate the number of deals you expect to generate.)

Step 8: Define Activities for Each Referral Source:

(Specific Activities for Each Source: Describe detailed activities you will perform to generate business from each source. Be specific about the frequency and nature of these activities.)

Example for a Mortgage Originator Using Real Estate Agents as a Referral Source:

• Daily Calls: (Call three real estate agents every day.)
• Questionnaire Development: (Create a questionnaire to determine if a real estate agent is a good fit for your business.)
• Realtor Follow-Up System: (Develop a follow-up system that offers real value to realtors on a daily basis, such as market updates, tips on increasing sales, etc.)
• Value Proposition: (Continuously refine the value you offer to make it more specific and beneficial to the realtors.)

Step 9: Monitor and Adjust

• Regular Review: (Monthly review of the number of deals achieved versus targets.)
• Adjust Activities: (Modify your strategies and activities based on what is or isn’t working.)