Why goal setting matters
Without clear goals, you are just showing up and hoping for the best. Goals give your work direction, help you measure progress, and provide motivation when things get tough.
The best goals are specific, measurable, and tied to both your financial needs and your personal ambitions.
Start with your income target
Work backwards from the income you need (or want):
- Calculate your monthly expenses. Include rent, groceries, bills, insurance, super contributions, and savings.
- Add a buffer. A 20% buffer accounts for tax, slow months, and unexpected costs.
- That is your minimum monthly target.
For example, if your expenses are $5,000 per month, your minimum target with buffer is $6,000.
Convert income to sales targets
Once you know your income target, convert it to sales:
- If your average commission per deal is $500, you need 12 deals per month to hit $6,000
- If your closing rate is 20%, you need 60 qualified prospects per month
- If your meeting to qualification rate is 50%, you need 120 conversations per month
These numbers tell you exactly how much activity you need to generate each day and week.
Set three types of goals
Activity goals (daily/weekly)
These are the inputs you control:
- Calls made per day
- Emails sent per day
- LinkedIn messages per day
- Meetings booked per week
- Follow ups completed per week
Results goals (monthly)
These are the outputs you aim for:
- Deals closed
- Revenue generated
- New customers acquired
- Commission earned
Growth goals (quarterly/yearly)
These are the bigger picture targets:
- Total recurring commission income
- Number of active products in your portfolio
- Client retention rate
- Skills developed or certifications earned
The right stretch
Your goals should be challenging but realistic. If you have never made a sale, targeting $20,000 in your first month is not motivating. It is discouraging. Start with achievable targets and increase them as you build momentum.
A good rule of thumb: your stretch goal should be 20% to 30% above what you think you can comfortably achieve.
Tracking and accountability
Write your goals down and review them daily. Use a simple spreadsheet, a whiteboard, or your Zepys dashboard to track progress. Share your goals with a colleague, coach, or accountability partner who can check in on your progress.
Adjusting your goals
Goals are not carved in stone. Review them monthly and adjust based on what you are learning. If you are consistently exceeding your targets, raise them. If you are consistently falling short, examine whether the goals are unrealistic or whether your activities need to change.
The purpose of goals is not to create stress. It is to create clarity and direction.