Dec 4, 2023
Number Tracking and Goal Setting
It's December. The year is wrapping up. And if you don't know your numbers, you can't make a real plan for next year — you're just making wishes.
This episode is all about the data. Katy loves data. Alissa tracks her transactions with a chart she posts every year. And together they walk you through exactly what to track, how to track it, and why it will change how you run your business.
Free resources for this episode: hustlehumblypodcast.com/track — get Katy's career overview chart and a full list of things to be tracking.
Here's what we cover in this episode:
- Alissa's year-end transaction chart: where every deal came
from, broken into listing vs. buyer and by lead source (database,
referral, open house, church, etc.)
- Why sharing where your business comes from tells you more than
just a transaction count
- Katy's career overview tracking chart: every year since 2006,
transaction count, average sales price, total volume, gross
commissions — and a "Big Picture" column for context (the crash,
the flood, Deepwater Horizon, the wedding, the baby, COVID, the 8%
rate year)
- How average sales price has changed over 18 years — 2006 was
$129K, 2021 was $336K — and what that means for how you read your
own data
- Tracking your business budget: monthly charges, as-needed
expenses, and annual fees that sneak up on you
- How to organize your spending by quarter and why reviewing
transactions yourself (even just once a quarter) catches fraud and
keeps you accountable
- Katy's closed transaction spreadsheet: client name, buyer or
seller, lead origin, date received, closed date, sale price,
commission amount, percentage, and notes — plus totals by lead
source with dollar values attached
- Why tracking the date received vs. closed date tells you which
leads close fastest (spoiler: it's always referrals)
- Return on investment: if you can't trace a dollar closed to a
marketing dollar spent, why are you still spending it?
- The business plan: how the data you've tracked makes it easy to
build a realistic plan for next year using Brian Buffini's 100 Days
to Greatness format
- Why you need to know how many buyer appointments you went on, not
just how many closed — and how the folder system tracks that
- Breaking your closings into quarters so slow seasons don't panic
you
- Trello as a tracking tool: Alissa's pipeline, why her Trello has
never been longer, and what all that pent-up demand tells you about
the future of this market
- The buyers Alissa talked out of upgrading because the math didn't
work — and why being honest now keeps clients in your pipeline for
when the time is right
- The listing approaching expiration: how Alissa handled the
withdrawal conversation, what to put in the public remarks, and why
"we have a buyer" calls after 300 days on the market are not to be
trusted
- Alissa's first experience tracking in 2011: a list of names and
phone numbers from phone duty that grew to 55 people — and how
writing things down changed everything
- Why tracking shifts your focus from the outcome to the
process
- The Jenna Kutcher Numbers Note: a calendar event on January 1st
(and July 1st) to record rolling totals — email subscribers,
database size, social media followers, mortgage balances going
down, savings going up, net worth
- Katy's 30-day Reels experiment: one reel a day, tracking
impressions and engagement in the professional dashboard
Free resource: hustlehumblypodcast.com/track
Toast of the week goes to Mandy Streep in Tennessee, toasted by Jennifer McKinnon in Alabama — both members of the Hustle Humbly community. They got on the phone for an hour and Mandy oozed value and left Jennifer with a great action plan. Cheers to Mandy! (And to all the community members finding each other — hustlehumblypodcast.com/membership)
Want to toast someone on the show? Email team@hustlehumblypodcast.com.
Leave us a review at http://ratethispodcast.com/hustlehumbly
Get your FREE Database Template: http://hustlehumblypodcast.com/starthere
Free tracking resources: http://hustlehumblypodcast.com/track
Email Templates 101: http://emailtemplates101.com
Agent Systems 101: http://agentsystems101.com
All Resources: http://hustlehumblypodcast.com
Music:
Straight A's by Connor Price → https://connorprice.shop/
The Good Life by Summer Kennedy →
https://soundcloud.com/summerkennedy/the-good-life
Be The One by Matrika → https://uppbeat.io/t/matrika/be-the-one