One of the most difficult steps after goal setting is goal keeping. How do you stay accountable to the goals you set for yourself? Track them!

We've put together a worksheet to help you in tracking the daily activities needed to reach your goals. (For more information on Goal Setting, see our article entitled "Focus Your Drive -- With Goals for '05!".)

	Download worksheet as a: Adobe PDF Excel Spreadsheet

Here's how to use the Worksheet:

1. Each month, print out one copy of this worksheet and enter the month up top next to "Month:"
2. Each day, enter the quantity of each activity that you performed in the space provided. As you book appointments, mark them down under the appropriate prospecting heading.
3. As you close your deals, add it to you "Done Deals" list at the bottom.

At the end of the month, look back over your completed worksheet and take in what you've done. Here are some helpful suggestions for analyzing your activity:

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1. Which prospecting method gets you the most appointments?
   By dividing the total number of appointments obtained from door knocking by the number of properties visited, the number of appointments obtained from letter writing by the number of letters sent, and the number of appointments obtained from phone calling by the number of calls made, you can get your three ratios for each method. For example, if you sent 200 letters and booked 10 appointments from them, you'd know that you have a 5% appointment ratio with letter writing.

2. Which prospecting method are you not using to its fullest?
   Different methods work better for different personality types and we typically go with whichever is the most "comfortable" for us. Are you avoiding one method because you're not comfortable with it? Could your letters, notes or phone scripts use some refinement? Look back, make some adjustments and move forward into the next month.

3. How are your ratios compared to last month?
   Did your ratios in a certain area go up or down based on a recent change to your approach? What did you change? What else can you change? Forever evolve your method to improve your effectiveness. We've had folks tell us of letters that got them up to a 30% call back. Those kinds of results don't come from a first draft. It comes from trial, error, tracking and constant refinement.

Use this worksheet every day to track your activities, and you'll be amazed at the results!

	Download worksheet as a: Adobe PDF Excel Spreadsheet

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