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