5 Questions to Ask in Setting Sales Goals

The answers to these five questions will allow you to help a salesperson determine his or her sales goals.

1. How much does the associate want to net?

2. What are the associate’s monthly obligations (including taxes and savings)?

3. What was the average number of closed transaction sides for each of the past two years?

4. What was the average sale price of a home?

5. What percentage of commission is collected by the associate?

Adapted from “Helping Sales Agents Set Realistic Goals Will Help a Broker’s Profitability”. Lynn Kaiser-Conrad, The Real Estate Professional, Wellesley Publications, January/February 1999

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