It’s mid-May, and by now you can determine with a high degree of accuracy the volume of transactions that you will have closed by June 30. You should be formulating a fairly good idea about whether or not you are on track to reach your business goals for 2012.
In estimating your total volume for 2012, multiply your June 30 projection by 1.5, not 2. It’s likely that you’ll have more closings transacted during the first half of the year than the second, thus doubling your anticipated production will often give you an inaccurate perspective.
Consistency
If you’re not on track to accomplish what you hoped, begin by looking at the “back to basics” part of your plan. Answer yourself a simple question, “Have I been consistent with the execution of the basics that are part of my plan?” If it appears that you will be falling short of your goal, chances are that the answer is a resounding “no.”
