27d • Recordings
Tuesday 11/11/25 Survive to Thrive Call - How to Actually Hit Your Goals 🎯
Tuesday Survive to Thrive Call - November 11, 2025
The Scoreboard System: How to Actually Hit Your Goals 🎯
For AI-generated transcript and summary, click here for the Fathom recording
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MEMBER WINS & ENERGY:
🇺🇸 VETERANS DAY GRATITUDE across the board - multiple shoutouts to veterans and recognition of standing on shoulders of giants
🔥 MEGAN - Grateful for rock star people in her world after changing brokerages 2 years ago, realizing what she was missing before
🤝 BRIAN - Received thoughtful tamale offer from Megan (it's the little things!), got holiday pie email campaign launched after pushing through procrastination
💪 BIRGIT - Major professional transition completed yesterday, choosing "full foot on the gas" forward momentum instead of letting overwhelm win. Reminder: take care of your nervous system, growth moments can feel like danger but are actually opportunities
📞 VICTORIA - Had hour-long conversation with Megan that reignited her fire after 2-week motivation lull, back on track. "When you miss this call for two weeks, you lose your juju"
🎯 JOE - Grateful to be in a field where he can "step up to the plate and take a swing" unlike people who won't even try sales
🌟 SILVIA - Inspired by Global Conference in Miami, reinforced belief that "business is the best self-development program" - real growth comes through business, not just meditation
⚡ ANA - Conquered her biggest fear (making calls) after last week's training, already seeing massive business impact. Also hosting open houses getting 3+ unrepresented leads each time, scheduled 2 appointments this week from opens
🎊 YULIA - Checked goals during THIS CALL and realized she already hit her annual target!
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KEY TAKEAWAYS:
- You can't hit a goal you can't see - Only 2 out of 65 agents on the call had visible scoreboards tracking their production
- Track activities (calls, contacts) daily/weekly, results (closings, GCI) monthly - focusing on activities you control guarantees success
- Your scoreboard answers THE question instantly: "What are you tracking for year-end?" without opening spreadsheets or guessing
- When you're off track, adjust monthly goals to close the gap - if you need $120K by June but only have $96K, bump monthly target from $20K to $24K
- Success is a choice made through daily standards - if you're not hitting goals, you're choosing to fail by not hitting those daily/weekly activity numbers
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THE SCOREBOARD TEMPLATE:
FAR LEFT COLUMN - ANNUAL GOALS:
- Total GCI goal
- Total units to close
- Total listings to take
- Listing appointments to attend
- Buyer consultations/EBBA to sign
MIDDLE - EACH MONTH'S ACTUALS:
Update monthly with ACTUAL results for:
- GCI earned that month
- Units closed
- Listings taken
- Listing appointments held
- Buyer consultations completed
RIGHT SIDE - YEAR TO DATE:
Running total of where you are January through current month
DAILY TRACKING (on desk sheet):
- Calls made
- Real estate conversations (responses count, not just dials)
- New leads generated
- Appointments scheduled
- Handwritten notes sent
WEEKLY TRACKING:
- Total calls/contacts for week
- Referrals received
- Appointments scheduled
- Appointments held
MONTHLY TRACKING:
- All of the above PLUS
- Listing appointments held
- New listings taken
- Buyer consultations held
- EBBA signed
- Pending contracts
- Units closed
- GCI earned
WHAT COUNTS AS "REAL ESTATE CONVERSATION":
- Sphere of influence care calls
- FSBOs, expireds, circle prospecting
- Any conversation that gets a RESPONSE (not just leaving messages)
- Open house lead conversations
- Does NOT count: current client transaction management calls
- DOES count: current client call that ALSO asks for referrals ("Who do you know thinking of selling in next 6 months?")
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CALCULATING "TRACK":
The Formula:
If you're at $96K GCI through June (6 months), you're tracking $192K for the year ($96K x 2).
If your goal was $240K, you have a $48K gap ($240K - $192K).
You SHOULD be at $120K by June to be on track for $240K goal.
Gap is $24K ($120K - $96K actual).
Adjust monthly goal: Original $20K/month becomes $24K/month to close the gap over remaining 6 months.
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ACTION ITEMS:
1. TODAY: Go buy a LARGE whiteboard (you have big goals, you need big space)
2. Set up scoreboard using John's exact template from this training
3. Fill in left column with your annual goals (GCI, units, listings, appointments, buyer consultations)
4. Add your year-to-date actual numbers in right column
5. Start daily tracking sheet on your desk (calls, conversations, appointments, notes)
6. Get crystal clear on YOUR definition of what counts as a "conversation"
7. Stop opening spreadsheets to answer production questions - LOOK at your wall
8. Calculate YOUR "track" number: Where are you year-to-date? What does that project for year-end?
9. If there's a gap, adjust your monthly goals to close it
10. Make this NON-NEGOTIABLE: Review your scoreboard daily, update monthly
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COACHING WISDOM:
THE WHITEBOARD WAR ROOM:
John's been using this exact system for 23 years. "Simplicity is the ultimate form of sophistication." Your office needs to be a war room, not a picture gallery. Get a BIG whiteboard - you have big goals, you need big space.
THE QUARTERBACK ANALOGY:
Imagine a quarterback running to sidelines during timeout, coach asks what's happening in the game, and QB says "give me a minute, let me check the scoreboard." NEVER. The coach expects the QB to KNOW what's going on. You need to know what's going on in YOUR game.
"WHAT ARE YOU TRACKING?"
This is THE question John asks every coaching client. So many agents have no idea. If John asks "Victoria, what are you tracking for year end?" she instantly answers: "50 units and $16 million in volume." That's the standard.
THE 747 PRINCIPLE:
You can't get to your destination if you're not constantly paying attention to where you are and making adjustments. A plane flying LA to Miami that never checks position will NEVER arrive at the right place.
FOCUS ON ACTIVITIES, NOT RESULTS:
Daily/weekly = activities you CONTROL (calls, contacts, appointments scheduled)
Monthly = results (closings, listings taken, GCI)
When you focus on activities, you ALWAYS succeed because you choose whether to hit those numbers. Success becomes a choice. So does failure.
PERSPECTIVE CHANGES EVERYTHING:
"It's not what happens TO us, it's what happens FOR us. Perspective is the only thing that can dramatically change the outcome of an event without changing any of the facts." (Birgit's growth moment example)
VICTORIA'S TRANSPARENCY BOMB:
"I realized the reason I didn't track numbers is because I didn't want to be disappointed if I wasn't where I wanted to be. When I started tracking, it became breaking down simple steps. I'm in a VERY small market. I had 4 months this year with NO closings, then had to close 17 deals in final quarter to hit my numbers. It's all about going back to basics - how many conversations per day. Non-negotiable."
BIRGIT'S EXECUTION FOCUS:
"You can't track what you don't measure. Get crystal clear on what counts as your '10 conversations' - does leaving messages count? Text messages? What counts? We get stuck because we're not sure. Be clear at the beginning, then EXECUTE on 1-2 pieces."
JACQUELINE'S PROOF:
25 years ago wrote down $50K goal, hit it first year. Wrote check to herself for $500K (husband said it'd never happen), hit it within couple years. Created ChatGPT dream life document last year, pulled it out recently - couldn't believe how many things she put in motion that are actually happening. "This really does work. You gotta write it down and see it."
BRIAN'S MOMENTUM INSIGHT:
"The whiteboard creates momentum. You make those dials, it's a sense of accomplishment, proving to yourself you can do something. One call, two calls, three calls - you look up and there's actual momentum. It's a big confidence builder because it gives you that sense of accomplishment."
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BOTTOM LINE:
How can you hit a goal you can't see? How can you hit a goal you DON'T HAVE? Only 2 out of 65 successful agents on today's call have visible scoreboards. That's why so many agents can't answer the simple question "what are you tracking?" You can't make adjustments if you're not tracking where you are. Success is a CHOICE made through daily activity standards. Failure is also a choice - choosing not to hit those standards. The whiteboard isn't just tracking, it's a confidence builder that creates momentum and proves you can do what you set out to do.
Next Call: Wednesday, 9:00 AM EST - bring your wins and questions!
Your Move: Do you have a scoreboard you can see RIGHT NOW without opening your computer? If not, when are you buying your whiteboard TODAY?
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Pro Tip: The agents crushing it on this call? They show up DAILY. Victoria lost her juju missing 2 weeks. The daily energy, accountability, and wisdom shared in these 30 minutes literally changes businesses. Consistency compounds. Your competition is sleeping in. You're here building momentum.
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Tuesday 11/11/25 Survive to Thrive Call - How to Actually Hit Your Goals 🎯
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