The start of a new year can be daunting, so many plans, things we need to do, work to catch up on after the break, new clients to chase and fires to fight.

It can be easy to get caught up in this and forget that this is the best time to be looking at our business and asking ourselves what do we hope to achieve in 2019?

Sure most of us have financial goals but often times they can seem unachievable, we know where we want to be but we don’t quite know how to get there.

The best way to get around this? Start with your financial goal and work backwards from there.

To do this you need to look at the key numbers, the activities and figures that when added together will hopefully match your financial goal. If you financial goal is X how can you break that figure down into sales numbers, ask yourself -


  • How many sales do I need in order to hit my financial goal?

  • How many referrals do I need to attain those sales?

  • Of those referrals how many sales interviews do I need to book?

  • And from there, how many sales do I need to close?


After all, financial goals always come back to sales figures, it is no good having an amazing product or service if you can’t sell it to someone else.

Once you have your key numbers you can begin to work on the activity targets that surround your key activities, for example -


  • Attend x number of referral groups per week

  • Book x number of Centre of Influence meetings per week

  • Attend x number of business events

  • Give x number of referrals per week

  • Contact x number of A clients per week


If you start with the end in mind and work backwards, you can break your financial goal into achievable activities, then it won’t seem so unattainable.

So the one thing you can do right now to get your business on track for 2019?

Set your goal, break it down and stick to it!

Remember, you will probably get there in the end anyway, but just like on a road trip, you will always get there faster with a map.

A couple more takeaways

  • If you are the business owner - make more time for selling - you are the most passionate and knowledgeable about your business so why wouldn’t you be the one to go out and sell it?

  • Send out one or two points of contact or ‘ships’ per day - don’t get bogged down doing busy work without at least

    • Contacting one past client

    • Posting on Linkedin

    • Sharing an interesting blog or article with an old client or prospect.


I hope you have a great last week of January, we are already one month in, only 11 more to go!


Hayden Burgess



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