The following spreadsheet will help you calculate and quantify your goals and objectives. This includes sales and marketing goals for prospecting, referrals and gaining new business from existing clients. It will help you identify where you are now, where you would like to be (goal setting) and what you need to do to get there.

New Revenue Goals	$250,000
Less Ongoing Revenue*	$100,000

  * Income you expect to get regardless of whether or not you market.

Categories	Prospecting	"A" Referrals	New Business
Revenue Distribution (%)**	35%	35%	30%
Revenue Distribution ($)	$52,500	$52,500	$45,000
Last Year's Ratios & Averages
Average Revenue/ "A" Client	$3,333	$3,333	$1,500
# in Pipeline	300	125	125
Meetings	15	18	30
Meeting Ratio	5%	14%	24%
New Business/ Clients	8	12	23
Conversion Ratio	53%	67%	77%
Forecasted Marketing Goals to Reach Revenue Goals Based on Last Year's Numbers
# Clients Needed to Reach Goals	15.75	15.75	30.00

  ** Must equal 100%.

Need to...
Increase Prospect List by:	291
Increase Referrals List to:		24
Increase Client Meetings to:			39

  Note: You can also increase revenue by simply improving your meeting
  and conversion ratios through better marketing and communication.

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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