48 Units in 12 Mondays: Reverse Engineering Your 2026 Transaction Goal

It's the first full week of January. Everyone has goals. Few people have math.

You want 48 transactions this year? Let's work backward from that number and figure out what you need to do this week.

Why Most Goals Fail by February

Agents set revenue goals without setting activity goals.

They know where they want to end up. They have no idea what they need to do Monday morning to get there.

The gap between "I want 48 deals" and "I need 4 appointments this week" is where most business plans die.

The Transaction Math That Works

Start with your annual goal: 48 transactions.

Working backward:

• 48 transactions = 4 per month average
• 4 transactions per month = 8 pending deals in your pipeline
• 8 pending deals = 16 active buyer and seller relationships
• 16 active relationships = 32 appointments quarterly
• 32 appointments quarterly = 2.5 appointments per week minimum

Here's what that means: If you're not booking 2-3 appointments every single week, you won't hit 48 deals.

Your First Quarter Numbers

January through March: 12 deals closed (if you're hitting annual pace).

To close 12 deals by March 31:

• You need those contracts signed in December and January
• Which means appointments in November and December
• Which means conversations in October and November

Notice the problem? Your first quarter results were determined by what you did in the fourth quarter of last year.

This is why Q1 planning in January is too late. But let's fix what we can control right now.

The Weekly Activity Baseline

Here's your minimum weekly activity to hit 48 transactions:

Appointments: 2-3 minimum

• 1-2 listing appointments
• 1 buyer consultation minimum
• Replace no-shows immediately

Conversations: 100 minimum

• 25 with hot leads and active clients
• 50 with warm database contacts
• 25 with cold prospects and new connections

Follow-ups: 50 minimum

• Past clients you haven't talked to lately
• Leads from the last 90 days
• Anyone who said "not now" in the past year

The Monday Morning Question

Every Monday at 9am, ask yourself: How many appointments do I have scheduled this week?

If the answer is less than 2, you're behind.

Your only job on Monday morning is to fix that number before you do anything else.

No social media. No email. No "catching up" on admin work.

Book appointments. Everything else can wait.

The 12-Week Pipeline Builder

You can't fix a year in one week. But you can fix a quarter.

Week 1 (This Week): Audit your current pipeline

• How many pending deals do you have?
• How many active buyer and seller relationships?
• How many appointments are scheduled for this month?
• Be honest about the gaps

Week 2-4: Fill the immediate pipeline

• Goal: 8-10 appointments booked in January
• Focus on now business (people ready to move in 60-90 days)
• Convert conversations to appointments daily

Week 5-8: Build the spring pipeline

• Goal: 12-15 appointments booked for February and March
• Reach everyone who said "spring" last year
• Start conversations with past clients about their next move

Week 9-12: Create the future pipeline

• Goal: 20+ meaningful conversations with future movers
• Database building becomes daily habit
• Referral requests from every closing

The Appointment Tracking System

Get a notebook. Draw 12 boxes (one for each week of Q1).

Every box needs a target: 2-3 appointments minimum.

When you book an appointment, mark it in the box. When you complete an appointment, highlight it.

At the end of each week, count your appointments. If you're under 2, you know exactly what you need to fix next week.

This is how you see problems before they become disasters.

The Database Reality Check

You can't book 2-3 appointments per week from a database of 50 people.

The math doesn't work.

For 48 transactions, you need:

• 500+ contacts in your database minimum
• 100+ conversations per week
• 25-30 appointments per month

If your database is small, your job this quarter is growing it while you work your current pipeline.

Add 10 new contacts per week. That's 120 new people by March 31.

The Conversation Categories That Matter

Not all conversations are equal. Track three types:

Now Business (Hot):

• Active buyers and sellers
• Referrals from the last 30 days
• Anyone with a specific timeline
• Expired listings and FSBOs
• Goal: 25 conversations per week

Future Business (Warm):

• Past clients
• Leads from the last 6 months
• Homeowners in target neighborhoods
• People who said "next year" last year
• Goal: 50 conversations per week

Database Building (Cold):

• New connections
• Networking contacts
• Social media follows who need actual conversation
• Cold outreach in farm areas
• Goal: 25 conversations per week

The Thursday Check-In

Every Thursday at 4pm, run your numbers:

Appointments booked this week: ____ Appointments completed this week: ____ Total conversations: ____ New database contacts: ____ Follow-ups scheduled: ____

If you're behind on Thursday, you have Friday to catch up. If you wait until Monday, you're already starting the next week already behind.

What 48 Deals Actually Requires

This isn't motivational. This is operational.

48 transactions means:

• 100+ conversations every single week
• 2-3 appointments minimum weekly (no exceptions)
• 500+ person database minimum
• Daily prospecting (not when you feel like it)
• Consistent follow-up system

Miss any of these for more than two weeks and your pipeline goes dry.

The February Forecast

Here's what happens if you do this right:

By February 1, you'll have:

• 8-12 appointments completed in January
• 2-4 new contracts signed
• 40+ new database contacts added
• Clear pipeline visibility through March

By February 15, you'll notice:

• Appointments booking easier
• Pipeline staying full
• Less panic about where next deal comes from

By March 1, you'll be ahead of 90% of agents who started January with the same goal.

Your Next 24 Hours

Stop planning and start executing:

1. Count your current pipeline (pending deals, active relationships, scheduled appointments)
2. Calculate your gap (where you are vs where you need to be)
3. Block 9am-11am tomorrow for appointment setting calls
4. Have 20 conversations today

The Truth About Annual Goals

You don't build a 48-transaction business in December. You build it in January through November.

Every week you skip the baseline activity is a week you'll pay for in the fourth quarter.

Your competition is still "getting organized" and "planning their year." You should be booking appointments and having conversations.

The difference between agents who hit their goals and agents who don't comes down to this: Did you do the weekly activity consistently, or did you do it when you felt like it?

Your homework: Book 3 appointments this week. Have 100 conversations. Add 10 new contacts to your database. Then do it again next week.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.