Once you know your numbers, you can then create a plan for success. When I started my current job, I had no 
idea how many calls I needed to make every day other than LOTS. I got the job based on the understanding that I would make a lot of dials. I picked the number of 80 out of the air. Now, it has become more scientific.
Every step along the selling process has a conversion rate. Simply putting a list together of target clients can immensely help your conversion rates. This is because it keeps you from reaching out to people that you do not want to do business with. Not everyone takes this simple step. I could have just randomly gotten a list of real estate owners. This process would work, although not quite as well. I would sometimes get to the desired types of targets, but more often than not I would waste time reaching out to people that would eventually prove to be a waste of my time. That is because there are millions of real estate owners, but in reality less than one thousand of them are worth my time to reach out to.
Think about the time saved by not having a list of hundreds of thousands of people. I do not get worn out sifting through hundreds of them just to find one that might be a fit that might want to listen to me. I am amazed at how many people really have no method to their madness. This is true even when it comes to their own livelihoods. It is like the are adrift at sea getting blown around by the wind. Imagine a sailor who has sails out with no rudder in the water guiding him, but worst of all no map to plot his course. Ask him where he is going and any answer other than “I don’t know!?” is a flat-out lie.
This is true with many professionals who do not track their progress. If you do know your numbers you don’t know where you’re going and you sure cannot know when, if ever, you will arrive. Fear can cause people to balk at strategic actions. They may appear to be and actually could be quite busy. But fear will restrain them from truly tracking efforts and conversion rates and the best goals without these are simply dreams that will never happen. It is like trying to get somewhere using a map printed in a foreign language that has been run through a paper shredder.