You divide, honestly, with your own numbers. Income goal divided by your average commission gives the sales you need; sales divided by your real close rate gives the appointments you need; and the year becomes months, weeks, and days you can schedule. The goal-setting lesson works its own example all the way down — the method is the transferable part.
The short answer
The lesson's example, with the lesson's figures: an income goal of $250,000, at an average commission of $2,500 per sale, requires 100 sales. One hundred sales across a year is about 9 a month. At a one-in-three close rate, 9 sales require roughly 30 appointments a month — about 7 or 8 a week, a number a rep can look at on Sunday night and plan against. Every figure after the goal itself is arithmetic, and the arithmetic only works with your commission and your measured close rate — borrowed numbers produce a borrowed plan.
How it runs
Notice what the division produces: not motivation, but requirements. Appointments per week is a schedulable, generatable quantity — doors, calls, follow-ups, the lead flow the week has to contain. When the week's appointments fall short, the goal tells you exactly what broke and by how much, while there's still a month to fix it. The 90-day version of the same arithmetic is the next guide — the horizon where the plan meets reality often enough to stay honest.
Fight Camp exists so the first time you face a moment isn't in someone's kitchen. Round 1 is free; the full camp is $29/month. Spar before you knock.