You write it in the past tense — as a fact that already happened — and then you do the arithmetic that turns it into today's numbers. The goal-setting lesson is specific about the form: a goal stated as a wish (“I want to make more”) gives the mind nothing to execute; a goal stated as completed (“I made…”) becomes a standard the days get measured against, and the reverse-engineering turns it into appointments, closes, and daily work.
The short answer
The lesson's own worked example shows both moves. The goal, written as done: an income of $250,000 for the year. The arithmetic: at an average commission of $2,500, that's 100 sales — about 9 a month, roughly 30 appointments a month at a normal close rate. The example's numbers are the lesson's, not a promise — your commission and close rate produce your numbers. What transfers is the structure: an outcome stated as fact, divided down into activity a rep can schedule this week.
How it runs
The past-tense form does psychological work — it makes the goal an identity being lived up to rather than a hope being chased — but the arithmetic does the operational work. Once the year is 100 sales and the month is 9 and the week is a countable number of appointments, every day answers a yes/no question: did today's work match the goal's requirements? That question, asked daily, is what separates goals that get hit from goals that get admired. The pocket goal (next guide) is the daily-sized piece of the same system.
Spar's rounds train the reps who run them — the reps who show up daily get the reps. Round 1 is free; the full camp is $29/month. Spar before you knock.