By Patti Brotherton
We all know that the person who knows where they are going is sure to arrive. Yet, I believe less than 5% of all Realtors actually set goals. Sure, they know how much they have to make to pay the bills, but they don’t actually set goals so that they can strive for even greater rewards. That was a truly amazing fact for me.
I am so adamant about setting goals that for over 20 years now, I have taken two days at the end of the year or beginning of the year and go somewhere all by myself to work on my goals. I have long range as well as for the year. Then I come back and discuss them with my family and start working on them. This process has made such a difference in what I accomplish. Now, I know that not everyone needs to get away to think about what they want out of life, etc., but I do think everyone needs to take stock of where they have been before they can figure out where they are going. And, when setting goals, I think you have to think of your whole life, not just your business life.
If you are satisfied with what you are earning, then you need to look at time and see if you can do the same with less time spent. There are many different ways to look at your business. Not only in how much you are making, but in the amount of time it is taking and how much it is costing you to bring in that much revenue. All of these come into play when you take the time to goal set. And, are you planning on time off? Going to some far off destination that you have always wanted to see? I have found that the best process for me is to make lists of things that I want to accomplish—both business and personal. I write down everything imaginable.
Then I start paring them down. Eventually I get to five items I wish to accomplish during the year and how those relate to my 10 year or five year goal. It’s hard to get to only five, but if you have too many, you lose focus and become discouraged. It’s like going to a really great seminar where you hear many ideas that would be beneficial to your business. You come home and because there are so many you don’t know which one to do first so consequently, you do nothing!
After you get your five goals, then you write your plan on what actions it will take to accomplish those goals. It’s pretty exciting! It becomes very clear to you what you have to do and actually puts you in the frame of mind that you can’t wait to get started. When you know exactly what to do, you are more eager to do it. This is where coaching can help. A good coach will help you prioritize and keep you focused. All of us start out with good intentions, but it is too easy to get sidetracked. Again, when you know where you are going, it’s so much easier to get there. The top of any profession all set goals! You can too.
Here’s the secret. You have to write them down! I have heard agents and managers tell me so many times that they have goals, but they don’t write them down. In my mind, I think, do you really have goals? You do need to be specific and you need to have a time frame. When you write down your goals, your subconscious takes over and works on them as well.
Not only that, but then at the end of the year, you take out those goals and look at them and what you have accomplished. It’s very rewarding. Some people put their goals in their day timer or in a notebook. I prefer to carry mine in my wallet. I take them out about once a quarter to review how I am doing. When you have a specific month that something must be done by, you put a little extra pressure on yourself and do it. Goals help you compete with yourself. Write it down, test yourself. Beat your goal!
I have often thought that goal setting is also a good self-esteem builder. You do feel good about yourself when you have accomplished something that you really wanted. Writing it down and seeing it as an absolute is very eye-opening. I don’t share my goals with people outside my family very much because there are too many nay sayers out there who will say that I am shooting for the moon or some such nonsense. It makes one doubt. So, don’t share your goals if you think that will happen.
So…if you want more. Set those goals. Write them down. Plan. Implement. Check. And reward.
Patti Brotherton is President of PAB Performance Partners. Patti’s company was formed to reach a broader base of agents, managers and companies to help them in any way possible to do more business, to improve their business, to help them balance their business and generally improve the quality of their professional life. Patti believes in individualized marketing programs, including graphic design, as well as business systems that have proven to work in many different market places. Copyright© 2000, Patti Brotherton. All rights reserved. For additional information about Patti’s presentations and company services, please call the Frog Pond Group at 800.704.FROG (3764) or email firstname.lastname@example.org; http://www.frogpondgroup.com.