OK, one more time...
HAVE YOU WRITTEN THEM DOWN YET?
 Last month we talked about the importance of writing down resolutions and goals. It is pretty normal for any salesperson from real estate to refrigerators to be expected to set annual sales goals. For some of you it was required by your office, for others it was recommended by a business associate or friend. Then there are those of you who set goals because you know that is the best way to achieve them. All Fortune 500 executives began with lofty goals. They didn’t just dream of being at the top – they put it in writing.
Lofty, or long term, goals are great. They have the ability to keep us motivated and on track. But, watch out. They also have the ability to get so far away from us that we give up on ever achieving them. We get back to the end of the year and discover that notebook where we jotted down a sales number, realize that we aren’t there yet and try to sell a year’s worth of homes in one month. Not very realistic is it?
Make your goals manageable. Don’t make them just about numbers and DO keep them tangible. Set daily, monthly and weekly action goals. Be specific. Make sure that you allow yourself to have successes along the way. Sometimes, as real estate professionals, like others that are self employed, our “pats on the back” come in the form of closings or client feedback. What happens when you are in a slow period?
Set clearly defined goals for yourself as part of your business plan. Those of you who are “list makers” by personality, understand the gratification of crossing out an item as you complete a task. Within your business plan you can achieve that same, tangible satisfaction by setting goals not only for the long term, such as “number of closings for 2006”, but also short term, easy to initiate goals. Set goals such as “increase traffic to my website”, “send out a satisfaction survey to every new customer”, “track every lead to it’s source”, “make 10 more cold calls today”, or how about “stop reading (and forwarding) all of those crazy email stories”!
Don’t neglect your personal goals. Everyone needs a break from work. Make sure your agenda includes time off. You can only help others when you are at your best. Does your family feel like they need to “schedule a showing” to get to see you?
Miss last month's newsletter? Read it here. |
