Setting Goals And Following Through With Them

As a busy real estate agent, you have a hard time setting goals and achieving them. You know, it's not an easy thing to sell homes yet achieve, you know, your business goals and your personal goals. I can say that because I started out as a solo real estate agent hustling and just on this transaction treadmill where, you know, anything beyond the deal in front of me or that next deal, finding that next deal or the fire that was blowing up in my face, you know, in a closing, that's all I could really focus on until I learned a way to set goals and more importantly, achieve those goals. It's rare to find someone that can consistently set meaningful goals in not only their business, but in areas of life that matter to them and actually achieve them consistently. Make sure you stick around to the end of the video. I'm going to give you a free report that will take you through the six stages of growth in your real estate business. If you liked the video, give me the thumbs up. Subscribe to the channel and make sure you turn notifications on so you're the first to know when a new video hits. Rather than take you through an exercise of setting up smart goals, specific, measurable, whatever A stands for relevant time based, I want to go through a way more meaningful process and the things that I've noticed about not only my journey, but our most successful members journey with kind of looking at where they're at right now in their business and their life and just deciding where they want to be in the future and then putting the things in place to actually get there. That's the missing piece. It's so easy to sit down and say, hey, I want to go from £200 to £180 and you know, I want to maybe read my bible more or be a better husband or a better dad or I want to go from 20 transactions to 100 transactions. What's the actual process that you need to follow to make those goals a reality? So the first thing I will share with you is you have to employ emotional leverage. You need to be able to kind of look at where you're at and where you want to go. And so there's this gap right in the future, I want to sell 100 homes and I'm currently selling 20 homes. Get specific on how challenging it is to be where you are today. Maybe 20 homes. You're not making a whole lot of money. You're still working seven days a week. You know, you're not present with your family. Paint the picture of how painful it is to be where you are and then also paint the picture of where you're going. What would it look like for you to sell 100 homes, maybe a million GCI, right? Where you have a couple buyer agents, a good Administrator, you're working 45 hours a week only Monday through Friday, no evenings or weekends. You're only doing listings, right. What would that look like and feel like? All your debts are paid off. You're taking four to five off the grid vacations a year. You know everything has changed. Three short years from now. If you can paint the good, bad, ugly of where you are today and how attractive this future is, that is going to give you the emotional leverage for you to be able to actually achieve those things. And it's a big difference. Like I said, just saying I want to get to 100 sides. But painting the picture of what it will feel like, what it will look like, what your ideal week will look like three years from now. That's the process I went through. My first written business plan was 2009. In September of that year, I wrote a business plan before I hired my first buyer agent, before I really contemplated what this business could look like. And I wrote a three year plan. I said in three years I want to work 40 hours a week. I want to be doing listings only. I want to work Monday through Friday. I want to spend X hours on my business versus in my business. I want to have this financial situation. I want to take these many weeks vacations, I want to have this liquid net worth. Like I was really specific about where I wanted to be in the future and I actually blew those goals away because I took that three year vision. I broke it down into one year plan, and then I just took 90 days at a time. The last thought I'll leave with you here is that oftentimes we look at our business, especially in real estate, as such a short game. I mentioned like the deal blowing up in your face. Really, it's like this year, this quarter, like what am I going to do? The market's doing this. You're so sort of myopically focused on what's in front of you, what's going on right around you, that you're not giving yourself the breathing to think a longer game. Like my encouragement is just to play a longer game. You know, we are so focused on like the here and now that we don't give ourselves the ability to think bigger than our current situation. And so let's begin with the end in mind, right? 10 years from now gives you 40 quarters to figure this thing out, right? Every year we're going to paint a new three year vision. We're going to do that first year plan and then we're going to work 90 days at a time. And so just play a longer game and run your own race. Stop being so focused on what everyone's doing around you because you can't tell the truth about anyone from what they show you, right? If you're going on Facebook and you're looking at the top agent in your market and they're whatever they're doing, right? You don't know if they kick their dog at night, you don't know if they're drinking a 12 pack every night. They don't. You don't know if their relationship with their spouse is strained or if they have any relationship with their kids or their creator or if they're overweight or whatever, right? So you don't know anything about anyone. You only know about where you're at, where you're headed. And it's this visual of putting blinders on. Think long game, right? You have the ability to beat anyone in business if you just think longer than they do. And it's this infinite game that we're playing in real estate, not just what's going on right now. There's a client of ours, Dave Friedman, I actually met him his second year in real estate. He sold 60, 64 homes or so that year. I met him in August of that year. He was working 70 to 80 hours a week. He shared with me publicly, so I can say this, that his relationship with his wife Hailey was really struggling. He was not showing up the way he needed to to make that relationship the highest priority in his life. So we got to work like he had this clear vision of, you know, what could this look like if I wasn't in every piece of it. All he had at the time was a part time administrator. He basically said, all right, part time administrator. You go to work on helping me build these systems and tools, I'm going to keep selling and then we'll just sort of build this thing out step by step. His first event we hold a client only event, we call them intensive workshops, was August 2014. I remember this specifically because he messaged me the evening before that same event four years later. And he said, you know, they were in the process of moving him and Haley and he shared with me, he said, I just found in this process of packing. Haley handed me the workbook from that 2014 intensive. And he said, my only takeaway from that event or my main takeaway was hire a buyer's agent. So here he was selling 65 homes, super busy. Hire a buyer's agent was his takeaway. In 2018, I think he sold 300 homes. This year he's on track to sell 475 to 500 homes. Close to four and a half million GCI or so. He doesn't go into the office anymore. He's been out of production for a couple years, actually three years. He's got an amazingly profitable seven figure profit business. Well into the seven figures. He now takes 15 weeks of vacation. The three years leading up to beginning with real estate B school, he took no vacation whatsoever. So with a different approach, just thinking about your business differently will allow you the Runway to be able to achieve it. Just don't sell yourself short. At the same time, don't set these goals that are too near term where you get discouraged and you're not actually able to achieve your goals. So I'm hoping this provided a little bit of inspiration today. And if you're struggling and you just kind of want the steps, you want to see the steps before you realize them, I put together a report called the Real Estate Business Growth Navigator which will take you through the six stages of growth. 0 to 100, 100,000 GCI, 100,000 to 500,000 GCI, 5 to a million, million to a million, 5 million, 5 to 2 and then 2 to 3 million plus. There's different ways you need to show up, different systems you need to work on throughout that journey. So go to realestate business growth.com realestate business growth.com and if you like the video, give me the thumbs up. Subscribe to the channel and make sure you turn notifications on. We'll see in the next video.