Real Estate Training Articles and Videos

Plan, or Struggle: It’s Your Call

Who would have thought that many real estate businesses would have had bumper sales numbers despite the COVID-19 pandemic? But this was the case for many real estate agencies, and for many real estate salespeople.

It is predicted that 2021 will be even better than 2020. That appears true as we enter the second quarter of 2021.

But is it so for you? Are your results booming? Is your career?

Many years ago, somebody said to me, “If you can’t make money during a boom, get out of the industry” but that is a bit harsh. Many salespeople receive just a little typical industry training. Frankly, it doesn’t work, and it doesn’t encourage repeat business.

Although you can sell everything you list, there is massive competition for listings. If you haven’t been taught effective methods for finding new clients, and then listing them when you give a listing presentation, you will do it tough.

But there is an answer: PLAN. I believe that you have to options: plan or struggle. It’s your call.

Set yourself up to make the most of this sellers’ market:


Working toward meaningful goals makes us happier and more focused. Think about what you want to achieve. Write it down.

Determine INCOME AND TARGETS required to achieve your goals

What income will you need to earn in order to achieve those goals? It should be a higher income than you have earned in the past – you need goals that stretch you, while still being realistic for your present skill level.

Plan how to achieve your targets

What listing sources – e.g. For Sale By Owner (FSBO) – will you mine to produce your required listing target? When you get the listings, you will make the sales.

Determine how many potential sellers you will need to speak to each day so that you achieve your targets. If you are not speaking to 40 potential sellers each working weekday, you might not be doing enough to get the listings you need if you are to achieve your goals.


One of the biggest challenges salespeople face is staying focused. Affirmations help with focus, if not cure it altogether.


“I, Gary Pittard, accept and enjoy that I have earned $200,000 in December [year] and everything I do contributes to this result.”

Write an Affirmation like this fifteen times a day for twenty-one days, and sign each one, then tell me if you lack focus!

To work, the Affirmation must be realistic and linked to your plan. The correct order is:

  1. Goals
  2. Income and Target Calculation
  3. Plan
  4. Affirmations


Once you have all these in place it’s time to get to work. If you study your craft, your actions will become more competent as time passes, and you will achieve more results with less effort. You will be happier and enjoy your career more.

If you want to learn more about goal setting, get hold of the audio program Your Path To Deliberate Creation by Bill Nasby. You can order it at If focus is your challenge, Bill’s program will help you.

Success doesn’t happen by accident. Plan, or struggle: it’s your call.

Gary Pittard

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