Some people believe that by committing a goal to writing, the goal’s achievement is almost assured, provided you do the actions – are willing to pay the price. This is untrue. The goal must be realistic if you are going to achieve it. In this short sales session, real estate business consultant, Gary Pittard, explains what it takes to set achievable, worthwhile goals.
Personally, I’m not fond of resolutions but I know many people are. I’d prefer commitments to resolutions, but I’m getting ahead of myself. Before we look forward into the new year, let’s spend some time thinking about the year that is now behind us.
How was this last year for you?
- Were you happy with your results?
- Did you set goals and achieve them?
- Did you complete the year on target and relatively slump-free?
No doubt you can think of salespeople who spend more time not working on results-producing activities than they do on activities that will earn income. I hope that you are not paying salaries to these people!
But leaders, too, can fall into this trap. I call it the “Field of Dreams Syndrome“, or “If you build it, they will come“.
Many people believe that if they open a business, hang out their shingle, clients will come. But you have to BUILD a business, and it takes work over the long term. People won’t flock to your doors merely because you open them. Just because you built it, does not mean that they will come.
Human beings are goal-oriented creatures. We need to be working toward something worthwhile, whether we are a salesperson, a Property Manager, or a business owner.
Tony Harrington [pictured left]understands the importance of work before play. Completing the Kokoda Trail has been a long-held goal of Tony’s, but achieving this goal was not going to come ahead of his major goal, which was to build a successful business.
Tony and his wife Anita know that by helping clients achieve their goals, they and their team will be rewarded with profit.
For more than ten years they have worked on their business, putting work before play. This does not mean there wasn’t fun along the way, but to build something worthwhile takes effort, time, disappointments, failure, learning, as well as the inevitable success that comes through working on constant improvement.
As a trainer, it fills me with delight seeing leaders like Tony enjoying the fruits of their labour. Not having ever completed the Kokoda Trail, I’m guessing that the actual trek would not have been enjoyable, but the sense of achievement? We can all relate to that.
Tony’s trek, however, was a personal achievement. While personal achievements are good, most often they require money to make happen. If you own a business, to achieve your dreams you must build a PROFITABLE BUSINESS.
Personal achievements aside, Tony and Anita have a business achievement of which they can be proud. They have built something worthwhile together, a great business that will now give them profits to do many more things like Tony’s Kokoda adventure.
Work, then play. The Harringtons got this right.
As we approach the halfway mark of the sales calendar year, now is time to review your progress towards your goals. A good performance review will highlight any areas where your sales performance has been deficient and encourage you to take corrective action NOW. In this short real estate sales session with Gary Pittard you will discover practical tips on how to increase your listings and sales.
Think about the last time you planned a journey. Perhaps you are planning one now. Question: What is the first choice you make? Answer: You decide WHERE you want to go. You decide upon the destination.
Never would you plan a trip beginning with the itinerary – flights, hotels, transfers, tours. The destination is the first decision.
Planning a successful career is similar to planning a holiday: the destination comes first. Continue reading Destination First, Itinerary Second
We can choose to be happy or sad. Spend too long being sad and it becomes a habit, and you can become a toxic person.
I know people who can’t wait to get upset about something – outraged even. They seldom ever say anything positive about anybody. Their arrogance is amazing: everybody but them is stupid.
And they’re always making themselves out to be victims. Everybody, it seems, is out to get them. No doubt you know the type. Personally, I get them out of my life as quickly as possible. Continue reading Choose Wisely
When it comes to success, there is the easier way, and the hard way. Note that I said, “easier“, and not “easy“. Success is never easy, but some routes to success are easier than others.
Many choose the hard way. This is the way with no goals, no plans, and no focused action. People who choose this way go to ‘work’ each day and drift. These are the people who are most often heard saying, “I’m going to do some prospecting” or “I’m going to make some calls“.
How much prospecting? How many calls? When will these tasks be completed? What result is expected from this activity? Drifters never consider these questions. They’ve chosen the hard way.
The easier way appears to be harder, but because it leads to focused competent action, it proves to be the easier way to long term success.
This is success by design.
People who choose this road to success first decide what success means to them. They design their ‘big picture’ by setting goals and deciding upon deadlines to reach them. Continue reading The Hard Way