SMART Goals Aren’t Enough

Smart hard
If you have received even a modicum of real estate training, you know about SMART Goals. In case you’re a bit rusty, let’s do a bit of revision.

It is said about goals that they should be SMART. This is what I said about SMART Goals in an earlier blog post:

Specific: the goal must be specific. Don’t say, “I want to be successful.” What does success mean to you? Specifically, what is your definition of success? If you don’t know what success ‘looks like’, you won’t know when you’ve achieved it.

Measurable: the goal must be measurable. If, for example, you want to take your family to Disneyland, thoroughly plan the trip on paper and determine how much this will cost. Now you have a measurable dollar goal.

Next, divide this figure by ten (months in the year, allowing for breaks here and there), and you will have the amount of money you need to earn each month. This is clearly measurable: you either reach the dollar figure, or you don’t – there are no ‘grey’ areas here.

Achievable: the goal must be achievable. I don’t care whether or not somebody has done it before; I want to know that it can be done. I might want to be the first person ever to fly without the aid of a machine, but no matter how much I want it, if I go to the top of the highest building, jump and flap my arms, I’m going to plummet. No goal setter can achieve the truly unachievable.

Realistic: the goal must be realistic. So many times I have seen newcomers to real estate say things like, “I’m going to make $200,000 in my first year.” At their present skill and activity level, you know they haven’t got a hope. So why say it? Set a goal that is within your skill or activity level, and aim to increase in both.

Time: the goal must be achievable in the time you have allowed for its achievement. Some people set worthwhile goals, but do not allow themselves sufficient time to reach them. Big mistake.

Even though I wrote this a good while ago, I still stand by it, but I agree with author Mark Murphy when he said that SMART Goals are not enough.

“Maybe if we weren’t so focused on making sure our SMART goals were written correctly on our goal-setting forms, we might ask, ‘Is this goal fundamentally wimpy?'”

[From Hundred Percenters: Challenge Your Employees to Give It Their All, and They’ll Give You Even More by Mark Murphy.]

So SMART Goals are not enough. There is something missing:

SMART Goals need also to be HARD Goals.

It mucks up the acronym I know – SMARTH lacks the punch – but if a goal does not stretch us, it’s mere routine and is not a goal. Winners like a good challenge, and Hard Goals challenge us.

Don’t be in such a hurry to dismiss SMART Goals, however. The SMART criteria makes perfect sense. But so does setting goals that take us out of familiar territory (Comfort Zone if you must) and into the realm of achievement that requires us to CHANGE and GROW.

Hard Goals require us to study to improve our result-for-effort ratios. They require us to raise or levels of activity, to speak with more people, to be more focused, to be better time managers, and so forth.

Once we achieve Hard Goals we are a different person, an improved model of what we were before we attempted those goals.

So keep your goals SMART, but add HARD to the mix. Challenge yourself and at the same time you will increase your income and your level of happiness.

Recent Articles

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

Courtesy Costs Nothing

Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those ag...

You Cannot Motivate People

In almost three decades as a real estate agency profit consultant, I have worked with many leaders and interviewed many more. Over this time, I have ...

It's Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I h...

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year?Were you happy ...

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their poor results. "Buyers are liars", or, "Sellers won't see reason...

A Leader's 'Non-Negotiables'

In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can't find good people. A second complaint...

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us