Goals we all talk about them but I like to put my money where my mouth is. So I am invoking the massive accountability of the Rain to help me with my lead generation goal. I understand everyone wants accountability until they get it but here it goes I am asking for your help. Please help me be accountably to this goal. Over the next month if you would send me an email randomly, hopefully not all at once, and ask me how I am doing on a particular part of my goal or suggestions on how I can get any part of my goal accomplished more efficiently or effectively I would be eternally grateful. I leave it open to you all and I welcome your insight. I will report on a normal basis, weekly, in my Blog to keep you all in the loop.
The format for my goal comes from the classic tape series titled "Phycology of Achievment" by Brain Tracy. It is on my top 10 list for things that can make you rich!
Determine what type of goal this is. Goals have three different types. They are: Self-Improvement, Family (Personal) and Business. By determining what type of goal it is you can better define the goal and identity methods for its attainment. Self-Improvement goals are the atomic skills and talents that will help in every area of your life or many areas of your life. They are selfish. They are for you. Family (Personal) or Relational goals include the things that we want to accomplish for our loved ones and for our own pleasure. Business and Career goals deal with how financially successful we are.
This is a Career goal. This is based on being commitment to being the best that I can be in my profession. My business is basically determined by who many leads that I can generate. Which means the more people that I can get to know that I am in the business of buying and selling real estate. If I can generate enough leads I will be better at everything else that I do in my business and therefore make more money.
1. Desire- You must really want the goal because of the tangible results and benefits that it is going to bring to your life.
I complete my lead generation activities every day, week, month, quarter and year!
2. Belief- You must believe without a doubt that you can achieve the goal.
I have complete control over my schedule and the actions that I take in a day. I do not have to waste any time with other activities I can fit in these activities. This would create a number of different opportunities for connection with other people. Which would lead to more leads. All you have to do is take the actions and the rest will come all by itself.
3. Write- Write your goal in complete detail, exactly as you wish to have it.
I love to feed my pipeline with new people that I can serve. I know that when they get what they want I will get what I want. I seek to gather up today and invest it in tomorrow, gather up this week and invest in next week, gather up this month and invest it in next month and yes gather up this year and invest it in next year. I complete my two hours of lead generation activities each and everyday. This gives my a feeling of unstopableness, that is my made up word, and momentum that makes me want to do everything else well also. This creates the energy and the money to achieve all my other life goals.
4. Benefit- Determine how you will benefit from accomplishing your goal. Write out specific advantages and virtues.
This creates the money to achieve all my other life goals.
Lets break it down:
5 Calls, 1 Pop by and 1 Biz Meeting means 7 touches per day
7*5 = 30 touches per week
15 Touches generates a referral
30/15 = 2 referrals
My Close ratio is 50% so that is one closing for each week that I complete this activity. So that means I will have 48 closings in the next year. Average commission is $2,500 * 48 = $120,000 which is exactly what I want to be making.
5. Analyze- Determine your current state. Be honest and decide exactly where you are right now.
You are simple not doing the lead generation activities consistently. This is an emotional problem primarily and a organizational problem secondarily. Both of these can be solved by regular review of your goals and the correct support system.
6. Deadline- Decide exactly when you are going to accomplish your goal.
I have to be held accountable on a Daily, Weekly, Monthly, Quarterly and Yearly basis.
7. Obstacles- Identify what you will have to overcome to achieve your goal. Write every obstacle down on paper clearly.
My emotions get in the way of me doing this. My lead generation activity is based on people not on things or systems so it takes a whole truck load of emotional energy to get this done. I don't always have that energy, especially when I have a lot of transactions that I am working on that are having problems. When transactions go sideways I stop lead generation. So I need too have specifically scheduled actions to do when I am getting off track. That way when things go wrong I say next and more on the next activity. I do no have time to get into any negative thinking.
8. Education- Clearly write down what knowledge you will need to accomplish your goals.
Be the "value added" in my business. It must be so easy to talk about that people know I am a professional. Learn everything I can about what the clients are looking for. I will need to learn more about my clients lives to make it easy to call them and service. I will also need to learn everything that I can about Blogs, Search Engine Optimization, Podcasting and Pay Per Click campaigns to help with the content creation activity. This will enable me to create more sales with the houses that I already am selling and it will give me access to a higher priced clientele that are most likely educated if they are using a computer.
9. Identify- Write down all the people, groups and organizations that can help you with your goal.
I think that Aaron is the correct source of inspiration and help when it comes to this. But Liz, Amy and Carol will be of some assistance as well. I will need help with this goal. My primary coach will be myself through all the tracking I have done above. Aaron will be my external coach. I am going to have him touch me on the regular basis to help me get in the swing of things. And my small group will be my mastermind team, I will let them know what I am up to and why and ask for assistance and finding better ways of getting it all done. BNI, RHAGS and the Board of Realtors can also be another source of help this can make it easy to get by business to business meetings completed.
10. Details- Take the answers to steps 7, 8 and 9 and make a plan to accomplish your goal. Make it complete in every detail with all the activities you are going to have to engage in to accomplish your goal.
The key to the completion of these activities is finding multiple sources of accountability. By doing this you make the completion of the activities inevitable. Promise the completion of these activities to others. Make some benefit to them for me getting these activities done. Create a team of support that dramatically increases the likelihood of these task getting done. First if you are going to fail in particular pursuit call an accountability partner and report that this is going to happen. Set a new date for getting the action finished. Just because you slip does not mean the action does not get done.
I take the following actions Daily, Weekly, Monthly and Yearly. I do so by working 40-60 hours each week:
10 Minutes Filing each business day
10 Hand Written Notes Every business day
5 Calls to past clients family and friends
1 Pop By each day
1 Business to Business Meeting/CALL each day
1 New Addition to my database each business day
1 Referral Given each day
1 Write one comment/ article/video/podcast/blog about real estate each day and post it on line pointing back to my website.
1 Organization meeting 2-3 hours each week
1 Email Newsletter each week
1 Give Listing Presentation once a week
1 Give Buyer Presentation once a week
1 CAP Item each Month
1 Small Group Meeting each month
1 CASHFLOW NIGHT Month
1 Business Building Night Month
1 Personal Message about my Biz/ Life Month
1 Have a conference call about Biz once a month and post it on website each month
1 Organizational Day in the office each month
1 Realtor Board meeting each month
1 RHAGS meeting each month
1 First Tuesday Meeting each month
2 Teach two classes every month
1 Have social get together focused once a quarter.
1 Have an annual client appreciation party once a year.
11. Mental Image-Get a clear mental image of your goal as already attained. Visualize that picture in your mind daily.
I am free! Free of the anger, of the fear, of the despair. I have been forged in freedom, tempered with wisdom and wielded with love, wielded to defend the truth, the truth of my dreams. I freely choose this truth. This gives me a charismatic power to heal both myself and others. The walls of the prison of my mind crumble even as I listen to this message. I let it all go, my psychobabble, my tyranny, my self-destructive behavior, my self-sabotage, my multitudinous abuses both subtle and glaring, my sins that keeps me distant from my dreams. I let the person that I was fade away in the light of the new me. These precious peccadilloes fall away from my soul. My spirit shines through. It radiates my love. Love for myself, for others and for the world. I am hopeful. I transmute wishes into dreams, dreams into goals, goals into actions and actions into success. I master emotions. I feel the joy, elation and happiness that only comes from doing what I was designed for. That is right my telos is actualized. I love myself. My love is personified in my faith and trust in my own skills, beliefs and responsibility. I freely do what I should do when I should do it. My anger gives way to love, my fear gives way to trust and my despair gives way to joy. All that is in me shouts YES! My ability to respond creatively to reality's chaos makes me disarmingly captivating. People find themselves wanted to help me with my goals in spite of their fears. The universe seems to conspire to assist me in realizing my dreams. My avaricious pursuit of the truth has lead to a new tyranny, the only just tyranny. For it's by products are virtue, joy and excellence.
12. Persistence- Back your plan with determination, persistence and resolve to never give up. Your persistence is the direct measure of how much you believe in yourself and your ability to succeed.
Note the importance of failure in this process. As I miss my targets I will be able to reset my sights and find better ways of getting things done.
I just wanted to let the community know about this great tool for getting through all of the reading that we have to do in our industry. I have dyslexia and have studied speed reading and other study methods and the major drawback is that you have to do practice to keep your skills sharp. Rapid Reader 6 takes care of all the issues related to eye movement and keeping your pace. Please check it out if you want to try speed reading.
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