READY, SET, GO! OOPS! Not so fast.
Where am I going? 
How fast do I have to run to win this race?
Athletes compete with each other and with themselves. Some athletes have trainers and coaches who set up their training regimen and work with them to set goals and guide them along the way.
Real estate sales is very similar and many successful sales people were former athletes, but too often the goal gets a bit fuzzy. MY GOAL: I WANT TO MAKE LOTS OF MONEY
MONEY 
How much money? Time frame? What do I have to do to make money in real estate? Sell lots of it, right?
Where do I start? 
First and foremost, goals need to be commited to paper in a way that is clear, straightforward and understandable. Then the written goals need to be shared with at least one other person who will hold you accountable as you work toward reaching them.
Second, and just as important, Set goals that meet the SMART criteria of Specific, Measurable, Achievable, Realistic 
and Timed
- Specific For each goal ask yourself the five W questions: Who, what, where, why, when and how???? Be specific about the steps that need to be taken to reach your goal as you answer each question. Where will I find buyers & sellers? What do I need to do to turn customers into clients? How many people do I need to work with to reach my goal? How many calls? Appts?
- Measurable How much money do I want to make this year? What is the average sales price in your market area? What is the average commission per sale? How many sales do you have to make to reach your goal?
- Ambitious, but achievable Goals need to make me stretch beyond my comfort zone. Goals are a Call to Action that motivates me to get up each day without an alarm clock, set my own schedule and work until I have met the goal for the day.
- Realtistic Realistic goals take into account all aspects of the market and the agent's background and previous track record and training. Keep in mind that unrealistic goals can easily derail even the most motivated agent. EX: Wanting to sell $50,000,000 in small town USA where the last ten years only averaged $28,000,000 in total sales for the entire area is not realistic.
- Timed What is the time frame for reaching my goal? Break long term goals into interim goals such as quarterly, monthly, weekly and daily goals. I need to know what my goal is today, tomorrow and tomorrow and tomorrow . . .
The last word: Review Written goals are only worth the piece of paper they are written on unless I review them frequently both by myself and with my manager/coach. (I can remember days as an agent when my goal was to make X number calls to past clients. If the day got really busy with other things and I had not made the calls, I stayed until I made the calls. Later as manager I met weekly with new agents to review goals. Week after week I heard the same song & dance (excuses) from one bright agent. Finally one Monday he came in with not one sale, but three. He proudly stated that he couldn't stand to come in one more week with an excuse so he worked all weekend to meet his goal.)
Set SMART goals and work diligently each day to make them a reality!
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