When I was a brand new real estate agent, my broker was providing guidance in the art of setting goals for my first year in the business. 
She started by asking how much money I planned to make. I answered that I’d like to double what I was earning in my old job with the federal government , and that was at the top of the government pay scale.
But there was a problem, she thought. Such an ambitious goal might not be realistic, and I could frustrate myself trying to reach it. Perhaps, she suggested, that I could plan to equal my previous earnings during my first year.
I decided to ignore her advice. And I failed to make my “unrealistic” goal. But I missed it by only a few thousand dollars. So here’s the math.
In those days, (the early 1980’s) government employees earned a maximum of a little over $50,000 a year. I set a goal of $100,000. I worked my butt off and earned $96,000, or $46,000 more than if I’d been more “reasonable” or “realistic”.
I certainly didn’t feel like a failure because I didn’t quite reach my goal. And my manager was pretty stunned when the final numbers came out.
And I had to wonder. I’ve always been pretty goal oriented. If I’d set a lower goal, would I have worked so hard and earned as much?
Of course, setting the goal is just one part of meeting it. You also need a plan.
Oh, and you need to get out from behind your computer and list and sell houses!
Realty One Group Capital - Alexandria, VA
Close-In Alexandria and Arlington Living
A friend of mine always says, "Beat Your Best". Here's to beating your best.
Dec 27, 2009 04:43 AM
Elizabeth Anne Weintraub, Broker - Sacramento, CA
Put 40 years of experience to work for you
I'd rather reach for the stars and fall short than never try at all. Some people say that setting unrealistic goals is a recipe for failure, but I don't believe it. I've always reached for more than I thought I could do and exceeded those goals. You get a really good sense of accomplishment that way. If I were to fail, well, that would put me only that much closer to my desired goal.
Dec 27, 2009 05:51 AM
Integrity Real Estate Services 116 SE AVE N, Idabel, OK 74745 - Idabel, OK
BS Ed, Integrity Real Estate Services -IDABEL OK
Abek Real Estate - Slidell, LA
Patricia, great post. I have been fighting with myself about my goals. Being a new agent I didn't want to set them to high but reading your post i realize that setting a goal that is attainable through hard work will only help me and my future. Thanks
Dec 27, 2009 07:55 AM
Samson Properties - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES
Oh, and you need to get out from behind your computer and list and sell houses! -Isn't that the truth. Working on my business plan now. Have to make some MAJOR CHANGES if I want to accomplish my goal. But I know that it can get done.
Dec 27, 2009 08:03 AM
Top Agent Serving Dighton Taunton, Rehoboth and more! - Taunton, MA
Top Agent Taunton,Dighton Rehoboth &more
Patricia.. I soooo appreciate you post. I am accused of this all of the time. If someone asks what my goals are, I don't tell them what they really are because I will get "Oh.. that's too high.. etc,etc," You are right.. shoot for the moon!
Dec 27, 2009 10:52 AM
Southwest Missouri Realty - Springfield, MO
Ready to sell? Call Betty!
Great inspirational story Patricia. I always try to stretch my goals, but this year I will shoot for the moon!
Dec 27, 2009 10:58 AM
The Pines Realty - Pinehurst, NC
MBA, GRI
I agree, Patricia. Business plans (including sales targets) are essential. In this industry it's easy to lose focus so a well written plan with lofty targets helps a lot. Excellent post!
Dec 27, 2009 11:42 AM
Brookville, NY
"The Rose Lady"
Just today, I was working on my goals for 2010 and breaking it down by months, weeks and days so it is not overwhelming. I tend to aim high to give me incentives to work harder. I have it written and in front of me everyday to stay focused.
Dec 27, 2009 03:02 PM
Oregon First - Tigard, OR
Tigard Oregon Homes for Sale, Realtor, GRI
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 714-319-9751 DRE01267479 - Costa M
Wait!? I have to get out from behind my computer to actually make a living ; )
I like the idea of setting goals so that I have to strive to achieve them.
Dec 27, 2009 03:59 PM
'Til Dawn Real Estate - Raleigh, NC
If I set my goals "unrealistically" high, I stand a chance of achieving them. And even if I only end up getting close, I still did great! But if I don't set the goal at all,I achieve nothing. If I set it too low, I will still be disappointed in myself for not pushing myself and my business harder. Always aim high!!
Dec 27, 2009 10:32 PM
McGraw Realtors - Mustang, OK
Realtor - Mustang, Yukon & OKC Metro 405-812-1572
Patricia - good point. Dream big and set your goals high ... if they are easy and low that's what you'll get...Jack Canfield said:
One of the most compelling reasons why people do not get what they want is that they never decided what they wanted!
Congratulations!
With smiles,
Bo in Yukon
Dec 28, 2009 01:20 AM
Mortgage Guru, Specializing in Jumbo, FHA and Conv Loans - Charlotte, NC
Good post! As brian Tracy says, writing goals result in 80% more achievement! Go get em in 20101!
Dec 28, 2009 02:24 AM
Red Rock Real Estate (435) 632-9374 - St. George, UT
St. George Utah Area Residential Sales Agent
Pat, It's okay to go big when goal setting, how else will we continue to achieve year after year? Congratulations on the feature and hope you are getting some tan lines in paradise!
Dec 28, 2009 11:40 AM
William Raveis Real Estate - Southport, CT
CRS, GRI, e-PRO Fairfield County, CT
Prudential Ambassador - Omaha, NE
Prudential, Real Estate, Omaha, NE
Patricia, only you know what is right for you and how to go about achieving it. Great job in not letting anyone else set your path.
Dec 29, 2009 12:57 AM
REIC™ - Northborough, MA
Patricia and all commenters:
I like what you have to say about stretching the limits of what you can accomplish. I've actually found in my own life, and with the agents I coach, that setting "promises" is a thousand times more effective than setting goals. Everyone who reads this, including myself, has failed to accomplish a lot of goals over the course of our life. But how many of us have let down our promises to ourself? If we truly have personal integrity and a desire to improve, we always accomplish our promises. I would suggest dropping the out-dated method of setting goals and urge you to learn how to set promises that will actually affect your life.
John Alexandrov
CEO, Real Estate Inner Circle
www.realestateinnercircle.net
Dec 29, 2009 06:25 AM
Diamond Partners Inc - Overland Park, KS
Overland Park Residential Real Estate
Pat - Excellent post and so deserving of the gold star. Being a successful real estate agent requires self motivation and determiniation, among many other things. Setting goals is the key to our success in this business.
Dec 29, 2009 03:13 PM
Berkshire Hathaway / Prudential Ca Realty - El Cajon, CA
619-504-8999,#1 Resource SD Relo
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they are so important and to have them written down and visualize is equally important. I believe you have to have a way to measure your progress. |
Jul 21, 2011 06:20 PM
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Patricia Kennedy
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Pat Kennedy -- author of The Irreverent Guide to Real Estate -- gives you a look at life on the streets as a real estate broker in our nation's capital. And her blog is peppered with great advice combined with humor!
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