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Goal Setting for 2010

By
Education & Training with Cherry Creek Mortgage/Summit Champions

"If at the end of each day, you can honestly say that you did your very best and that you intentionally choose excellence over mediocrity-you will achieve success beyond your wildest dreams".  -Author unknown.

What do you want differently in 2010?

Goal setting will be my focus this week.  For us in the mortgage/real estate related industry, last year, the question we asked many, "Are your systems, buyers and sellers ready when rates hit 4.5%?"  In 2010, we might be asking a similar question, "Are your systems, buyers, sellers and prospecting strategies ready when rates go to 7%?"  No one knows what will happen when the fed quits buying mortgage backed securities, but one thing is clear, I'm planning for rates to go up, and I will be ready when this happens.

Why set goals?    

Goals give us a point of direction, something to aspire to, and the sense of accomplishment.  Reasons why people don't set goals are fear, failure, they don't like the pressure of completing goals, they really weren't serious about them, too many actions to work on, not clear how to accomplish them, and possible rejection and criticism  from others if they don't complete them. 

What's important is that the goals that you set are your goals and not your boss's or spouse's, or goals that aren't heart-felt.  You also have to set "check points" along the way to assure that you are on course.  I suggest checkups every week. In my home office I have my personal and professional goals on the wall above my desk. They're there as a constant reminder every time I'm working out, playing my drums, reading, and working on my mortgage business. 

How do I word my goals?

Goals need to be written down, stated in the present tense and stated positively.  Goals also need to be specific and measureable and time bound.  Goals are dreams with deadlines.  Make them a challenge but achievable and well planned goals can be achieved!!

Be motivated into action.  Clarify what you want to accomplish and how you will feel when you reach your goals.  Also, write down what it would feel like if you don't reach your goals. If you don't accomplish some of your goals, what did you learn from the experience? I encourage journaling everyday as you go throughout the Journey of reaching your goals in 2010.  Journaling is an excellent way to talk through challenges and rejoice in the victories.  One neat thing about journaling regularly is that you can go back and read the lessons that you learned along the way in reaching your goals. 

Committing to Building Strong Referral Partner Relationships in 2010

I believe good referral partners will be a major key for success in 2010.  For this to happen, you have to help your referral partner's business also grow.  This business is "give and take", however; it's not you getting the leads and taking them, it also needs to be reciprocated.  When I attend meetings or networking events, I am always on the lookout for people or information that will be of interest or value to my referral partners and/or customers. 

My goal is to be an extension of my referral partners' and clients' businesses because I am committed to the relationships and what it takes to grow them.  Can you answer the following questions regarding your referral partners?

•1.       Can you give your referral partners' 30-second commercials?  If you can't describe your referrals business/services, how can provide them opportunities?

•2.      Can you name the top three prospects your referral partners have targeted for 2010?  If you don't know their targets, how can you look for opportunities and resources that will help them grow their business?

•3.      Do you know your referral partners' personal and professional goals?  If you don't know their goals, how can you help your partner achieve them? 

Go deep in your professional referral relationships in 2010. It will pay dividends in accomplishing your goals by helping others achieve theirs. 

Tom Ninness is Vice President/Regional Production Manager for Cherry Creek Mortgage in Denver, CO.  He is also the President of Summit Champions, Inc. and creator of the "The 90 Day Journey to Your Sales Success", a powerful 90 day action plan for the sales professional.  To learn more about The Journey and Summit Champions, go to www.90dayjourney.com, www.summitchampions.com  or contact Tom at information@summitchampions.com   Office: 720-221-4396.

Show All Comments Sort:
Vickie Nagy
Coldwell Banker Residential Real Estate - Palm Springs, CA
Vickie Jean the Palm Springs Condo Queen

I really hate to think about rates going to 7%, but then our limited number of cash buyers should be ecstatic.

Dec 26, 2009 01:06 AM
Lisa VonBargen
Photography7522 - Estes Park, CO
Estes Park Real Estate Photographer

Great "goal post"! I'm going to be doing the written down goal exercise with the boys in the next week. It's an excellent thing for everyone to do...

Dec 26, 2009 01:17 AM
Tim Lorenz
TIM LORENZ - Elite Home Sales Team - Mission Viejo, CA
949 874-2247

This is a meaningful post at the perfect time the time of review of our businesses.  Thank you for the post.

Dec 26, 2009 01:20 AM
Craig Richardson
National Realty - McLean, VA

Tom, great advice.  Thanks for the post.  Soemthing to consider for 2010.

Dec 26, 2009 01:25 AM
Deanne Olivas
eXp Realty - Gilbert, AZ
Your Home Matters

Love that quote. I made a copy and put it in a place where I will see it constantly-along with my goals.

Dec 26, 2009 01:39 AM
Paul McFadden
Responsive Pest Control - Seattle, WA
Pest Control, Seattle, WA.

Tom: Thanks for this-I appreciate it. I'm not sure rates will go to 7% but they may hit 6 or so. That being said, it is more important than ever that we stay focused and have a plan. Thanks for the reminder!

Dec 27, 2009 01:41 AM