Some times it's symantics and other times it's nit-picking but this time I'm fired up about something...
I heard that...
I read an article this morning about how someone felt that 'goal setting' was out dated. I disagree; it seems to me they're either doing it wrong or they are using the wrong term.
Let's define what we're talking about. Setting goals in my opinion, and in my coaching system, is simply the starting point of the larger Business Planning process. Step 1 is to determine what you need to earn. Now you might remember I am a fan of Rich Levin's philosophy that you should set goals in three increments;
What do you need? - or else you'll get out of the business and get a j.o.b.
What would you like? - this amount of income will cover some extra stuff around the house and maybe even go to a convention this year.
What would you love? - this is the kind of income you've heard that the real estate business could generate, and possibly why you got into the business, an unlimited earning potential. And top performers in your market area are actually earning this much right now!
That to me is goal setting. So ignore my title and keep doing this, but if this is where you stop then your doomed to fail. You now need the next step. Demand of your coach or manager or trainer who ever will listen that you need a business plan now to reach these goals. Business planning (the way I do it and coach it) goes like this:
What are you going to do Monday to move toward that goal, what will you do Tuesday to move toward that goal, what will you do Wednesday to move toward that goal...are you seeing the trend?
Then my job as a coach, or manager, or trainer is to provide ideas and evaluate the activities and see if they will get you there. If they won't, I need to tell you and give you some solutions.
The next step in my system is to meet with you often, weekly, or every other week, and talk about how things are going, and give you some tips and ideas, and if neccessary we'll do some extra training on what skills you need to sharpen to help you close more business.
That's what business planning and coaching means to me. Now, there's actually a bit more to the process than I explained here, but you get the idea.
So keep setting goals, but do the next step too! If you're not getting the rest of the planning process, ask for it! No, demand it!!
Go out and make it a great year!
Jim
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