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Goal setting is a familiar theme for all of us in business.  With all of the changes in real estate this year it might be a good time to refocus and do a goal review.

Everyone is always talking about setting a goal and writing it down. We hear that all the time. So why isn’t everyone that espouses this doing great? In fact, why do very few New Year’s resolutions go unfulfilled? “WHY” is indeed the operating question.

I ask people I coach this question all the time, “Why do want to do this?” Frankly, if you do not have the WHY the HOW will not matter. Motivation and goal achievement are interrelated. Notice that I did not say goal setting but rather achievement. You can’t motivate yourself or motivate others. You need instead to reach down and find that motivation and bring it to the surface.

What is your passion? If you are not sure, why not start by doing a dream inventory. List every dream you have. How many did you list? Keep going until you have 50. Which ones are most important? Why? What will they do for you? How badly do you want these and why?

Do you have that burning goal and are you emotionally attached to that goal or is it something that would just be nice to have. Many people want something but then their subconscious says, “yeah right that will never happen.” So, they reason, “I will try but I don’t want to set myself up for disappointment if I fail.”   But wait, what are the consequences if you fail? They could be major.

Your desire for gain is only one side of the goal achievement process. Think about a time when you did something to avoid a loss. The threat of loss is, many times, a more powerful motivator than the opportunity for gain. If you have a strong passion for achievement of your goal AND failure is not an option, you are motivated to achieve.   So find your passion and follow your dream and you know WHY.

HOW... consider all possible obstacles and for every obstacle consider all possible solutions. What is the greatest obstacle, that is, what obstacle if eliminated would greatly facilitate the achievement of your goal. Then set up an action plan to remove the obstacle and achieve.

This is not going to be easy. I am not suggesting that it is. It will require changing habits and they are never easy to change. A habit keeps us in a comfort zone. We must have a greater reward to establish a new habit. That reward will help us to replace the old habit with a new one which will yield a new and greater reward. If you are passionate about what you are doing, follow these steps. You will see a difference.


You can also use this in the buying selling process. Ask your customer what benefits and consequences they see. This will help them find their motivation to act on their new home or anything else. Funny how motivation and goals work.

Could you use some coaching on goal achievement?

Contact us to learn more

Armonk NY call 914-953-4458.

South Florida call 772-342-1066.

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Armonk, NY
Port Saint Lucie, FL

(914) 953-4458

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Grant Schneider,

*Certified Business Coach,
Senior Professional in Human Resources

President, Founder
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Comments (31)

Sheri Sperry - MCNE®
Coldwell Banker Realty - Sedona, AZ
(928) 274-7355 ~ YOUR Solutions REALTOR®

Hi Grant,

This is a very timely post for some people.  I look at my results monthly and make adjustments.  Sometimes, these are micro-adjustments based on property not selling, or sometimes it is a significant adjustment such as adjusting a marketing plan.  We should always be fine-tuning our goals and strategies based on the surrounding conditions.

Nov 14, 2022 08:50 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Wayne - some people love to talk about change as long as it doesn't involve them.

Michael - like the Pandemic.  What advantages and opportunities have we taken away.

Kat - when many things change you may have to revisit your why.

Brian - I'll bet the consequences have more of an impact.

Nina - I don't know if I will fully retire and I am winding down.

Roy - yes, and I do too.

Will - thank you.

Sheri - we should.  I wonder if all people are doing this with the shift in the market.

Nov 14, 2022 09:35 AM
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Grant changing habits is not easy, but it is a MUST if that habit is keeping us from achieving our goals.

Nov 14, 2022 10:55 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

George - it is a challenge and takes determination but that is what it take to change culture.

Nov 14, 2022 11:27 AM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Grant- this is the time of year when many plan for the coming year. But before we can do that, we have to look at what we did in the present year. What worked for us, and what didn't. We also need to understand why we're doing something and why we've set the goal we have. 

Nov 14, 2022 07:14 PM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I think it’s good to reset and refresh your goals if you have them. It makes perfect sense to me

Nov 14, 2022 10:32 PM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Kathy - this is a tine that I would with clients on their annual goals review.

Laura - for sure.  Things never stay the same.

Nov 15, 2022 03:15 AM
Anna Banana Kruchten Phoenix Broker
HomeSmart Real Estate - Phoenix, AZ

Hi Grant I'm in a different (and fun place) at this point!  I still have so called 'goals' but they're more like desires that I'm inspired to go after and create.  It's been a totally inspirational shift for, love love it!

Nov 15, 2022 09:42 AM
Emily Medvec
eXp Realty LLC - Santa Fe, NM
Broker | Realtor | Serving Santa Fe & Northern NM

Interesting and timely especially as both the economy and housing shift REQUIRE not only adjustments to mindset, but to goals, plans, dreams etc. Important for those in our business and our clients! Thank you for some good talking points with clients.

Nov 15, 2022 11:20 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Anna - I don't think that is necessarily unique.  There are always desires but not as strong a goal as before.

Emily - yes it is not only year end but a shift in real estate.

Nov 15, 2022 01:18 PM
Anna Banana Kruchten Phoenix Broker

Actually very strong inspirational 'goals' and they're coming together well. I've never really been 'goal' driven in the traditional sense.  I have another way of achieving which works for me.

Nov 15, 2022 03:51 PM
Ed Silva
Mapleridge Realty, CT 203-206-0754 - Waterbury, CT
Central CT Real Estate Broker Serving all equally

You are right on the fear of failure being a great motivator. Setting simpler goals makes it easier to achieve and succeed

Nov 15, 2022 05:37 PM
Beth Atalay
Cam Realty and Property Management - Clermont, FL
Cam Realty of Clermont FL

Hi Grant Schneider, changing habits is not easy. Some people get uncomfortable if they're too comfortable while others are too afraid to get a bit uncomfortable. I think if we want something bad enough, we will do whatever it takes to achieve it, if not, then, we didn't really want it that bad.

Nov 15, 2022 06:50 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Grant,

Love this post! Something we all need to address this year. With so many changes both in our economy and housing market this year its almost a necessity to revisit your why before you begin thinking about realistic goal setting. There will be changes need to be made and changing habits are not easy, but adapting and making necessary implementations will be necessary. 

Nov 16, 2022 05:26 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Ed - if you fear losing something you get into action, right?

Beth - that is absolutely right.  I think you summed it up very well.

Dorie - I hope the the newer agents understand thing if they have been through a change.

Nov 16, 2022 05:53 AM
Ginger Harper
Coldwell Banker Sea Coast Advantage~ Ginger Harper Real Estate Team - Southport, NC
Your Southport~Oak Island Agent~Brunswick County!

Good information. We need to change somethings and we will need to get together and do this

Nov 16, 2022 07:24 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Ginger - no better time, end of year and change in  business conditions.

Nov 17, 2022 03:11 AM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

About time to set goals for 2023 -- making them achievable with actual daily/weekly action steps certainly helps 

Nov 18, 2022 07:20 AM
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

About five years ago I was told I was set for life and should retire. That was true if I would have died 2 years ago 

Nov 18, 2022 09:30 AM
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate (435) 632-9374 - St. George, UT
St. George Utah Area Residential Sales Agent

Realizing that change is immanent is part of reviewing expectations and right now, I am a bit uncomfortable, which means a redirection is necessary. Fantastic post, Grant, thank you!

Nov 18, 2022 02:36 PM
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

I always look forward to change however it doesn’t have to be on the horizon Grant Schneider 

Nov 21, 2022 04:03 PM