QUESTION: What is important for me to do to be successful when I become a realtor with Century21 Prevete?

ANSWER: From the beginning, we teach our agents during our realtor training that it is very important to set goals. Following are some tips on setting goals:

1. Put your goals on paper. Fewer than 3 percent of people have written down their life goals. It is no wonder they don’t end up where they want to be. It’s like beginning a trip with no idea where you want to go and no map to get you there. You will only end up in a place you don’t want to be.

2. Make your goals big and challenging. No one sits down and writes out a plan to have a mediocre life. A mediocre life is what happens when you don’t have a plan. Goals should challenge you to be more, do more and have more. They should motivate you to greater things. Ask yourself what you would attempt if you knew you could not fail.

3. Have goals for every area of your life. Have goals that are physical, mental, spiritual, civic, family-oriented, career oriented, and financial. It will make you more balanced to be working on all areas of your life.

4. Be specific. Don’t write that you want to have “more.” Define “more.” How much, exactly, is more? I have stood in front of groups and asked, “Which of you has a goal to have more money?” Of course, the hands would shoot up. I would then call one of the people who so excitedly said he wanted more money onstage and hand him a quarter. I would then ask the audience for a round of applause for this person who had just achieved his goal. They would just look at me, confused. I reminded them that his goal was to have more money and now he had more money. He had exactly twenty-five cents more than he had had just a few moments earlier. While that amount wasn’t what he’d had in mind, he had still achieved his goal. Don’t be guilty of setting goals that are not specific. I want to lose weight. Big deal. How much weight? I want more money. How much money? I want a bigger house in a better neighborhood. How much bigger exactly and in what neighborhood? Set goals in terms of minutes, hours, days, weeks, months, years, pounds, color, size, dollars, location and square feet.

5. Get personal. Make sure the goal is really your goal. You can’t work with true commitment on a goal that isn’t yours, even though it is a goal set by your boss, your spouse or your doctor. Your wife wants you to lose twenty pounds. Will you do it? No. You will lose the twenty pounds when you want to lose twenty pounds and not one day before. I have received countless letters from people wanting help for their son, daughter, or other family member because they can see them headed down the wrong path and want to set them straight. I always respond by telling them that it’s impossible to make someone change direction. You can’t help someone change when they don’t want to change or don’t see the need to change. People change when they want to. They change when it’s personal to them, not you. You are the same way. Your goals must be your goals.

6. Determine the information needed to achieve your goals. Do you need more education? Do you need to meet some new people? Do you need to free up some time? This step was covered earlier in the book. If you didn’t do it, go back now and fill it in. But education differs from goal to goal, so be prepared to learn more in each area of your goals.

7. Determine what you can do to get started today. I didn’t say to determine what you could do to get started. I added the word that kills most accomplishments; I added today. Always remind yourself of the phrase T-N-T, which stands for Today – Not – Tomorrow. Tattoo that line on your brain. Do not procrastinate; take action immediately.

8. Don’t think too much about how you are going to achieve your goal. Too much analysis leads to paralysis. Too much thought can create worry and foster fear and doubt. Don’t overly concern yourself with how you are going to get it all done. Just get started and learn as you go. Action creates courage, and momentum keeps you going.

9. Have a completion date in mind. When do you want to achieve your goal? Some goals don’t have completion dates because they are ongoing lifetime goals. Things like being healthy or prosperous are not goals with an end but are a way of life. However, some goals do have time limits. “My goal is to pay off my credit card by June 1.” “I will weigh ten pounds less, sixty days from today.” Those are the kinds of goals with specific time frames.

10. Focus on the accomplishment of your goal – not the activity. Accomplishment forces you to constantly ask yourself, “What am I getting done?” while activity asks, “What am I doing?” What you are doing is of little consequence unless it impacts what you are getting done. Think results!

11. Believe it can happen. You won’t achieve your goals if you are constantly saying, “There is no way I am going to be able to do this!” You have to believe you can do it. Remember that what you get when you achieve your goals is not nearly as important as what you become by achieving your goals.

12. Have a celebration when you reach your goal. However, don’t make your celebration conflict with your goal. For instance, don’t celebrate your weight loss by eating a pie. That would once again make you an idiot. Celebrate weight loss with a new dress or pair of pants, something your fat butt would never have fit in before you lost the weight. Sometimes it is helpful to know what the celebration is going to be in advance of even beginning. A big payoff at the end can be a great motivator in achieving your goal.

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