Creating Clear Goals with Actionable Steps - Strategic Planning for Real Estate Agents

Jan 30, 2024

Have you ever wondered what truly drives success in real estate sales? 

It's not just about the listings and the deals; it's about understanding the deeper motivations that fuel us in life. Today we are going to dive into the heart of what makes a successful real estate agent: Get ready to learn about breaking down your big vision into actionable steps, overcoming self-sabotaging behaviors, and harnessing the power of strategic goal-setting. Whether you're looking to increase your listings, enhance your work-life balance, or simply find greater satisfaction in your real estate sales role, this is your blueprint for success.

In real estate sales, the journey toward success begins with a profound understanding of the 'why.' It's not just about the day-to-day tasks or chasing external rewards; it's about uncovering the deep-seated motivations that drive your intention of success in the game of real estate sales.

Your 'why' is the compass that guides you through the challenges and wins. It's the inner fire that fuels your aspirations and propels you forward in life. It's the driving force that transforms your real estate life from just a career into a pathway toward a life deeply aligned with your dreams and ambitions.

Understanding your 'why' isn't just a step; it's the very foundation upon which you'll build your path to success and fulfillment in your career and life.

In last week's blog, ‘Transforming Goals into Results: A Real Estate Agent's Blueprint for Success,’ I went through the importance of understanding the psychology of our 'why' and the different types of motivations that affect and support our goals; explaining that unlocking your true motivation is the key to your success.

It's not enough to simply set goals; you must understand the deep-rooted 'why' that drives your passion. Your intrinsic motivation, arising from personal satisfaction and a sense of purpose, should align with your goals to make the journey enjoyable and meaningful. On the other hand, extrinsic motivation, driven by external rewards, can complement your efforts but may not sustain long-term commitment.

I also covered that to bridge the gap between setting and achieving your goals, a structured plan is essential. You can check it out by going ➡️here

When creating clear goals with actionable steps, what we need to do is take our big vision and break it down into smaller steps. So when it comes to say a year ahead; look at exactly where you want to be this time next year; deeply understand why this position aligns with your 'why', with your motivation, why it would make you happy, why it's important to you and start breaking it down into smaller steps. Some of the questions I ask myself, which you might find useful, are:

  • How much do you want to earn in the coming 12 months?
  • What does this translate to in terms of commission payments and the number of listings sold?
  • How many successfully listed and sold properties do I need for the coming 12 months to achieve this?
  • What does this break down to per quarter, month, and week?
  • How much time do I want to take off this year to spend with the people important to me, and how often or how much vacation time do I want to take this year?
  • What other important personal commitments do I have coming up in the coming 12 months, for example, a child graduating from school or the birth of a child?
  • How will I redistribute my quarterly, monthly, and weekly targets to allow me to comfortably reach them and take the time I need to enjoy my loved ones and vacations this year?
  • How many listing appointments must I attend to secure the number of listings I need to successfully sell to meet my quarterly, monthly, and weekly target?
  • What is my conversion rate from listing appointments to signed listing agreement?
  • Where are the leads coming from that make these listing appointments?
  • What is my lead generation strategy - how will this be broken down quarterly/monthly/weekly?
  • What is my prospecting strategy - how will this be broken down quarterly/monthly/weekly?
  • What is my marketing strategy for lead generation and profile building?

I just want to mention here that these types of questions and their answers are exactly what we cover in The Get Listings Bootcamp, which also includes a renewable 30-day plan for you to follow, resulting in you securing listings and selling multiple properties per month. You can join today for only $8.88 per week; ➡️ go here

So let's get back to our questions. What I personally find works really well for me when breaking my big vision down into smaller steps is to get those blank A3 monthly planners that you can scribble on, stick them up on the wall, and start breaking out my rough plan-based goals and intentions for the year ahead. When I start this; I don’t worry about neatness or perfection - it's really a space to help me visualize that big vision for the year broken down into smaller steps.

If you’re anything like me, while you’re working through this process, you might have a quiet voice in your head, whispering all sorts of negative thoughts and limiting beliefs, and maybe as you progress through the process, those negative thoughts and limiting beliefs become stronger. Maybe they become so strong that you start off well with your plan and action steps but soon find yourself falling back into old habits of avoidance, resistance, and distraction.

In my opinion and experience of 30 years in sales, this is a very common self-sabotaging cycle many of us real estate agents get stuck in; I personally think it becomes amplified from the level of rejection we often face in our careers. All humans have a response to rejection, some take it more personally than others, however, it simply is a part of the game of sales to be rejected.

One of the first steps to remedying the control negative self-talk and limiting beliefs may have on us real estate agents is to become aware of the fact; rejection is part of our role and a triggering element to negative self-talk and limiting beliefs and to take proactive steps to shield, empower and support ourselves as much as possible with positive self-talk, positive self-action, positive self-belief, engaging empowering beliefs.

To do this is simpler than you may think; First and foremost; it's a choice, a willingness to stop working against yourself, and to start supporting and honoring yourself and then taking the necessary steps to empower yourself.

I always find that we salespeople, real estate agents are significantly impacted by what we listen to; so I always advise listening to podcasts that empower and guide you, listen to the winners and go-getters of the world, surrounding yourself with people who have the same vision as you; that not only understand your struggle but support and encourage you out of it… here at the Get Listings Bootcamp, we run weekly group accountability sessions to fill that purpose alone - you’re welcome to come to our next group session; all you need to do is sign up for The Get Listings Bootcamp $8.88/week membership to come on board with us.

When you have your big vision broken down into smaller steps, and you have yourself tuned into a positive vibe and attitude; and engaged with the support of an accountability partner or group as your referee, you’re in a strong position to go from goal setting to goal getting.

When it comes to goal setting; make sure to watch/read last week's blog on the psychology behind how to set goals you will succeed in achieving. Today’s blog airs more on the practical side of goal setting, and I believe that we keep it simple by following the proven structure of creating and setting a goal, and that is by following the SMART formula.

The SMART formula is a widely used framework for setting and achieving goals effectively. It stands for Specific, Measurable, Achievable, Relevant, and Time-bound. Each component of the SMART formula helps in clarifying and structuring goals to increase the likelihood of success. Let's quickly break it down:

  • Specific: Goals should be clear and precise. Instead of setting a vague goal like "get more listings," a specific goal would be "increase listing signs by 10% in the next quarter." Specific goals provide a clear direction and purpose.
  • Measurable: Goals should include criteria to measure progress and determine when the goal has been achieved. Using specific metrics or indicators makes it easier to track your progress.
  • Achievable: Goals should be realistic and attainable. They should stretch your abilities but still be feasible. Setting unrealistic goals can lead to frustration and demotivation. Consider whether the goal is achievable given your resources, time, and constraints.
  • Relevant: Goals should be aligned with your big vision and relevant to your long-term life plans.
  • Time-bound: Goals should have a deadline or timeframe for completion.

By applying the SMART formula, you can define their goals more effectively, make a plan to achieve them, and monitor progress along the way. This framework promotes clarity, accountability, and success in goal setting and achievement.

What I like to do is take my big vision, break it down into smaller steps, and then start to form my quarterly, monthly, and weekly goals around achieving those smaller steps and ultimately my big vision.

However, there is an element of analysis I add to my process before solidifying my goals and that is I evaluate the past and current strategies I have implemented in my business. I simply ask myself, what's working and why do I feel it's working; and then; what has not worked for me; and why did it not work? I also ask myself what needs improvement.

You know the phrase, one foot in front of the other, in a way that’s kind of how I tackle my goals once I have created them; once I have gotten the big vision broken down into smaller steps and formulated into quarterly, monthly, and weekly goals; I then live and die by my daily planner.

A daily planner is so much more effective when it is aligned with clear goals and strategically planned out action steps; when you know exactly what you want to achieve, on a quarterly, monthly, and weekly basis, you can ensure you are focusing only on the activities aligned with your goals, ultimately your 'why,' which is ultimately your satisfaction in your life.

Taking responsibility to align your daily planner with your goals will also enhance your work-life balance if you have been true to your 'why' and true to the time scheduled for your loved ones and vacations when roughly breaking out the year, quarters, and months earlier in the process.

Responsibility ties in with discipline, and maintaining a daily planner supports the need and benefit of routine in your life. We all know, words and energies such as responsibility, discipline, and routine are all synonymous with success in any area of life. Along with today's video/post, I have included a downloadable and printable monthly scratch planner and daily planner for your use

Now that you have the blueprint for success in your hands, it's time to put this knowledge into action. Start by identifying your 'why,' setting your goals using the SMART framework, and breaking them down into achievable steps. Remember, the journey toward success in real estate sales is a continuous process of learning, adapting, and growing.

Don't let this opportunity slip away. Join us at The Get Listings Bootcamp for an immersive experience where you'll receive the support, strategies, and tools needed to transform your goals into tangible results. Sign up today for only $8.88 per week and become part of a community that's dedicated to your success. Your journey toward a fulfilling career in real estate sales starts here. Let's make it happen together!