It's already April-late enough to have made and broken New Year's resolutions.
So, what now? Think spring and new beginnings. Begin (once again) to
think about creating a business plan. Yes, that means ...
Set your goals now
for the last year before the new millennium. I promise if you do, you
will be well on your way to achieving your dreams and enjoying tangible
results, ensuring success for the new millennium!
Do you ever wonder why some people talk a lot about what they are going
to do while others seem to be successful? Some are able to accomplish
so much. Their accomplishments are measurable, both personally and professionally.
The results are both personal satisfaction and a handsome income. Written
goal setting and recording required activities on a simple calendar
or day planner is an important factor in success, according to the majority
of successful people.
Findings from a
Harvard business study found that only three percent of a graduating
class had written goals, and that those who did were by far the most
successful and happy. It makes life easier and more predictable. Planning
can become a pleasant habit, a way of taking control of yourself and
In psychology there
are terms for how a person views the world. Your way of being in the
world-your understanding of your role in the world-colors how you believe
and hence, behave. Basically, there are two views of how situations
and events control one's attitude and behavior. The terms are referred
to as "Internal and External Locus of Control." Those who
have the belief that they control their world-and thus their behavior-feel
that it is within their control to take responsibility for their actions
and their lives. These people have what we call an "Internal Locus
This means that
they control their behavior and their destiny-no matter what goes on
outside of them. They use their personal, internal resources such as
their knowledge, skills, abilities and other assets to create winning
situations. Professionally, they do things such as farming, getting
into the office, making calls, holding open houses-and whatever is necessary
to succeed-even if the economy is poor or the market is slow. Learn
to depend on yourself, not others or the external forces.
of Control" is a term for the opposite point of view. These people
view the world as a place that is out of their control, a place where
events dictate results-whether positive or negative. Some external factors
might be the availability of homes in their area, school levies, the
economy, very high interest rates, a major business closing-any situation
which they view as a problem over which they have no control.
To be successful,
you should create a successful belief system. People behave according
to what they believe. When I believe that I am in control of myself
and my daily activities, then I will do those things which I value.
People who have the philosophy of an internal locus of control focus
on those activities which result in success.
So, which person
are you? With practice, and by writing down goals and translating these
goals into activities, you can become an ILCP (Internal Locus of Control
Person)! Can't you see the possibilities? As sales people, we know very
well that "if we aren't working, we aren't earning." So, here
are some tips-let's get to work!
There may be a problem
in beginning. Some people have "goal phobia" similar to the
anxiety some have of making "cold calls." Goal setting can
strike fear into the faint hearted if they haven't written a plan before,
but it is a very simple procedure if you know how.
A goal is a broad
idea; an objective is how the goal is accomplished. For example, if
the goal is to "market myself to homeowners in the $200,000 price
range," the objectives would include targeting a specific neighborhood
with homes in that price range, creating a brochure to deliver to owners
in that area, holding three open houses a month in that area and previewing
the competitive homes within a five-mile radius of that area.
The following system,
called "SMART," is an easy and basic formula to help you set
goals. S stands for "specific"; M for "measurable";
A, "achievable"; R, "reasonable"; and T, "time."
Specific. Use exact
words. "Someday I want enough money to buy a boat" is fuzzy.
State instead, "On or before April 30, 2001, I will buy a 24-foot
used boat that costs $9000 or less. I will need to save $3,000 from
my annual income for two years in order to have the down payment."
will I know if I am on track? For example, am I banking a percent of
each commission for this goal?
Achievable. Is this
possible? Can I earn enough to accomplish this goal with the resources
and skills that I currently have? What new skills or activities do I
need to achieve my higher goals?
should pose the question to yourself, "If I want to achieve this
goal, are the objectives reasonable? Do I need to work every day for
the entire year to achieve this?" You then adjust accordingly.
the time needed and a deadline for the activity to be completed. If
in three months I need to have made the marketing plan, that date should
be written in my plan and calendar. These goals must be broken down
into manageable, smaller activities and tasks. Break these goals down
into achievable activities and tasks. If you need to preview properties,
see three each morning rather than 15 in one day. Make calls for an
hour and a half at a specific time daily, rather than trying to do them
all at once.
Once you have set
your goals, there are a few other factors in your success to consider.
Image. Dress for
success. Have a few great outfits that you can count on to give you
an aura of being "pulled together" even at a moment's notice.
Your reputation and image are part of your credibility. Find a good-looking
personal style and stick with it. When in doubt, the rule is to dress
one level "higher" in professional attire so that you are
never embarrassed. A suit in a dark color is always appropriate. Remember
also that your automobile reflects your image. Organize your car, closet,
office, desk, briefcase and files-anything that reflects your way of
doing business. Remember that your reputation is your most effective
positive image. Behave professionally; follow the Code of Ethics and
You will only earn what you believe you are worth. Decide what you need
and want, and write down the specific income figure to achieve that.
Estimate how many transactions are required to achieve the amount. Do
this for a five-year plan. Translate that to specific activities you
must do in order to create those transactions. Remember to use a day
planner and record time for the equivalent number of phone call times,
open houses or listing presentations. to achieve this. Block these times
into your planner as you would all appointments, and stick to this schedule
unless an activity arises which will result in a better use of time,
such as a caller who asks, "Can you come over and list our home?"
Create this weekly
schedule for the year. You can adjust it as needed.
Life Long Learning. You can always learn something new or improve on
a skill you have. Take a class; review a tape or book. Keep yourself
on the cutting edge of the business world. Network and refer as appropriate.
Give and receive generously.
Prioritize. Do those
things which result in the highest rate of return on your time. You
are an expert in many areas-spend the bulk of your week on those activities
which are likely to give you the highest rate of return on your investment.
If you are great at open houses, plan them weekly. If you are best on
the phone, block off two mornings to do that. Write these activities
in your calendar in ink. Stick to your plan rather than letting the
day get away from you. Say "no" as appropriate. Know yourself;
are you most effective in the morning, afternoon or evening? Do the
tasks requiring concentration at that time. Keep your files current
and record data on a daily or weekly basis. Preparation is a mandate.
Be proactive; you will appear confident, and that will elicit others'
confidence in you.
Personal Time. Balance
work time with time for yourself and those you love. Include some personal
perks such as spirituality, health and exercise. Ask yourself three
questions: Is it necessary? Is it productive? Is it fun? If it is, write
the appointment in your planner and stick to it. Record your family
obligations as appointments and schedule around them as you would for
any client. Loved ones are irreplaceable and so are you. Take the time
you need to be happy. Celebrate successes, monitor your progress and
be kind to yourself.
you are the best. If there were only one home to sell, would you be
the best one to sell it? Would you hire yourself? Sales techniques are
skills and can be learned, but your character and view of yourself come
from inside you. The more professional you become, the greater your
confidence, and hence your passion, when you work. This is infectious,
and people will be drawn to you.
is in direct proportion to your skill base, and research shows that
there is a direct correlation of high self-esteem and the ability to
achieve goals. Surround yourself with positive people and coworkers.
Find a good role model and mentor. Choose people who have high self-esteem
and a positive attitude. Work in a positive environment. Be the best
you can be in return.
When you believe
in yourself and believe that you have an Internal Locus of Control,
your destiny is, in a great part, within your own control. So, create
your plan, write down your goals and record personal and professional
activities in your planner. Good luck, enjoy the journey and enjoy your
E-mail Mooneen for
scheduling a workshop, coaching, and
training or to inquire about purchasing her artwork.
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