Published April 22, 2022
Friday's BOLD LAW "Success is simple, not easy"... 3 Ways to look at Goals & Success!...from KW MAPS Coach George Gillas
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Success is simple, not easy.
As a MAPS Coach, I have regular conversations with my client about success – and what that means to them. Once again, Don nailed it when he wrote about, “…trying to live up to what someone else's definition of success was for me…” and how that caused stress and was making him feel miserable.
Sometimes the big-fat-hairy-audacious goals we think we “should” be setting are counterproductive. “Wait a minute, coach! Aren’t we supposed to be constantly stretching? After all, if you aren’t growing you are dying – right?”
Sometimes the goals we set are so big they overwhelm us. We get too far behind after Q1 that we cant imagine hitting the numbers. Stress causes us to either revise the goal (another perceived big no-no) or feel the stress of playing catch up. For some people this works… for many others it defeats them.
Here’s an alternative to goal setting that you might want to try. Set three levels of income.
Must do: this is the level that you must hit to cover all your expenses (business, personal, taxes, etc.) in a year. It is the minimum number you must achieve for you to look in the mirror at year’s end and say to yourself, “I am in RE full time.” This is your floor. It is the “failure is not an option” bare-bones minimum you will do
Could do: this is the number that, if the gods of RE are smiling and everything goes well, you can achieve. This is the stretch number - the number that you probably started with that perhaps caused your stress. It’s usually a multiple of the must do number.
Should do: is in between.
Work the bottom number through the Economic model to define the exact activities you need to do to achieve this. Do every number and every conversion. Then simply multiply that formula to define the activity needed for the top number.
For simplicity let’s say your bottom number is $150,000 and your top is $375,000 – a multiple of 2.5. If it takes 2 listing appointment a month to hit $150K – then it takes 5/month to hit $375K. How many leads, calls, contacts, appointments, etc. will you need? You must work your conversion rates.
Here’s what happens. Your activity will natural fall somewhere between 2 and 5 listings consistently. And experience shows – you’ll likely get into a pattern about halfway or a little above because you wont settle for just 2. Imagine now if you’ve never consistently done 3 because 5 always seemed too many. But now you have a range of 2 min and 5 ideal. You build on wins, eventually raising the bottom number (the floor) which will naturally extend the top number (ceiling).
One client who got on this just four weeks ago is now pacing at $534K for 2022. Last year he did $320K. And just a little over a month ago he felt defeated because he couldn’t possibly see himself hitting $500K.
Take some pressure off. Redefine success. Win on your terms and play the long game!
Playing that long game is simple...not easy!
Contributed by KCN leader Don Aldrich & KW MAPS NLP Coach George Gillas
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