Insights from the top 1% …
“Your goals must engage and activate you!”
Having concrete goals increases confidence only if they inspire and stir you to consistent action. Said another way, the difference is getting clarity on what you really want and why.
So what is it you really want? Ask 5 times until you get to the real answer. Hint the first answer, like selling more homes, isn’t the real answer. What’s selling more homes do for you?
Decades of goal-setting research, led by psychologists Edwin Locke and Gary Latham, show that specific goals tied to daily activity raise your odds of success.
Want my one-page summary of the goal-setting research? Email info@winningtheday.blog and I’ll send it.
Outcome Goals vs. Process Goals
An outcome goal is what you want: 24 closings. A process goal is what you’ll do daily to get there: five conversations, two appointments set. You can’t control the outcome. You can control the process.
Ask Five Times
“I want to sell more homes.” Why? “To make more money.” Why? “To pay off the house.” Why? Keep going. By the fifth answer you usually reach the real goal, like freedom, family or security. That’s the one that will get you out of bed on a slow Monday.
Framework: This post is part of Action Produces Data, the coaching framework for consistent production: take the next right action, track it and let the results, not opinions, guide what you do next.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
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