In our business, success is defined by the goals we set for ourselves. Whether it’s a specific GCI target, a number of listings you want to take, or a recruiting goal for your team, that number is personal. But what happens when you’re off track? It’s easy to blame the market, the lead quality, or the economy. We get busy, not productive, and we hope the results will magically change.
A business associate of mine was coaching an agent who was falling short of a key goal. The conversation wasn’t about judgment or threats; it was about clarity.
After reviewing the agent’s numbers and their daily activity, my associate asked a simple, yet profound, question:
“Would you rather change the goal or change the behavior?”
That question cuts through all the excuses. It forces a choice. It’s the ultimate reality check, because here’s the thing we all know but sometimes forget:
If You Don’t Own Your Activities, You Can’t Change Your Results
You can’t hit a goal you don’t actively work toward. The gap between your target and your current reality is filled with the activities you either did or didn’t do. The power to close that gap lies not in wishing for a different outcome, but in being honest about your effort.
This isn’t about shaming yourself. It’s about empowering yourself. It’s about taking control of the one thing that is always in your power: your actions.
The reset is simple.
The Reset
- Take 10 minutes to look at your calendar and task list. Find a quiet spot and be honest with yourself.
- Write down what you actually did. List the activities that filled your time. Did you make those follow-up calls? Did you prospect new leads? Did you get lost in email?
- Ask the question: Are my activities getting me closer to my goals, or further away?
Clarity always comes before change.
When you see the truth about where your time and energy are going, you gain the power to make a strategic choice. You can either decide to adjust your behaviors to meet your goals, or you can make the honest choice to re-evaluate whether your goals are realistic for your current effort level.
That is your power. To stop being just busy and start being effective. To align your daily hustle with your ultimate destination to win the day!
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.
The question, “Would you rather change the goal or change the behavior?” caught my attention. Relating this to the real estate industry is effective because although market conditions are constantly changing, we have control over the things we do everyday , such as calling, following up with clients, and scheduling appointments. It served as a reminder that listings don’t magically show up because we “want” them, rather they result from continuously taking responsibility for our actions and ensuring that our efforts are truly in line with our objectives.