Goal setting for real estate agents

29 Jan 2018

Are you ready to make 2018 the best year ever?

It’s now the start of 2018. Are you committed to making 2018 your best year ever?

Let’s make this year count because when you think about it, we will never have this time again. All the years have gone before us and we have a brand new opportunity and a new gift to make this year the best we can. We will never again have this minute, this hour, this week, this month or this year. Once it’s gone, it’s gone – let’s make the most of the time we have and make it count. After all, we are all given the same amount of hours in a day. The people that are achieving phenomenal things are given the same amount of time as those that are not. They just use their time more effectively.

Set yourself up to win.

Think about the problems you want to solve. We don’t want to have the same problems we had last year if it’s at all possible. We don’t want to be dragging last years problems into this year, especially if it’s something we can fix! So consider what you may be able to do to solve any of your problems or at least make them better.

So where do we start?

First of all, we are going to identify the things that we need to do and while we are doing this next process, we are going to get clear on what you really want this year for you and your family.

What is your vision?

Where would you like to SEE yourself (and your family and friends)?

Separate your goals into categories

Identify the following:


Health and balance – making your health important, what are you going to commit to doing to ensure that you take care of your mind and body?
Actions – what actions are you going to do every day to ensure you are moving forward with your goals?
Results – based on your actions, what results should you achieve doing those actions?
Rewards – based on your actions and results what rewards are you going to give yourself and your family?
Awards – what awards could you be eligible for if you achieve your goals?
Financial goals – what financial rewards would you achieve if you achieved your Results goal?
Personal goals – what do you want to achieve personally? What material goals do you have? What do you want to have? What do you want to do? Where do you want to go?

What would you really love to do in the next 12 months? If money wasn’t an issue, if time wasn’t an issue. What could be possible?

Envision it

Next, do a vision board – put pictures of what you want to achieve, be or have on a large sheet of bright coloured cardboard. This is a like a shopping list of what you want to bring into your life. Doing this process helps your mind to see what you are working towards. You can add to this or change it at any time.

Keep focused and keep accountable

Know your outcome – keep visualising it.

Write down your goals every day.

When you write your goals down, it keeps you focused. Writing them down gets your mind used to it. Some of my clients write out their goals 20 times a day every single day. Doing this, it becomes embedded in their brain.

Have an accountability partner. Every week send your results to your coach or someone that you trust. Sending it to someone else helps to keep you focused on bettering your results. (The real estate hotline offers this service in our coaching – www.therealestatehotline.com.au)

Next, you need to know exactly what you need to do.

In real estate that’s easy –


Know your ratios

  1. Know your prospect to appraisal ratio
  2. Know your appraisal to list ratio
  3. Know your list to sell ratio

Know your area

  1. Know how many homes sold in your area in the last 12 months – Do this report quarterly.
  2. Know how much commission has been available? Work it out as an average commission rate.
  3. Know how many real estate agents are in your area – I would also consider the Pareto Principle. 20% of the agents are doing 80% of the results.

Know your commitment

  1. Do a ‘to-do’ list that you will commit to
  2. Also do a ‘to-don’t’ list.

A to do list is the things that you will commit to doing every day.

A to don’t list is your insurance that you will do the things that you say. Think of the things that may distract you and commit to not allowing those things to stop you.

Know your Plan

Plan it! Diarise what you need to do.

Get your mind right.

Get your head around what you are going to do. Commit to having the discipline to do it – this really comes back to having a big enough ‘why’.

Why are you committed to achieving these goals? What will it give you and your family?

Lastly, have a theme word for the year – This one word that keeps you focused on your outcome. Put that word everywhere.

  • As a wallpaper on your phone.
  • You can get a bracelet made up with that word.
  • On the background on your computer

Example words – balance – experiences – success – control – fun – adventure

We can all achieve outstanding things – let’s make this year count.

lisa b real estate coach

Lisa B

EAC Industry Reporter

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