A 2022 GOALS WORKBOOK Created by Tom Tezak Wailea Realty Corp. A Boutique of Windermere Real Estate
Reframe Your Mind Goal Setting Worksheet for 2022 You were born not knowing how to walk...you learned. You were born not knowing how to read...you learned. You were born not knowing how to drive...you learned. When you stop learning, You stop Growing. Embrace learning, learn something new. Reinvent yourself by reframing your mind Things that worked last week, last month, last decade- may not work anymore The world changes; Change with it to have your best life. Look at what you know & what you do and ask yourself: ● Does it still work? ● Could it work better? ● Should I abandon it? ● Do I care if my life is better? If you do then take some time to assess & Reframe your mind. Ask yourself, your partner, and/or your mentor: ● How can I make my world better? ● How can I make someone else’s world better? ● What will inspire me to change? For 2022 try embracing & Reframing your mind. It has been nearly 2 years of dealing with the pandemic rollercoaster, being scared we might die, concerned that the real estate business was going to collapse, that we might be trapped on the island, that travel was limited, then going into to an insane real estate market, then a demand problem, the division of our society, Questioning... Are we being manipulated? Am I foolish for the way I think about vaccinations? This has not been a simple journey.
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Now more than ever before, we all need to take some real time and work on our goals. Not just our business goals, but also our personal, spiritual, and community goals. As you will see this is not your typical Real Estate goal setting book. This book encourages you to look at all parts of your life together so you can live your best life at home, at work, and in the community. Setting your personal, work, spiritual, and community goals in harmony with each other will truly help you to reframe your mind in 2022. In this goal setting book, you will find the goal worksheet along with several tips on goal setting. Please take some time to read through it all before you begin. For those of you that believe you do not need to write your goals down, humor me and try it. I am confident it will make a difference for the better. Enjoy the journey “Reframing Your Mind.”
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Reframe Your Mind… How to make it happen, write the answers to these questions after each of your GOALS! a) Time Frame a week, a month, this year, 5 years, 10 years ETC. b) The action required to be successful on your part. c) Will you need Help? Remember it is OK to get help completing your GOALS! d) Skills and Resources you will need to complete the GOAL! e) What are the Obstacles that can get in your way of completing your GOAL? f) How do you overcome the Obstacle…again it is OK to get help, sometimes brainstorming or an outside perspective can provide the answer you need. g) Measure your success/completion be sure to have a finite Goal and be able to measure it, or complete it! h) REWARD YOURSELF…write down what you will do to reward yourself when you complete the GOAL. i) Imagery… Take some time, in a personal quiet place to visualize your success and the reward in your hand or in place. Then imagine eliminating the obstacles from your mind so there is room for the new GOAL! I know this sounds a bit corny but it really works, your mind is the most powerful tool you have… put it to work for you… Believe in your Goals…Believe in Yourself! Believe in your Goals…Believe in Yourself! Believe in your Goals…Believe in Yourself! Believe in your Goals…Believe in Yourself! Believe in your Goals…Believe in Yourself! Consider: People who can help me accomplish my goals.
What are the obstacles?
How will I reward myself?
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Goal Setting & Business Plans Notes from Patti Brotherton We all know that the person who knows where they are going is sure to arrive. Yet, I believe less than 5% of all Realtors actually set goals. Sure, they know how much they have to make to pay the bills, but they don't actually set goals so that they can strive for even greater rewards. That was a truly amazing fact for me. I guess I was lucky, I grew up in a home where my mom set goals and told us about her goals. She had weekly lists and took great pride in crossing off the items she had accomplished. This was such a good example for me that I have done it all my life and I notice that our two sons also do it. I am so adamant about setting goals that for over 20 years now, I have taken two days at the end of the year or beginning of the year to go somewhere all by myself to work on my goals. I have a long range as well as for the year. Then I come back and discuss them with my family and start working on them. This process has made such a difference in what I accomplish. Now, I know that not everyone needs to get away to think about what they want out of life, etc., but I do think everyone needs to take stock of where they have been before they can figure out where they are going. And, when setting goals, I think you have to think of your whole life, not just your business life. If you are satisfied with what you are earning, then you need to look at time and see if you can do the same with less time spent. There are many different ways to look at your business. Not only in how much you are making, but in the amount of time it is taking and how much it is costing you to bring in that much revenue. All of these come into play when you take the time to set goals. And, are you planning on taking time off? Going to some far off destination that you have always wanted to see? I have found that the best process for me is to make lists of things that I want to accomplish-both business and personal. I write down everything imaginable. Then I start paring them down. Eventually I get to 5 items I wish to accomplish during the year and how those relate to my 10 year or 5 year goal. It's hard to get to only 5, but if you have too many, you lose focus and become discouraged. It's like going to a really great seminar where you hear many ideas that would be beneficial to your business. You come home and because there are so many you don't know which one to do first so consequently, you do nothing! After you get your 5 goals, then you write your plan on what actions it will take to accomplish those goals. It's pretty exciting! It becomes very clear to you what you have to do and actually puts you in the frame of mind that you can't wait to get started. When you know exactly what to do, you are more eager to do it. This is where coaching can help. A good coach will help you prioritize and keep you focused. All of us start out with good intentions, but it is too easy to get sidetracked. 5
Again, when you know where you are going, it's so much easier to get there. The top of any profession all set goals! You can too. Here's the secret. You have to write them down! I have heard agents and managers tell me so many times that they have goals, but they don't write them down. In my mind, I think, do you really have goals? You do need to be specific and you need to have a time frame. When you write down your goals, your subconscious takes over and works on them as well. Not only that, but then at the end of the year, you take out those goals and look at them and what you have accomplished. It's very rewarding. Some people put their goals in their day timer or in a notebook. I prefer to carry mine in my wallet. I take them out about once a quarter to review how I am doing. When you have a specific month that something must be done by, you put a little extra pressure on yourself and do it. Goals help you compete with yourself. Write it down, test yourself. Beat your goal! I have often thought that goal setting is also a good self-esteem builder. You do feel good about yourself when you have accomplished something that you really wanted. Writing it down and seeing it as an absolute is very eye opening. I don't share my goals with people outside my family very much because there are too many naysayers out there who will say that I am shooting for the moon or some such nonsense. It makes one doubt. So, don't share your goals if you think that will happen. Now that we have our goal, let's put our business plan together. Every successful business in the world has a plan for how to continue to grow and prosper. Why is it that Realtors who have multi-million dollar companies in terms of revenue, don't plan? You don't have to write a novel, just look at what's been and plan what's to be. There are many good companies who have worksheets and business systems that will help you with your plans. Here is what I look at with the agents I coach. First, look at your closed transactions for the year before by property address. You want to know if it was from the buyer side, listing side, what the sales price was, and the amount of commission earned. From this you can determine your average sales price. Secondly, look at just your listings taken for the year before. Again, you want to note these by property address, date sold or time taken off the market and the reason that a property didn't sell. You need to know what your percentage of listings sold to listings taken is. Next, look at your sources of business. I think it's good again to determine this by listings taken and also by buyer controlled sales. Note by property address what the source of the business was; e.g., farm, open house, fsbo, referral, etc. Now that you know where you have been, you can start planning. Did most of your sales come from your listings selling? Did you get your listings from farming? Or, were you equal in listings selling and buyer controlled sales? Were there many referrals? Where did they come from? It's so much easier to plan if you can see right in front of you an analysis of past performance. 6
You also need to look at your expenses. Do they correlate with where your business comes from; in other words, are you spending the most in the area where you are getting the most business? If not, you need to look at spending more where you get your business and less in other areas. Your revenue will go up and your expenses should stay the same. Who would have thought?! You need to look at your marketplace. Do you think that it is the same "climate" as last year? Do you think that doing the same activities will net you the same result? If you do not add to your activities, you can bet that you will not increase your revenue. I think the wisest advice is to put your marketing dollars where you get the most business-increase your activities there. Don't try to spend more in other areas at this time, when you are obviously getting good results from a specific area. Planning means thinking. You have to think about your business. Then you have to take your calendar and plan your activities, your spending, and your time. You only have 24 hours in a day, do the activities that bring you the most revenue. Calendar them in. There also might be a season to your year, spend during the peak selling and buying times. Creating your own business plan doesn't take days-but it does involve some analysis of what you are doing. And, the best performers plan. I have coached top agents that just spend one day on this. Others have spent maybe three. They like brainstorming and getting focused on what will bring them the most rewards-sales and time off. One thing I did notice in all my agents was that they were always surprised by one number or another. They had an idea in their minds of where their business came from, but not definite until they sat down and worked on it. I know that some agents know from month-to-month-I think that is a rare agent. I find that my top performers are too busy making sales. But, imagine how much more they would do if they knew absolutely where to spend their time. When you have a business plan written down along with your goals for the year. You have all the makings for a tremendously successful year! Especially since you calendared all the activities necessary to make it so. Thoughts space
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3 simple steps to successful goal setting for agents BY PAT HIBAN Key Takeaways ● Get your subconscious on board for successful goal setting. ● Visualize outcomes to achieve goals successfully. ● Always write goals in the present tense. Want to learn the magic pathway to easily — almost effortlessly — achieving successful outcomes in life and business? Start with successful goal setting strategies, a key ingredient in the secret sauce of success for real estate agents. Setting goals might seem like an overdone topic, but the simple fact is that most real estate agents do not understand the keys to successful goal setting. Lucky for our podcast listeners, two of Pat Hiban’s latest guests, Bill Watkins and Robert Mallon, are experts with over 60 years combined experience empowering others to achieve their goals. In their interview with Hiban, these two experts shared a wealth of information on successful goal setting for real estate agents. Let’s take a look at how you can get started setting goals successfully in three simple steps. Most real estate agents do not understand the keys to successful goal setting. Visualize outcomes to achieve your goals successfully To see success with your goals, you must visualize a successful outcome both initially when creating your goals and throughout the time you are striving to reach your goals. Here’s why visualization is key to successful goal setting. Goals involve change, and people do not like change. Anytime anything new comes into your life, your subconscious mind fights against you. And because the subconscious mind is more powerful than your conscious mind, many of us fail to achieve our goals. To overcome this resistance, you must move your goal and the outcome of your goal into your subconscious mind. One way to do this is to visualize your goal regularly by writing that goal on 3-by-5 index cards and putting them where you will see them at all times (computer, mirror, steering wheel, refrigerator, desk at work, etc.). Goals involve change, and people do not like change.
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Successful goal setting the SMARTY way
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If you’ve ever read anything about goals and goal-setting, then you certainly came across the term SMART goals. To increase your chances of achieving success, take that goal-setting formula one step further with SMARTY goals. Here’s how a SMARTY goals work: Specific: Be as specific as you can possibly be when creating goals. Measurable: Always put a number or percentage in your goals. Actionable: Create goals that are under your control. Realistic: Ensure your goals are attainable and doable. Time-specific: Put a date on it. Y: Why are you doing this? The “Y” is vital to your success. Why do you want to reach this goal? Visualize both the pain of not reaching your goal and the celebration of how it will feel to successfully reach your goal. Affirmations for successful goal setting Always write your goal as an affirmation statement (I have, or I am). Always write your goal in the present (or present perfect) tense — not future tense. And always create a celebration strategy for when you achieve your goal. Here’s an example for you: If you have a real estate sales goal, do not write by March 31 “I will make...” Instead write down “I am making” or “I have made” as this puts your subconscious in a time machine to visualize how it will feel at that moment and visualize the celebration you will have for reaching that goal. Always create a celebration strategy for when you achieve your goal. Use these tips to set and achieve your real estate goals now. To learn more successful goal setting tips for real estate agents, listen to the entire podcast. Pat Hiban is the author of NYT best selling book “6 steps to 7 figures – A Real Estate Professional’s Guide to Building Wealth and Creating Your Destiny”, the founder of Rebus University and the host of Pat Hiban Interviews Real Estate Rockstars an Agent to Agent Real Estate Radio Podcast with Hiban Digital in Baltimore, Maryland. Follow him on Instagram or Twitter.
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Get SMART in 2022: Goal Setting Tips for Real Estate Professionals from American Home Shield website As you gear up for the New Year, now is a good time to start preparing your 2022 goals. Here are some good tips for getting the most out of your next year.
1. Start with Success Often we leave success to the end of the goal-setting process. We assume that it’s baked in: when we achieve our goals, we achieve success. Before you can even think about your goals, you need to really think about your own personal definition of success. Keep in mind that we all have different values; we’re all at different places in our careers and our lives. This means we all have different definitions of success. When you have a good understanding of your own values, you’ll be able to set achievable goals toward your own definition of success, and you’ll be able to clear the path to your own happiness.
2. It’s Personal Your professional success is not your sole source of happiness. When writing down your goals, give yourself the freedom to unload. Go ahead and write what you want until you can’t think of anything else you want. You’ll have time to edit, to make them more specific, to discover a path forward. For now, allow yourself to explore your truth: what is your happiness?
3. Put Pen to Paper When you’re planning out your goals, write them down. It’ll make them easier to organize—and easier to visualize. Then go about the editing process, making each goal more and more specific and creating a hierarchy. Make it a habit to review your goals—and progress—regularly. Put a time on the calendar and schedule an appointment with yourself. Reviewing your goals will help keep you on track and allow you the flexibility of updating or amending your goals as situations change.
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4. Get Real Goals are meant to motivate, but if they’re unrealistic, they can discourage you. Clearly define your goals in terms of what you want and when you want it. Be specific, as this will help with visualization. When accounting for when you want to achieve your goals, add “or sooner” to the end and realize that you have the power to achieve your goals on your time without holding yourself back because of specifics.
5. Find Flexibility You only fail if you give up or stop trying, so remember that your goals can change as your life dictates. More importantly, be flexible and creative with how you will try to achieve your goals. If the goalposts don’t move, you can still change your path. Be flexible and you’ll see progress.
6. Secure Your Support Finally, make sure you don’t try to go it alone. Even from the very beginning of setting your goals, include the people in your life who matter: your family, friends, manager and mentors. They can help you clarify your goals, identify opportunities and keep you on track.
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2022: Reframe Your Mind Believe in Yourself & Believe in GOALS! The Concept of Goal Setting 1. 2. 3. 4. 5.
Be Precise…know what your targets are! Be specific…it is much more difficult to hit a moving target so make it as specific as possible! Be fearless…as it says in the title “Believe” & you can do it, so set lofty goals! Be Confident…know that you can do it! Be consistent…Make sure your goals do not work against each other!
Your Goals (note personal is first by design) 1) Personal a) Family
b) Relationships
c) Health/Fitness
d) Leisure
e) Spiritual
f) Community Involvement
g) Education
h) Long Term Personal Goals 3-5 years
15 years
10 years
20 years
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2) Career a) Income
b) Unit sales
c) Listings
d) Database
e) Education
f) Internet/social media
g) Farming
h) Video
i) Transformative business building Ideas
j) Long Term Career Goals
3-5 years
15 years
10 years
20 years
Reframe Your Mind by Reading & Listening! Here are some great books & Podcasts to read (or listen to) to get started: BOOKS Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Retention. By John Ruhlin The Power Of Moments: Why Certain Experiences Have Extraordinary Impact. By Chip Heath & Dan Heath Hook Point: How to Stand Out in a 3-Second World. By Brendan Kane YouTube Playbook: By Brandon’s Business Guides Never Split The Difference: Negotiating as if your life depended on it! By Chris Voss, May 17, 2016 Crushing It: How great entrepreneurs build their business and their influence. By Gary Vaynerchuk, April 3, 2018 Podcast Launch: How to create and launch your podcast. By John Lee Dumas, June 25, 2013 Vlog Like A Boss: How to kill it online with video blogging. By Amy Schmittauer, July 17, 2017 The Subtle Art of Not Giving A F*CK: A counterintuitive approach to living a good life. By Mark Manson, Sept. 13,2016 Hug Your Customers: The Proven Way to Personalize Sales and Achieve Astounding Results Jun 11, 2003 by Jack Mitchell The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) Dec 7, 2012 by Hal Elrod and Robert Kiyosaki Free Marketing: 101 Low and No-Cost Ways to Grow Your Business, Online and Off Sep 27, 2011 by Jim Cockrum The Compound Effect – October 2, 2012 No gimmicks. No Hyperbole. No Magic Bullet. The Compound Effect is based on the principle that decisions shape your destiny. Little, everyday decisions will either take you to the life you desire or to disaster by default. By Darren Hardy The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies – May 27, 2008 by Chet Holmes 14
PODCASTS The Walkthrough Coach Tom Ferry With Tom Ferry Real Estate Rockstars With Pat Hiban The Gary Vee Audio Experience With Gary Vaynerchuk Impact Theory With Tom Bilyeu Selling The Dream With Tom Tezak GSD (Get Shit Done) Mode with Joshua Smith Real Estate Coaching Radio With Tim & Julie Harris
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