Like many people in all areas of business, some of the most successful real estate professionals will tell you that they’ve achieved their biggest accomplishments when they begin each day with an end goal in mind. These individuals understand that you may not be able to accomplish a particular goal in one day, but your focus and strategies should be in line with what it will take to ultimately accomplish that goal over time.
The first step is being able to clearly articulate what the end goal is and how the solution you are providing will do one of two things: Address the pain that your client is experiencing or enable them to achieve a vision. If you are having a hard time defining a path to achieving your end goal, it’s time to go back to the drawing board.
An important next step with keeping your end goal in mind is to define your ideal client. Consider their demographics, psychographics, places and resources in which they obtain information and more. This allows you to focus efforts and manage your time toward your ideal clients and be productive in the most effective ways.
Once you have clarity and understand your ideal client, start putting together your target prospect list. List all of the information you have available for these prospects. With 75 percent of a real estate agent’s business coming from word-of-mouth and referrals, be sure to lean on your personal network to help you obtain additional information about those represented on the list. Then, get into the mindset moving forward that your focus and strategy will be aligned with targeting this ideal list.
Here are a few other important considerations when defining your ideal clients and keeping your end goal in mind:
- Set concise and realistic goals. The key to being successful in this area is to make sure your goals align with your overall objectives. Have you reflected on what you want and why you want it? Another consideration is to not become trapped by the “urgent.” We become so focused on imminent tasks and deadlines that we lose sight of the big picture.
- Ask why – of yourself and others. Many people set goals, and they don’t know the true reason behind them. Asking “why?” can help you make better decisions about where you should focus your time and efforts. “Why is this important to me?” “Why does this person need my help with that?” Sometimes people’s answers will surprise you… and motivate you to approach a task or project differently.
- Don’t wait for something to happen. Do you fear change and the risks involved when making a drastic move? You aren’t alone. But remember, no timing is perfect. The stars are never going to align, conditions will never be perfect and it’s unlikely that funding will always be 100 percent in place.
- Manage momentum. Securing help and support from others can help you be sure that initiatives don’t fall through the cracks.
- Build an army around you. This goes hand in hand with managing momentum because by building an army around you that includes supportive and knowledgeable individuals, you are ensuring that you will be held accountable. It’s also likely that your “army” will possess very different interests and skills that may help you free up time to spend doing what you do best and most enjoy.
- Think about game changers. Don’t be afraid to make bold moves and always be thinking about what you can do to shake things up.
What steps have you taken to achieve success by keeping your end goal in mind? Are there any tools or tips you can recommend to fellow real estate or business professionals?
“The physical creation follows the mental, just as a building follows a blueprint. If you don’t make a conscious effort to visualize who you are and what you want in life, then you empower other people and circumstances to shape you and your life by default.”
– Stephen Covey, Author of 7 Habits of Highly Effective People