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Goal Setting to Stay in a High Performance State

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Jim Remley
Jim Remley

To create a real estate business that delivers consistent, predictable results requires a plan. Superstars are strategy driven not market driven. Explore this PowerPoint Presentation by Jim Remley and then hop on to erealestatecoach.com to take a deeper dive!

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Goal Setting to Stay in a High Performance State
2 Why are you in the Real Estate Business?
Top Performers are Agile
Cut the Dead Wood
Ideal Client Model •Demographics – their age, family status, kids, income, etc. •Psychographics – their personality type, preferences, etc. •Behavior – their similar likes and dislikes, sports, hobbies, etc.
Ready & Willing The way I work is very low key – I never want to pressure anyone… so before we starting looking at homes can I ask you a question? If we find you the right house….one that really fits your needs is there anything holding you back from moving forward? Are you really ready to start looking at houses?
Able Conversation One item that is essential to starting to look for homes – unless you are paying cash- is to secure a preapproval letter from a local lender. Sellers are very savvy today and they won’t consider an offer from a buyer that hasn’t been qualified by a local lender.
Sellers (That Don’t Really Want to Sell) • I am actually concerned – the average market time for a home in this market that actually sells is (X)… we are now at (X). We just aren’t generating the number of showings we need to generate an offer. So I think it’s time to consider re-positioning the home in the market. But how you are feeling? Do you still want to <name reason for selling> or are you feeling like you want to stay in the home?
On the Shelf Hey it sounds like the timing isn’t quite right for you . Let’s do this… when you feel good about moving forward. Let me know and I will jump back in and help you find your dream home. I will check back in a month or so it just see how you are doing..
Kick to the Curb • So based on what you are telling me I really don’t think I can help you hit your real estate goals – I wish you the best but I think you would be better served by another agent. When a relationship is dead bury it
The Five •Relationship choices are the single most important decisions you will ever make
The Midas Touch You can’t perform at a level inconsistent with your own self image Joyce Brothers
That kid is going to be a real loser!
Focus on What is Working I’m exchanging cards with some local businesses today, I wondered who I should talk to if I had a client that could use your services.. Tell me about… Listen I will really make an effort to send you some business and if you hear of anyone that could use a REALTOR I would love your referral… •Last 3 Transactions?
Face Your Fears •Use Incantations to change your mindset • Must be in the First Person as in “I” • Must be said as if your already achieving the goal “I am” • Must be repeated many times with enthusiasm •Lock it in with NLP
Incantations I am a master at lead generation, I prospect for one uninterrupted hour every single day and set at least one appointment a day. I walk in abundance knowing that there are thousands of clients in my market I can help. I am a master at conducting listing presentations, I am confident with sellers, I answer objections smoothly, and I price properties competitively. I provide unique value to sellers that they can’t find anywhere else in the market.
Tap Your Quantum Computer • I want X in the bank • I want X of active listings • I want to accomplish this (personal goal)
The Six Second Miracle
Set FORCE Goals Every Action Has an Equal and Opposite Reaction – Isaac Newton
The Divergence Point • Daily Actions Define You
The Progress Principal • Create Measureable Milestones - Visual Cues. • Break every goal down to daily actions.
Newton's Other Two Rules • An object at Rest stays at Rest
FORCE Goals - Finding Your Numbers Do You Know Where Your Next Client is Coming From? # of Closed Sales # Listing Driven Sales # Buyer Driven Sales
Your Most Valuable Asset Q2 will determine if you hit your Goals Sold Properties x 10 = Size of Database Contact 9-12 Times a Year (Mix of Styles) Measurable Milestone: Conversations Sold Property Goal X 30 = # of Conversations
FORCE Goals - Operate as a Business • Why do 50% of Small Business Fail – yet only 5% franchises fail?
Book of Knowledge – The “CORE” Challenge • C – Codify One Area of Your Business this Week • O – One Page the Process • R – Review the Code as you Start Tasks • E – Examine the Process and Improve
Create a One Page Job Description • Imagine “Paying” someone double your annual Salary – What would you expect?
FORCE Goals – Report to Accountability Partners The Hawthorne Effect
Announce Your Goals Strategy As part of my business planning for the New Year I have set a new goal to sell <X> number of homes. As you know almost all of my business comes from personal referrals, so I’m counting on my friends to keep their eyes and ears to the ground. If you hear of anyone making a real estate change please send them my way!
Create a Board of Directors Hey I am looking for someone to give me some informal advice on my business strategy from time to time. You have been incredibly successful and I really admire what you have accomplished - would you be open to giving me some suggestions a couple times a year. I promise to come prepared and not waste your time.
Peer to Peer Accountability Partners- 90 Day Cycles • Daily Report Email/Text • Random Encouragement • Success Posts – Public Praise • Rewards vs Penalties
FORCE Goals – Change Inspires Growth • The Million Dollar Test – Heuristics & the Halo Effect
Another Level to the Million Dollar Test • Work “On” Your business not Just “In” Your Business
FORCE Goals – Energize the Plan with Massive Action •Specific # of Actions Daily, Weekly, Monthly Daily # Calls to sphere of influence # Personal texts & emails # Hand Written Notes # Added to sphere daily Weekly # Networking Meetings # Social Media Posts # Events, Parties, & Groups # Outbound Referrals Monthly # Emails to Database # Physical Mail to Database
Goal Setting to Stay in a High Performance State

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Goal Setting to Stay in a High Performance State

  • 1. Goal Setting to Stay in a High Performance State
  • 2. 2 Why are you in the Real Estate Business?
  • 5. Ideal Client Model •Demographics – their age, family status, kids, income, etc. •Psychographics – their personality type, preferences, etc. •Behavior – their similar likes and dislikes, sports, hobbies, etc.
  • 6. Ready & Willing The way I work is very low key – I never want to pressure anyone… so before we starting looking at homes can I ask you a question? If we find you the right house….one that really fits your needs is there anything holding you back from moving forward? Are you really ready to start looking at houses?
  • 7. Able Conversation One item that is essential to starting to look for homes – unless you are paying cash- is to secure a preapproval letter from a local lender. Sellers are very savvy today and they won’t consider an offer from a buyer that hasn’t been qualified by a local lender.
  • 8. Sellers (That Don’t Really Want to Sell) • I am actually concerned – the average market time for a home in this market that actually sells is (X)… we are now at (X). We just aren’t generating the number of showings we need to generate an offer. So I think it’s time to consider re-positioning the home in the market. But how you are feeling? Do you still want to <name reason for selling> or are you feeling like you want to stay in the home?
  • 9. On the Shelf Hey it sounds like the timing isn’t quite right for you . Let’s do this… when you feel good about moving forward. Let me know and I will jump back in and help you find your dream home. I will check back in a month or so it just see how you are doing..
  • 10. Kick to the Curb • So based on what you are telling me I really don’t think I can help you hit your real estate goals – I wish you the best but I think you would be better served by another agent. When a relationship is dead bury it
  • 11. The Five •Relationship choices are the single most important decisions you will ever make
  • 12. The Midas Touch You can’t perform at a level inconsistent with your own self image Joyce Brothers
  • 13. That kid is going to be a real loser!
  • 14. Focus on What is Working I’m exchanging cards with some local businesses today, I wondered who I should talk to if I had a client that could use your services.. Tell me about… Listen I will really make an effort to send you some business and if you hear of anyone that could use a REALTOR I would love your referral… •Last 3 Transactions?
  • 15. Face Your Fears •Use Incantations to change your mindset • Must be in the First Person as in “I” • Must be said as if your already achieving the goal “I am” • Must be repeated many times with enthusiasm •Lock it in with NLP
  • 16. Incantations I am a master at lead generation, I prospect for one uninterrupted hour every single day and set at least one appointment a day. I walk in abundance knowing that there are thousands of clients in my market I can help. I am a master at conducting listing presentations, I am confident with sellers, I answer objections smoothly, and I price properties competitively. I provide unique value to sellers that they can’t find anywhere else in the market.
  • 17. Tap Your Quantum Computer • I want X in the bank • I want X of active listings • I want to accomplish this (personal goal)
  • 18. The Six Second Miracle
  • 19. Set FORCE Goals Every Action Has an Equal and Opposite Reaction – Isaac Newton
  • 20. The Divergence Point • Daily Actions Define You
  • 21. The Progress Principal • Create Measureable Milestones - Visual Cues. • Break every goal down to daily actions.
  • 22. Newton's Other Two Rules • An object at Rest stays at Rest
  • 23. FORCE Goals - Finding Your Numbers Do You Know Where Your Next Client is Coming From? # of Closed Sales # Listing Driven Sales # Buyer Driven Sales
  • 24. Your Most Valuable Asset Q2 will determine if you hit your Goals Sold Properties x 10 = Size of Database Contact 9-12 Times a Year (Mix of Styles) Measurable Milestone: Conversations Sold Property Goal X 30 = # of Conversations
  • 25. FORCE Goals - Operate as a Business • Why do 50% of Small Business Fail – yet only 5% franchises fail?
  • 26. Book of Knowledge – The “CORE” Challenge • C – Codify One Area of Your Business this Week • O – One Page the Process • R – Review the Code as you Start Tasks • E – Examine the Process and Improve
  • 27. Create a One Page Job Description • Imagine “Paying” someone double your annual Salary – What would you expect?
  • 28. FORCE Goals – Report to Accountability Partners The Hawthorne Effect
  • 29. Announce Your Goals Strategy As part of my business planning for the New Year I have set a new goal to sell <X> number of homes. As you know almost all of my business comes from personal referrals, so I’m counting on my friends to keep their eyes and ears to the ground. If you hear of anyone making a real estate change please send them my way!
  • 30. Create a Board of Directors Hey I am looking for someone to give me some informal advice on my business strategy from time to time. You have been incredibly successful and I really admire what you have accomplished - would you be open to giving me some suggestions a couple times a year. I promise to come prepared and not waste your time.
  • 31. Peer to Peer Accountability Partners- 90 Day Cycles • Daily Report Email/Text • Random Encouragement • Success Posts – Public Praise • Rewards vs Penalties
  • 32. FORCE Goals – Change Inspires Growth • The Million Dollar Test – Heuristics & the Halo Effect
  • 33. Another Level to the Million Dollar Test • Work “On” Your business not Just “In” Your Business
  • 34. FORCE Goals – Energize the Plan with Massive Action •Specific # of Actions Daily, Weekly, Monthly Daily # Calls to sphere of influence # Personal texts & emails # Hand Written Notes # Added to sphere daily Weekly # Networking Meetings # Social Media Posts # Events, Parties, & Groups # Outbound Referrals Monthly # Emails to Database # Physical Mail to Database