As we approach the end of 2021, it's definitely time to start thinking about what's coming around the corner. It’s time to start planning for 2022.
For those of you who know me, although flexible, I am also regimented and thrive on routine. I love systems and when I have these in place, it allows me to be productive without sacrificing my quality of life. This is why although the calendar might say September, It's time to get tactical and take a step back and look to see where you have been and in your business and where you want to be.
The actions you take now likely won’t create an impact 90, 120 or 180 days. Which means, NOW is the perfect time to start creating your 2022 business plan and goals.
Let’s review and reflect together, which I strongly suggest this be done quarterly throughout the year with the annual review being the biggest impact. Once you make this a habit, it doesn't take that long to do.
Lets go:
Step 1: Review
Look back at your year so far and breakdown your transactions, all the properties you sold/mortgaged or staged and list out specifically, where did they come from. This is such an important measurement because it will tell you if they are working and if your marketing is making a difference. Once you are finished, you will notice a pattern and see the areas of your marketing that are working best. These are called ‘pillars of business’.
A pillar is commonly defined as “a person or thing regarded as reliably providing essential support for something.” While developing additional revenue streams outside of your real estate career is important to building wealth, building pillars of income within your business is equally as important.
Whether you are a new agent or have years of experience, constantly developing pillars of income to support your business is essential to your growth. Relying on a single pillar or two can be detrimental. A shift in the market, regulations or a softening in that particular pillar could be tragic to your business. Developing multiple pillars of income will ensure that your business is thriving, and when things change, you can rely more on those pillars that can perform at that moment. I suggest three max, to avoid running too thin. The most beautiful thing about having pillars is it allows you to avoid that ‘shiny object syndrome’ and focus on what is important.
There are infinite opportunities when determining what pillars of income to choose, such as:
Sphere of influence
Past clients
Open houses
Online lead generation
Community events
Expired listings
FSBOs
Door-knocking
The next question to ask yourself is where did my business come from, what are my pillars and what is working in my business?
Now that you have this data, what was your goal for 2020? Are you close to it? Did you beat it? Are you not close?
Now if you have been in business more a few years, compare your business from this year to last year. Was it up or down and what did you do differently?
The more reflection you can do the better you are going to be, because this means you are IN CHARGE of your business! You have to treat your business like a 'business', if you want to be successful over the long term. Which required persistency, consistency and focus.
Step 2: Goals
One thing I have learned about most people is if they make a goal that is too high and they don’t ‘think’ they will achieve it, guess what? Besides not achieving it, they will not make strides towards it and will feel disempowered.
The best way to achieve your goals is to make a goal that ‘feels’ good to you and only you. One suggestion is to set your goal to a minimal target that is an amount of money, in order to pay for your business and because you will be reviewing quarterly, you can always have the flexibility to set your goals to a higher number. I also suggest to ask yourself, what motivates you? Why do you do what you do?
This will require more reflection and forward focus. This is casting a vision on what you really want from your life and business. What's out there in 6 months, 1 year, 3 years, 5 years? And if you want ‘that’, what is it that you need to do for that year.
You get what you focus on, so focus on what you want!
One of the greatest contributions of the Art & Science of our coaching style in the Real eState of Mind, is that the way you state the goal does make a difference. Researchers in the mid to late-70's discovered that a goal which is positivity stated is more accomplishable than one that is negatively stated. So.... Say it the way you want it!
You want to make your goals with an aim or end in mind. You want the goal to be simple, meaningful to you, achievable, realistic and toward what you want. This is known as a S.M.A.R.T. Goal.
And always remember to make a FUN GOAL! You will have more fun and enjoyment in your life. Your fun goal can be anything that you want that is FUN!!
Step 3: Implementation
Now its time to plan how you going to achieve this goal! Look at what it's going to take to achieve your goal. What are the steps you are willing to take?
Start by putting a plan into place and schedule out what you get to do, on a daily, weekly and monthly basis.
So my message is simple – as we sit here with a few months left on the 2021 calendar, it’s not time to take your foot off the gas and wind down as the holidays approach. Instead, it’s time to start putting your 2022 plan in place. Which again requires persistency, consistency and focus.
Tanya Gordon, is a Global trained certified NLP Master Coach. Tanya coaches real estate professionals who have a desire and commitment to creating peak performances in their personal and professional lives. Focusing on revealing and clearing redundant hidden patterns, changing perspectives, and creating new habits and behaviours to achieve consistent sales.
Tanya empowers people to clear their obstacles, reprogram their minds and unlock their full potential.
Lasting results are an everyday occurrence. Guaranteed.
Curious how Mindset Coaching can help you achieve your results? Schedule a call on my online calendar. Reach out and let’s talk. Let’s see how together we can work towards helping you achieve the results you want and be your very best.
Looking to discover how to do the things you know you should but don’t? Grab a copy of my free PDF guide The Real eState of Mind
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