As a real estate professional, goal setting is very important as you strive to close more sales, pull in more repeat clients or work to achieve other objectives associated with your career.

But how you set goals and the manner in which you work toward those goals can have a tremendous impact on how successful you are in achieving your objectives and growing your career. In short, ineffective goal setting will leave you destined for failure from the get-go.

The key to maximizing your success is to set “SMART” goals; goals that have the following qualities:

Specific Goals 

Setting specific goals is very important, as you need to work toward a concrete end point. For instance, if you aspire to improve your sales pitches, this could be problematic because this is a rather vague, nebulous goal. It would be difficult to know if and when you’ve achieved that objective. Instead, you should be more specific by defining exactly what improvement means to you; define what constitutes improvement. So you might work to learn and master 2 new sales techniques by the end of the month. This actually dovetails with the next point concerning measurability.

Measurable Goals

Goals must be measurable and quantifiable. If you were striving to be a better real estate agent, this would be a very difficult goal to achieve because it’s challenging to quantify and measure your skills as a Realtor. Instead, it would be more beneficial to evaluate what makes one a “good” or “bad” real estate agent. Let’s say you define a good real estate agent as one who closes 5 or more sales per month. The number of sales is measurable, making it a much “SMART-er” goal to work toward.

Achievable Goals

Is the goal you’re working toward achievable? Let’s say you want to own your own real estate firm. That’s a great goal to keep in mind for the long term, but if you just got your real estate license last week, then it’s not going to be a readily achievable goal at this point in time. It would likely take years for a new real estate agent to get to the point where they are ready to open their own real estate firm. So instead of focusing on a goal that will take a long time to achieve, it’s best to set a series of smaller, more achievable goals that you can work toward as you travel down the path to business ownership (or whatever your ultimate goal may be.)

Realistic Goals

Your goals must be realistic – plain and simple. It’s good to challenge and push yourself with your goal setting, but if you aim too high, you may be setting down a path that leads to failure (and failure can be extremely discouraging.) So be honest with yourself and aim for something that you can realistically achieve so you don’t find yourself on the losing end of the equation before you’ve even started the game.

Time-bound Goals

It’s essential that you define a timeframe for achieving your goal, lest you end up in a situation where you’re perpetually  procrastinating and postponing action. So instead of saying “I’d like to sell more homes,” it’s more effective to say, “I’d like to connect with four new, promising leads by the end of the week.”

Setting SMART, achievable goals is an essential part of your success as a real estate professional. The top real estate professionals are constantly growing, evolving and learning. An effective goal setting strategy will serve as the foundation of your growth.

Goal setting will be an integral part of your growth process when you work with a professional coach or consultant like Judy Szablak, of Szablak Consulting and Best Agents Online, LLC. Judy specializes in helping real estate professionals to bring their sales to the next level.

If you’re a real estate agent who is ready to elevate your sales or if you’re a realty owner or manager who’s seeking a dynamic, expert coach to bring a new element of professionalism to your sales team and your brokerage firm, turn to Szablak Consulting. Call 855.438.5839 or complete the booking form.


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