Key Highlights
- To produce top results, agents need to make SMART goals
- Here are some definitions of and questions to ask about SMART goals
Anyone who has ever made a New Year’s resolution knows the drill. You might say, “My New Year’s resolution is to lose 15 pounds this year.” Great! You want to lose 15 pounds to get into better shape and to look and feel better. But then what happens? Nothing…because saying you want to lose 15 pounds doesn’t really mean anything, right?
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Instead, you could turn that New Year’s resolution into a SMART goal by saying, “My New Year’s resolution is to lose 15 pounds over the next 90 days by working out on the Peloton I got for Christmas for one hour on Mondays, Wednesdays, and Fridays and hiking Black Canyon every Tuesday and Thursday for an hour.”
What do you think would happen if you made that kind of New Year’s resolution or SMART goal? Chances are you’d be 15 pounds lighter, in better shape, and looking and feeling better.
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SMART goals lead to fulfilled goals.
SMART goals are…
- S = Specific
- M = Measurable
- A = Attainable
- R = Realistic
- T = Timely
S for Specific means the goal is clearly defined and definite.
M for Measurable means the goal is quantifiable and can be gauged
A for Attainable means the goal is doable and possible.
R for Realistic means the goal is accurate and sensible.
T for Timely means the goal is both opportune and has a specific timeframe
T can also mean Tangible. A Tangible goal is solid, concrete and perceptively real via one of your senses.
Real estate agents have many, many goals…all, or mostly all, under the umbrella of, “I want to be successful.” To fulfill that one big under-the-umbrella goal, break it down into a series of smaller goals or SMART goals such as, “My goal is to improve my lead generation efforts by calling (by phone, not emailing) a minimum of five new prospects and following-up by phone with a minimum of five already established prospects every day from10 – 11AM.” Or, “My goal is to make a specific, face-to-face appointment (via Zoom/Google Meetor otherwise) with every mortgage lender who serves my specific market once a month to learn what/how/when that lender has opportunities I need to know about (foreclosures, RSUs, etc.) and/or to introduce/remind that lender of my services, specialties, targeted demographics, etc.”
Chances are that an agent’s goal of wanting to be successful is more likely to happen if/when that agent breaks down her/his big goal into smaller SMART goals.
Thanks to the Harris Real Estate Treasure Map.
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