Setting goals is important, but….

I might get some pushback on this, but I do not believe in setting goals the way that we have been taught. 

Don't get me wrong-I do believe that having a goal gives you a destination to reach. It gives you motivation to keep going and it also helps you measure progress.

However, goals can also completely kill motivation if you don't reach them. As you measure your results you notice you are not close to reaching your goals. You start to do the following:

• Work long hours, pushing yourself to reach these goals. When you don't see the needle move you start to convince yourself it's not possible. It's not for lack of effort. You're exhausted, frustrated and demoralized.
• Measure your self worth against achieving or not achieving your goals
• Measure your ability to succeed against achieving or not achieving your goals
• Quit

What is there was another, more effective way to set goals and excitedly reach to achieve them? 

Here is how I set goals:

Set a goal that is a bit stretched, like “ I want to fund 200 mortgages this year” (note I did not say dollar volume. Always measure units not dollar volume) then figure out what that looks like on a monthly basis. Adjust for slower months like January.

Write down and track the activities that you need to do consistently to achieve this goal. Examples would be: 

• Connect with a minimum of 5 new people every day
• Provide a kick butt client experience to every single client that you work with
• Send an email newsletter to your database monthly
• Connect with referral partners and add value to their business. Nurture your business relationships consistently
• Always ask for referrals from happy clients and referral partners

Split your activities into monthly chunks and measure your activities at the end of every month. This allows you to review, reflect and change direction if you find something isn't working. 

Do this with a buddy that is focused on growth and that will hold you accountable and not bring you down. We need people around us that will help motivate us not bring us down into their funk. Pay attention to who you are surrounding yourself with.

Stay off the Facebook groups if seeing others brag about their volume makes you feel like crap. Comparison-itis can destroy motivation.

Celebrate at 85%. When you have hit 85% of your goal throw a freaking celebration. Then set a new goal. 

There is power in strategic connections. I spoke to a new broker the other day who was struggling to get business. She had been a broker for a while and just couldn't seem to get leads. I spent a bit of time coaching her and a couple of days later I got this email: “I have to tell you...since our chat, I had connected with a referral partner who is teeing up a referral, I have a renewal to begin working on and a realtor who is in my crm database, reached out this evening to inquire about rates for his client.”

You have no idea how excited I was to get this email! She felt alone and isolated and her energy reflected that. She got excited after our call and unknowingly shifted her energy to make things happen. 

Don't ever discount the power of a community of growth orientated entrepreneurs! Find your people!