Once you settle on what motivates
you, now it’s time to put a price tag
and time frame on it. So the trip to
Rome and Greece first class for 10
days will run about $23,000. Ok,
then. That’s the amount of money
you have to earn. When are you
going, three months, six months
or perhaps a year from now?
Whatever the answer is write it
down and commit to it.
Plan Your Work; Work Your
Plan
Getting to the stage of knowing
what you want and how much it
will take is often as far as many
real estate agents get in their
motivational quest. You see even
though you are excited, have
defined what you want and how
much money it will take to make
it happen, you haven’t yet broken
that down to a doable plan.
For example, if your average
commission for each property
you sell is $1,800 and your trip to
Europe next year has a price tag
of $23,000, you will have to make
13 sales in the next 12 months
to pay for it, over and above any
other income you need. The next
calculation you have to make is
how many properties you will have
to list in order to make that many
sales, etc.
Break Your Goals Down into
Specific Actions
The key to staying motivated is
breaking down your goals to daily
tasks that will get you what you
want.
A sales manager I know told me
about an agent he knew that
created a scoreboard to keep
him motivated and focused on
his goal. This agent, the manager
said, hated to make cold calls, but
when he figured out the ratio of
how many cold calls it took to get
a quality prospect, he assigned
himself a high-number of cold
calls to make every day. The agent
then made them one after another,
marking each one off on a score
board he created to show himself
how he was moving toward his
goal. When he reached his allotted
number of cold calls, he stopped.
Here’s the thing: The sale manager
said the agent who hated cold calls
became the cold-call champion
of the real-estate office and
always reached his goals. He did
so, because he learned the secret
of doing great things begins with
breaking them down into doable
daily tasks.
To summarize:
• To become a motivated agent,
you must first choose what
motivates you.
• Create a plan to achieve your
goal and break it down to daily
doable tasks.
• Executive the plan.
15