Are you struggling to close deals in today’s market? Let’s take a practical and tactical approach and explore three simple goal-setting techniques that can help you improve your closing ratios.
Early in my career, I used to wake up without a plan. I would start my day by logging into MLS, getting distracted by notifications, updating my profile, checking emails and social media, and getting lost in a whirlwind of tasks.
I would get excited about a lead but lacked a system to go from the initial call to closing the deal. I felt busy but wasn’t achieving the desired results.
So, I decided to learn from successful people in the industry. I studied them closely to understand what they did differently to achieve success where others failed.
Set Goals Before Investing
A significant breakthrough for me was setting clear goals before investing my time, skills, or money.
I focused on three main pillars: personal, professional, and transactional goals.
Personal Goals
Maintaining a balance in your personal life is crucial as it reflects in your professional life. People can sense if you are not disciplined or trustworthy.
Evaluate areas like faith, fitness, family, friends, and finances on a scale of 1-10. Take small actions to improve any area that falls below a 6.
By prioritizing personal well-being, you can approach your work with enthusiasm and energy.
Professional Goals
Having a plan for your professional identity, transaction volume, and marketing strategies is essential for success. Reverse engineer your goals to understand the steps needed to achieve them.
Consistent prospecting is key to maintaining a successful business. Focus on daily prospecting activities to achieve your transactional goals.
Transactional Goals
Understanding your client’s definition of success in a transaction is crucial. As fiduciaries, their goals should always come first.
Take the time to reverse engineer what success looks like for each client, whether they are buyers, sellers, tenants, or landlords.
Always prioritize the client’s goals above your own to build trust and achieve successful transactions.
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