You deserve to succeed! Goal setting to stay in a high performance state was written by Jim Remley @ Erealestatecoach.com.

1. Goal Setting to Stay in a High
Performance State

2. 2
Why are you in the Real
Estate Business?

3. Top Performers are Agile

4. Cut the Dead Wood

5. Ideal Client Model
•Demographics – their
age, family status, kids,
income, etc.
•Psychographics – their
personality type,
preferences, etc.
•Behavior – their similar
likes and dislikes, sports,
hobbies, etc.

6. Ready & Willing
The way I work is very low
key – I never want to
pressure anyone… so
before we starting looking
at homes can I ask you a
question? If we find you
the right house….one that
really fits your needs is
there anything holding
you back from moving
forward? Are you really
ready to start looking at
houses?

7. Able Conversation
One item that is essential to
starting to look for homes –
unless you are paying cash-
is to secure a preapproval
letter from a local lender.
Sellers are very savvy today
and they won’t consider an
offer from a buyer that
hasn’t been qualified by a
local lender.

8. Sellers (That Don’t Really Want to Sell)
• I am actually concerned – the average
market time for a home in this market
that actually sells is (X)… we are now at
(X). We just aren’t generating the
number of showings we need to
generate an offer. So I think it’s time to
consider re-positioning the home in the
market. But how you are feeling? Do
you still want to <name reason for
selling> or are you feeling like you want
to stay in the home?

9. On the Shelf
Hey it sounds like the timing
isn’t quite right for you .
Let’s do this… when you feel
good about moving
forward. Let me know and I
will jump back in and help
you find your dream home.
I will check back in a month
or so it just see how you are
doing..

10. Kick to the Curb
• So based on what you are telling me
I really don’t think I can help you hit
your real estate goals – I wish you
the best but I think you would be
better served by another agent.
When a relationship is dead bury it

11. The Five
•Relationship choices
are the single most
important decisions
you will ever make

12. The Midas Touch
You can’t perform at a
level inconsistent with
your own self image
Joyce Brothers

13. That kid is going to be
a real loser!

14. Focus on What is Working
I’m exchanging cards with some local
businesses today, I wondered who I
should talk to if I had a client that could
use your services.. Tell me about…
Listen I will really make an effort to send
you some business and if you hear of
anyone that could use a REALTOR I
would love your referral…
•Last 3 Transactions?

15. Face Your Fears
•Use Incantations to change your mindset
• Must be in the First Person as in “I”
• Must be said as if your already achieving the goal “I am”
• Must be repeated many times with enthusiasm
•Lock it in with NLP

16. Incantations
I am a master at lead generation, I prospect for one
uninterrupted hour every single day and set at least one
appointment a day. I walk in abundance knowing that there are
thousands of clients in my market I can help.
I am a master at conducting listing presentations, I am confident
with sellers, I answer objections smoothly, and I price properties
competitively. I provide unique value to sellers that they can’t
find anywhere else in the market.

17. Tap Your Quantum Computer
• I want X in the bank
• I want X of active listings
• I want to accomplish this (personal goal)

18. The Six Second Miracle

19. Set FORCE Goals
Every Action Has an Equal and Opposite Reaction
– Isaac Newton

20. The Divergence Point
• Daily Actions Define You

21. The Progress Principal
• Create Measureable
Milestones - Visual Cues.
• Break every goal down to daily
actions.

22. Newton's Other Two Rules
• An object at Rest stays at Rest

23. FORCE Goals - Finding Your Numbers
Do You Know Where Your Next Client is Coming From?
# of Closed Sales
# Listing Driven Sales
# Buyer Driven Sales

24. Your Most Valuable Asset
Q2 will determine if you hit your Goals
Sold Properties x 10 = Size of Database
Contact 9-12 Times a Year (Mix of Styles)
Measurable Milestone: Conversations
Sold Property Goal X 30 = # of Conversations

25. FORCE Goals - Operate as a Business
• Why do 50% of Small Business Fail – yet only 5% franchises fail?

26. Book of Knowledge – The “CORE” Challenge
• C – Codify One Area of Your Business this Week
• O – One Page the Process
• R – Review the Code as you Start Tasks
• E – Examine the Process and Improve

27. Create a One Page Job Description
• Imagine “Paying” someone double your
annual Salary – What would you expect?

28. FORCE Goals – Report to Accountability Partners
The Hawthorne Effect

29. Announce Your Goals Strategy
As part of my business planning for the New Year I have set a new goal to sell <X>
number of homes. As you know almost all of my business comes from personal
referrals, so I’m counting on my friends to keep their eyes and ears to the ground. If
you hear of anyone making a real estate change please send them my way!

30. Create a Board of Directors
Hey I am looking for someone to give me some informal
advice on my business strategy from time to time. You
have been incredibly successful and I really admire what
you have accomplished - would you be open to giving me
some suggestions a couple times a year. I promise to come
prepared and not waste your time.

31. Peer to Peer
Accountability Partners- 90 Day Cycles
• Daily Report Email/Text
• Random Encouragement
• Success Posts – Public Praise
• Rewards vs Penalties

32. FORCE Goals – Change Inspires Growth
• The Million Dollar Test – Heuristics & the Halo Effect

33. Another Level to the
Million Dollar Test
• Work “On” Your business
not Just “In” Your Business

34. FORCE Goals – Energize the Plan with Massive Action
•Specific # of Actions Daily, Weekly, Monthly
Daily
# Calls to sphere of influence
# Personal texts & emails
# Hand Written Notes
# Added to sphere daily
Weekly
# Networking Meetings
# Social Media Posts
# Events, Parties, & Groups
# Outbound Referrals
Monthly
# Emails to Database
# Physical Mail to Database