Tom Ferry’s best advice to conquer the new year – even in a changing market
Volatility in the market doesn’t mean you need to lower your expectations. I’m a firm believer that 2019 will be full of opportunity and can be your absolute #BestYearEver.
If you agree, I’ve got six steps that should form the foundation of your success over the next 13 months.
Set a meaningful goal
Success starts with having something to aspire to.
Without a goal in mind, you have little motivation to go perform.
So the first step toward making 2019 your best year ever is setting a big, meaningful goal…
- For your number of transactions
- For your annual sales volume (transactions goal X your average sales price)
- For your year-end GCI
If you don’t know where to start, I’m going to suggest you download our
Business Plan bundle, which will help you answer these important questions and set yourself up for success in 2019.
Once you’ve set your goals, get them up and visual. Don’t hide them away in a drawer. Make it known what you’re aiming for to hold yourself accountable.
Know your “why?”
It’s important to put some context around the meaningful goal you set in step one. What would the achievement of your goal mean for you? And on the flip side, what are the consequences if you fall short? Who will suffer?
Who else does your goal impact?
When you answer these questions, your goal becomes more than just a series of numbers. It becomes a story filled with emotion and feeling.
Track and measure
The unpredictability of entrepreneurship can lead to unwanted drama in your business… and your life.
So how do you eliminate all that uncertainty, lack of predictability and drama all at once? It’s simple, actually.…
Start tracking and measuring all your numbers. When you know your numbers, you can predict how close you are to landing that next listing or connecting with a new buyer client. Don’t know how? Create your free account in
The HUBto access Activity Tracking, Task Management tools and much more!
Know your daily number
Business is math. It’s critical to know how many conversations you need to have to achieve your goals. I want to help you figure it out.
If you’re a newer agent, it takes approximately 80 conversations to result in one sale. If you’re a veteran agent, that ratio should be closer to 40:1. These conversations can be anyone from your database, leads coming in or new people you meet. Download
these scripts to help you convert more listings.
So here’s the formula: multiply however many conversations you need by how many deals you established as your goal in step one above. Then, divide that number by 10 months. (Yes, 10, not 12.) That will determine how many conversations you need on a monthly basis.
Start today
If a homeowner walked into your office in the next five minutes and asked you to list her house, when will it impact your bottom line? January, if things go really well? More likely February, March or even April?
So you get the point. You can’t wait until January 1 to start creating 2019’s results.
The time to start is right now!
Celebrate your wins
You work hard. You hustle. You deal with all the stress. And then oftentimes, you move right on to do it all over again.
Here’s the problem with that scenario: if you don’t acknowledge your hard work and the fruits of your labor, work becomes a grind. You get bitter and burned out.
That’s why it’s so important to recognize when you’ve done the work and achieved the desired results… and celebrate it!
Make these six steps part of your routine and 2019 is bound to be your #BestYearEver!
Source: inman.com
