Written by Shirleen Von Hoffmann, Sales Coach and President of HomeBuilders AdvantEdge Copyright 2011
I find that many times the Builder or owner comes up with a business plan and goals for the New Year and those goals filter throughout Managers and the organization. I also know that many times Sales People don’t have their own plan. Many times Sales People leave their futures to the law of odds and the law of the market. As if they can’t have an impact on the sales walking in the door. One of my Agents told me, ‘I wait and see what goals my Manager sets for me and then I do my best to reach those goals.” I would dare to say this is a typical response to goal setting in the new home sales world. I think this is because the Builder drives the traffic so the Sales People don’t feel empowered to make a plan for tomorrow.
What I say to that is, “Planning today determines your Tomorrow.” That’s why Top Producing Sales People are busy no matter the market…they plan for it. Are you familiar with the phrase, “You are a product of your thoughts, words and actions”? As you think about your ‘current’ state and compare it to your desired state, are you where you want to be? If not, I will make a bet you didn’t plan it out that way. You probably didn’t plan at all. Well one thing I know for sure it that if builders didn’t have plans and blueprints they couldn’t build houses. So how can you build your tomorrow with no plan in place?
Your Blueprint for success…it doesn’t happen by accident.
Let’s talk about a plan, a blueprint for success. How many of you have a plan? How do you get to a location without a map? What is a map? In essence it is the written word. How do achieve a dream without a vision? You have a plan, an agenda, a way to a means, a way to achieve your dream. “EDGE Agents” are top producers and top producers have goals and a plan to achieve those goals.
What are some of the things you need in your Blueprint for success? In a blueprint of a home, you have at least three major components, a floor plan, an elevation and square footage. We are giving you seven goal setting steps as major components in your blueprint for success.
Take some time to write down what your goals are as well as the income you would like to make for the year. What is the difference between a dream and a goal? The written word. Write out a blueprint of the things you will need to do to achieve those goals.
Goal setting is more than simply scribbling down some ideas on a piece of paper. Our goals need to be complete and focused, much like a blueprint. If you follow the 10 goal setting steps, you will be well on your way to building the blueprint to achieve success.
2. A goal cannot contradict any of your other goals.
For example, you can’t buy a $750,000 house if your income goal is only $50,000 per year. This is called non-integrated thinking and will sabotage all of the hard work you put into your goals. Non-integrated thinking can also hamper your everyday thoughts as well. We should continually strive to eliminate contradictory ideas from our thinking.
3. Develop goals in the 6 areas of life:
Family and Home Financial and Career
Spiritual and Ethical Physical and Health
Social and Cultural Mental and Educational
Setting goals in each area of life will ensure a more balanced life as you begin to examine and change the fundamentals of everyday living. Setting goals in each area of life also helps in eliminating the non-integrated thinking we talked about in the 2nd step.
4. Write your goal in the positive instead of the negative.
Part of the reason why we write down and examine our goals is to create a set of instructions for our subconscious mind to carry out. Your subconscious mind is a very efficient tool, it cannot determine right from wrong and it does not judge. It’s only function is to carry out its instructions. The more positive instructions you give it, the more positive results you will get.
Thinking positively in everyday life will also help in your growth as a human being. Don’t limit it to goal setting.
5. Write your goal out in complete detail.
Instead of writing “A new home,” write “A 4,000 square foot contemporary with 4 bedrooms and 3 baths and a view of the mountain on 20 acres of land. Once again we are giving the subconscious mind a detailed set of instructions to work on. The more information you give it, the more clear the final outcome becomes. The more precise the outcome, the more efficient the subconscious mind can become. Can you close your eyes and visualize the home I described above? Walk around the house. Stand on the porch off the master bedroom and see the fog lifting off the mountain. Look down at the garden full of tomatoes, green beans and cucumbers. And off to the right is the other garden full of a mums, carnations and roses. Can you see it? So can your subconscious mind.
6. By all means, make sure your goal is high enough.
Shoot for the moon; if you miss you’ll still be in the stars. Do make your goals achievable.
7. This is the most important, write down your goals.
Writing down your goals creates the blueprint to your success. Although just the act of writing them down can set the process in motion, it is also extremely important to review your goals frequently. Remember, the more focused you are on your goals the more likely you are to accomplish them.
8. Visualize your Goals
Take some time to relax and focus on “seeing” your goals come to fruition in your mind’s eye. Without the initial vision of what you are trying to achieve, action steps are inconsequential. All the action steps in the world will not make a goal happen than you cannot vision first. Visualizing what you want to obtain, desire or achieve is the most powerful thing you can do to achieve your goals. Make sure you see it, smell it, taste it, touch it, feel it and you will create it.
9. Prepare the actions steps to achieve those goals
After you have written down your goals figure out what steps you need to do in your life to make those goals a reality. Write them down in detail. For instance if you say you want to get a promotion at work to General Manager by March, then you will need to write the action steps it will take to align that goal with your reality.
10. Calendar those action steps.
Get out a calendar and insert those action steps weekly so that you make time in your life for them. Treat your action step appointments as though they were a very important appointment; because they are. Don’t cancel them unless you can reschedule them in the same week. Remember these appointments are honoring your word; the promise you have made to yourself to achieve your goals.
What you are working on today determines your tomorrow. What you do over the next 30 to 60 days will determine your sales success in the New Year. So get busy and create your world, you have the power!