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Monthly Archives: November 2013

Write Down your Goals and See the Results Come Alive

I have always yearned to reach success personally and professionally, but did not know how to get there.  I thought that perhaps getting a MBA was the answer to my professional success, but had a void to fill personally.  Alas getting a MBA was not in the cards so I had to resort to old fashion hard work, and started asking successful people that I met how they succeeded.  The common theme they all shared was having goals and writing them down.  They all said they started either with personal goals or professional goals.  The key is to write down 5 to 10 measurable goals to accomplish in a 12 month period and place them in a place that you will see them often.

A lot of people that I meet say that they have goals, but when I ask if they have written them down?  The answer is commonly no!  They tell me that it is in their minds so why is it important to write them down?  I just finished reading Jack Canfield’s “Success Principles” and he makes a great connection between written goals and a GPS.  Why is a Global Positioning System (GPS) such an effective tool?  The answer is that when you enter an address no matter what detours you encounter the GPS will reroute you to your destination.  Well consider your mind the GPS and when you have a written goal your mind will handle the detours that life throws at you from failed relationships to deaths to deals going south.  The constant reminder of the big picture will focus your brain and allow you to go off track, but come back to a point that has meaning to you.

It does work.  I started off as a Realtor that wanted to sell million dollar homes, but worked in a market where the average sales price was $250,000 dollars.  It seemed like it would be impossible to ever be able to get to a point where I could sell million dollar homes.  Well I wrote down a goal to sell a million dollar home and I told everyone I met that this was my goal.   Another key component to successful goal setting is understanding the time component.  Many people will write down goals and will fall short of their goals.  They will set a goal to lose 25 pounds and they see losing 15 pounds as a failure rather than looking at this as progress.  This is a path to their ultimate goal and if you have ever read Napolean Hill’s “Think and Grow Rich”  the one common theme is that you can not predict the time when you will reach your goals.  It is the journey that will bring you to that success level you wrote down.  The key is to not get discouraged and to year in and year out continue to write down the goals you want to accomplish.

I found that in the market with $250,000 dollar homes I was hitting a glass ceiling and I needed to make a change to reach my goal.   If you reference Jim Collins “Good to Great” you need to make a bold move to reach greatness.  My business partner and I changed offices and joined an office in Weston where the average sales price was $1,500,000 and one broker told us it was like going from the sublime to the ridiculous.  It took us 9 years to sell our first $1,000,000 and it was like opening the flood gates once our goal was met.  Over the next 12 months we sold a $1,000,000 dollar home per month and had several occasions of multiple homes selling in that price point.  Now it was not easy, but nothing great ever is, but the key was that I had a goal and had the willingness to write it down.  If you write you goals down you will reach them, but don’t give up if it takes more than 12 months.  Stay tuned to the next blog.

Tom Matthews

Gibson Sotheby’s Realty


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