Looking to
improve or start your real estate career? We're here to help you make a
smart decision when it comes to growing your business, improving your
bottom line, and choosing a place to work in real estate sales. If you'd
like to learn more about working with The Perna Team, contact me at
(248) 886-4450 or MichaelPerna@kw.com
Last time, we discussed how the 1-3-5 goal setting process works. Today, we're going to cover the 4-1-1 part of the process, before moving on to the calendar stage next week.
In
the 1-3-5 post, we picked our one goal, our three priorities, and our
five strategies for 2015. Now that we're close to the end of January,
it's important to understand what 4-1-1 stands for. It means: four weeks, one month, one year. In
our last video, we said our goal was to make $100,000, and to do that
we would have to sell around 36 homes - this information would be
entered into the "one year" part of the 4-1-1 sheet.
Most
people don't revisit the goal they set for themselves until the end of
the year. Companies, on the other hand, review their goals on a
quarterly basis. The 4-1-1 allows us to analyze and reassess what we're doing to achieve our goal every single week. This form gives us 52 different opportunities to right the ship every single year.
In
order to meet the yearly goal of 36 homes, we need to put "three homes"
as our goal for "one month." In week one of the 4-1-1 sheet, we need to
put "one home" as our goal. That way, we set an achievable goal of selling one home a week.
For our weekly goal, we need to break it down even further. Say,
you have to talk to 15 people to get two listing appointments, and two
appointments to get a listing. You have to ask yourself, "How many dials
does it take for me to reach 15 people?" If it takes 30 dials to talk
to 15 people, you need to put "30 dials" under your one week goal of one
home.
It's that simple: Set a goal for the
year, break down what you need to do each month to get there, and
determine what you need to do each week to do achieve the monthly goal. If
you get to the end of the week and were only able to make one listing
appointment, you need to adjust your next weekly goal accordingly. For
the next week put "45 dials" instead of 30, and see if you are able to
achieve your goal.
If you have questions about
the power of the 1-3-5, the 4-1-1, and keeping your calendar updated
with the relevant information, don't hesitate to give me a call or shoot
me a quick email. I would love to hear from you!
