exp realty goals clarity workshop 11 29-11

Stop Squinting at Your GoalsGet Clarity!

Pam OstrowskiCertified FocalPoint Business Coach

Business Fitness Coaching, Inc.

Stop Squinting!

“The very act of writing out a description of what you want to accomplish and what you intend to do to accomplish it over the next three to five years will change your life.”

- Brian Tracy, The 100 Absolutely Unbreakable Laws of Business Success

Imagine• If you achieved your goals, what would your

life look and feel like a year from now? 3 years from now? 5 years?

• Write that down

Long-term vs Short-term

• Start with your long-term goals (3-5 years out), then go to your short-term goals (a year from now)

• Balance Is important – Quality of life vs. business growth

• Goals vs. Objectives

Working ON the business, Not IN the business

• Profit is tied to effective work (not just quantity, efficiency or activity)

• Activity ≠ Productivity• “I’m too busy!”

Know Yourself – Know Your Prospect

• DISC Assessment – Know the prospect’s social style– Know what is meant by how someone responds– Word choice and style are critical in today’s new economy

• Why is this important?– Get more Leads and Referrals– Get more listings– Close more effectively

New Goal Categories

• How about these?– Effectiveness– Trust– Differentiation– Communication– Customer experience

Aren’t these the elements that drive more business?

Effectiveness

• “You can do something very efficiently and still be ineffective” - Gary Keller, The Millionaire Real Estate Agent

Trust

• What’s your prospect’s trust level with you?

Differentiation

“The determination of a unique selling proposition (USP) is the starting point of all successful advertising and sales.” - Brian Tracy, The 100 Absolutely Unbreakable Laws of Business Success

Communication

• Knowing a prospect’s communication style is critical– Do they just want to get this done and overwith?– Are they upbeat and want to talk about

everything?– Do they say “what do you think?” frequently?– Do they ask many detailed questions about just

about everything they see?

Customer Experience

• What elements do you feel drive an average/typical customer experience?– – –

• 212 Degrees – What’s that 1 degree difference?– – –

Metrics for Your Goals

• Key Metrics for “ I will be successful when I …”– – – – –

Measure Everything!

• Financial Metrics• Marketing – The ROI Reality

Goals for Tools

• Tools to find your target markets:– – – –

• Tools to entice your target (USP). – – – –

Critical Success Factors

Critical Success Factors (aka What Has to Happen for YOU to be Effective and Successful?)

“Your weakest critical success factor determines the height at which you can use all of your other skills.” – Brian Tracy, The 100 Absolutely Unbreakable Laws of Business Success

Be Accountable

• Tell people your goals; you’re more likely to achieve them

• Write them down and review them at least once a week

• Hire a business coach to accelerate your goal achievement

From Inc. Magazine

• More than 80 percent of the 300 small business owners surveyed in the recent 4th Annual Staples National Small Business Survey said that they don't keep track of their business goals, and 77 percent have yet to achieve their vision for their company

Inc Magazine, June, 2010

Is this a surprising outcome?

Pam’s Schedule

• Tuesdays – 11amPT, Business Topic• Wednesdays – 10amET, Repeat of Tuesday• Thursdays – 10amPT/1pmET Open Coaching

and Discussion• Individual coaching is available• DISC Assessment and coaching is available

Reach me: pam@businessfitnesscoach.comPhone: 623-434-0143

“Any goal can be accomplished if you break it down into enough small steps.”(Henry Ford)

Thank you for your time!