RISMedia's Real Estate Magazine

JAN 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

Issue link: http://remag.rismedia.com/i/918036

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Page 48 of 110

44 January 2018 RISMedia's REAL ESTATE Every year we're told to create a business plan in order to make more money and reach our various goals. But more often than not, that plan is based on every single day of the upcoming year working perfectly. So, what happens when it doesn't? By the time January ends, we may already find ourselves behind due to real life hitting us with some un- planned events. We rationalize that with 11 months to correct our path, we have plenty of time to catch up. But that doesn't always happen, and at the end of the year, we find we've fallen short of our goals. If you view an annualized year, you may be setting yourself up for failure before you even start. In "The 12 Week Year," authors Brian P. Moran and Michael Lennington share their tips for making this year different by focusing on executing one week at a time. Here are a few steps to help you navigate one week at a time: 1. Think 12 weeks instead of 12 months. In "The 12 Week Year," Moran and Lennington ad- dress the challenge of why some people get more accomplished than others. They share how developing consistent execution by closing the gap of goals 365 days out to a more flexible and scalable 12-week sys- tem, is the key to more productivity, and ultimately, success. 2. Every day of every week counts. Change your focus to look at shorter timeframes to in- spect your progress (or lack of it). To successfully accomplish this, you must begin by readjusting your daily activities. A Daily Success Habits Tracker is one of the best tools to help you do this. Using this tracker each day to record a daily target for a specific number of calls, handwrit- ten notes and other dollar-productive activities will help you develop incre- mental success habits every day. 3. Track your time and eliminate fake work. Learn to focus on activities that get you in front of more people with solutions to meet their needs. For example, in your market, is there a specific age demographic that may be ready to trade down from big homes to single-level living? Target them with information, living solutions and options. And don't just rely on new magic platforms or su- per systems. Pick up the phone for an hour every day and connect with people who need your services to see measurable results. 4. Deadlines create urgency. Did you know that many sales agents do their best work at the end of the year? That's because people tend to focus on the finish line and pour on the power to make their numbers once it's in sight. Change your focus from a year-end finish line to a week-end finish line to see com- pounded results by this time next year. Step out and make this year your best ever with weekly wins to cash in on big results. Visit https://ph197. infusionsoft.com/app/page/ris- jan2018 for a free copy of the Daily Success Habits Tracker. RE Terri Murphy is a communication engagement specialist, author, speaker and coach. She is the author/co-author of five books, and founder of MurphyOn- RealEstate.com. Contact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@TerriMurphy.com. Win This Year One Week at a Time by Terri Murphy T hink about the goals you set one year ago and where you are today. Is this where you imagined you would be? Did your life and career unfold the way you wrote your business plan? If you worked hard and had some good luck along the way, things may have gone as expected or better than planned. But for many of us, our plans may have taken a detour, or completely derailed due to something unexpected.

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