AgentBrokerage

How (and why) to set ‘big, hairy, audacious’ goals

The benefit of going above and beyond with your goals
  • Setting a "big, hairy, audacious goal" is a powerful technique that can help agents experience substantial increases in their income.
  • Agents are already running at peak capacity and can’t envision how making more might be tied to doing less or conducting their business in a different way.
  • Shifting your mindset and understanding your goals can lead to a powerful change in your business.

Learn the New Luxury Playbook at Luxury Connect | October 18-19 at the Beverly Hills Hotel

You’re setting your income goals for 2016. In 2015, you did $30 million in sales. You set your goal for 2016 at $33 million so that you will hit the magic number of $1 million in gross commission income (GCI). When you tell your coach your goal, he asks you to double it! How do you respond? Verl Workman Verl Workman, one of real estate’s most successful speakers and trainers, recently shared this story about one of his 1:1 coaching clients. His request that his client double his goal was met with resistance -- “Verl, when is enough enough?” The power of BHAGs When Workman began his story, my assumption was that he using the technique of setting a BHAG -- a big, hairy, audacious goal. This is a powerful technique that can help agents experience substantial increases in their income. For example, if you made $50,000 in net commission income last year, you might set a BHAG of reaching $100,000 this year. The reasoning behind setting a BHAG is that if you set...