How (and why) to set 'big, hairy, audacious' 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.

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?