Over time, the average agents he coaches turn good practices into good habits. Soon after, they’re making more sales and more money than ever.
Is that surprising?
Kokoszka doesn’t think so. In fact, one of his favorite quotes, attributed to Australian actor F.M. Alexander, is this: “People do not decide their futures. They decide their habits, and their habits decide their futures.”
During his podcast interview with Pat Hiban, Kokoszka explained how agents can identify and develop the habits necessary to ensure large-scale success is a part of their future. Don’t miss the interview in its entirety below.
To learn more about how Kokoszka’s system for developing good habits works, read on.
Kokoszka’s system for building good business habits: ETA
Kokoszka calls his system for building good business habits ETA, which stands for expectation, targets and actions. Unlike other goal-setting systems, Kokoszka’s system gives agents the tools needed to identify what they want as well as how to get it.
Here’s a breakdown on how it works:
Set an expectation
To start, the agent will set an expectation. As an example, this could be the number of transactions the agent expects to close in the coming year — perhaps a number 30 percent to 50 percent higher than closed the year prior.
Remember: Setting high expectations is a good thing because it pushes you to achieve more. However, you don’t want to set expectations so high that they’re impossible to meet.
After setting an expectation, the agent will identify multiple targets that will help them meet it. Targets are essentially interim expectations; they help agents work toward their ultimate expectation by ensuring they make measurable progress.
One example of a target that ties in with the expectation of closing more transactions is getting more listings. Hitting this target places the agent closer to meeting their expectation.
Finally, the agent must specify actions that will allow them to hit their targets. For each target, the agent should come up with three to five actions.
To hit the target of getting more listings, the following actions would be acceptable:
- Call 20 contacts daily during the work week
- Conduct two circle-prospecting sessions per week
- Go door-knocking in real estate farms once per month
After a period of consistently completing specific business-building actions, agents will hit their targets and will likely meet their expectation as well.
More importantly, agents will build habits associated with highly successful real estate agents and continue to grow their business year after year.
Learn more about habits of highly successful real estate agents
If you want to learn more about the ETA system for building better business habits, listen to the complete podcast with Shon Kokoszka. You’ll also hear about the easiest way to get referrals, how to earn prospects’ business and more.
Pat Hiban is the author of the NYT bestselling book “6 steps to 7 figures: A Real Estate Professional’s Guide to Building Wealth and Creating Your Destiny,” the founder of online real estate sales training site Rebus University, and the host of Pat Hiban Interviews Real Estate Rockstars, an agent-to-agent real estate podcast with Hiban Digital in Baltimore, Maryland. Follow him on Instagram and Twitter.