As it often happens, the things I share with you come directly from the street, from the people I work with on a daily basis. Today is another one of those posts that was inspired by a coaching call.
You all know by now that October is the month I push hard at business planning. I want all of my people to reflect on the current year and collect the data needed to put forward a real set of projections for the coming year. You will note I said projections, not goals. Unfortunately, the word “goals” too many people has fallen victim to the same malaise as the word “resolution”! We see everyone making resolutions around the New Year, only to have watched them fall apart in a matter of days. Well, now people set goals the same way. Almost like making a wish! No real plan, no real conviction, and certainly no real schedule of actual actions and activities in place to reach the outcome desired!
So again this year my clients are planning and working to find the real numbers. They work to see where their business is actually coming from and what they are doing to attract the type of opportunities they want. During one call, I was trying to make a specific point about results driven activity. That is when the message came to me that I wanted to share with you today. We must change the way we look at results. We must change the way we approach our actions and activities. We must place the results in stone, and only adjust our actions and activities to support that result!
It has been my experience originators and managers set their actions in stone and accept the result derived from them. It should really be the other way around. We need to set the result in stone, then, adjust the actions and activities to support that outcome! It has become too easy to accept poor performance or outcomes with excuses. How many times have you heard, “I didn’t reach my goal because my best agent isn’t doing as much business?” Or, “The rates went up and I don’t have as many refinances!” Both of these are excuses for outcomes. Both of these are NOT reasons to fail; they are reasons to ADJUST!
So for 2017 set your projections for the number of transactions you are going to close. Project where that business will come from and set a course of action to achieve that result! Follow the math and track your results weekly and monthly to be sure you are on the correct path. If the numbers start to fall below expectations, make adjustments and get back on track! You don’t ever miss your projections in December; you miss them in January, February, and March. You miss them in July, August, and September! You failed to reach the outcome you desired only because you didn’t make adjustments to the actions and activities you were scheduling for yourself!
Falling short of the target is 100% your fault. 100% of the transactions you don’t close are your fault! Not earning the money you have committed to earning in 2017 will be because you chose not to make adjustments in your actions and activities and allowed yourself to accept less from yourself! You can adjust your actions, or you can just accept a result, it’s all within your control!
Thanks Bill! If not for you, these words are not possible!