Setting Goals – Keller Williams’ 411 Plan
Ever since we returned from KW’s Family Reunion, we’ve been putting together our plans for generating leads, securing new business and sharing what we’re doing with each other on a daily basis.
It’s been a frenetic pace for us since the beginning of the year and with any new venture, we’re going through a cycle of learning Keller Williams’ incredible strategies for goal setting, accountability and tips to grow our business. From our breakout sessions to discussions with mega-agents (top producers), we gained a better understanding of just how crucial it is to set goals and hold ourselves accountable for reaching them.
One of the most crucial elements of success is setting goals. We all know this but actually taking the time to spell that out, hold yourself accountable and reach milestones takes dedicated planning and effort. Not just sometime, but all the time.
“If you want to win, then focus on what, how and when.”
Sounds simple, huh? It is, with the right support and the right tools to help you do it.
What’s your 411? Gary Keller described this concept at the Family Reunion like this: 4 weeks, 1 month, 1 year. It’s about setting those weekly goals that make up the months that make up your year. He and KW mega-agents take this is a whole new level!
An agent’s 411 is a productivity tool and that tool is not a to-do list, but a have-to list. What’s the difference?
A have-to list is determined by your focus, your annual, monthly and weekly goals, accountability to yourself and to others thorough peer consulting and masterminding and establishing rituals to help you stay focused.
Here’s a brief breakdown of KW’s 411 plan:
Focus: What matters most to you? Is it to earn more, spend more time with family? Have more vacations? How are your going to achieve your goal–be specific. When are you going to accomplish this goal–in a month, a year? Figure out what your focus is and time block a slice of time each day to ensure you’re gravitating your efforts toward the end result. Consult with someone who really knows you to gain more clarity.
Goals: Annual goals–these are the biggies–job, business, personal and personal financial–define them and set aside at least three days a year to ensure you’re headed in the right direction. Monthly goals–at least three hours a month refine these and be realistic–no more than five to seven a month. Weekly goals–about an hour each week should be set aside to determine these–limit to no more than eight.
You’ll soon realize that they all work together…achieving weekly milestones works toward those monthly ones and those monthly goals are in direct correlation to the big ones.
Making time with yourself (i.e., those time blocks) are non-negotiable if you’re going to achieve your goals. Imagine if you stuck to the goal of time-blocking two to three hours a day to calling prospects and generating leads. Try it for one week then rate yourself on a scale of 1-10. Dedicate yourself to a time block for a month, then rate yourself again–I’ll bet those numbers rise. Fact: One KW mega agent hired a cold-caller at an hourly fee to generate even more leads. The cold-caller was paid for every lead and every closing; the result–leads, prospects, income.
Accountability: Why not form a partnership with a peer and each of you hold the other accountable for the goals you’ve set for the week? Mega-agents do this for themselves and for their colleagues. Masterminding with similar professionals is an excellent way to hold yourself (and others) accountable. Schedule a weekly or bi-weekly meeting in-house or off-site for brainstorming. Create checklists for lead tracking and use the system to determine how to distribute your advertising expenses in the most efficient way.
Rituals: Control what’s in front of you, KW refers to this as the 3-Foot Rule–control your environment to best utilize your efforts and avoid distractions. Use the 80/20 rule–make sure you devote the most amount of time to the 20% that matters most to you and get those obligations done first. Play-Prep-Pay Rule–schedule your fun and family time for the year first, then business prep and organizing time and finally your 20% pay time (productivity).
Keller Williams New York City offers its agents unparalleled support and training to achieve goals and earn unlimited income to enjoy the fruits of their labor. With access to 24/7 training, determining and using your own 411 plan is a phone call away.
For more information about joining the dynamic culture of Keller Williams New York City , contact me or my team at (212) 838-3700.