ARIZONA 1-11-21

ARIZONA EDITION

3 Mind–Bending Philosophies to

EXPAND YOUR PROFESSIONAL PERSPECTIVE COVER STORY

Why Millennials Are Now

THE HOTTEST SEGMENT OF THE BUYERS MARKET

APRIL ANDERSON FEATURED AGENTS

PLAYING THE REAL ESTATE MATCHMAKER

MIKE SEARCY

ARIZONA EDITION

MIKE SEARCY Mike Searcy first started his real estate career in 1998. “I did very well7for a couple of years, and then, because I liked and enjoyed educating buyers and sellers, I took a detour for twenty years and earned my PhD in communications studies,” Mike says, explaining his career as a university professor. But when the education field shifted, Mike decided to return to his first passion: advocating for those looking to buy or sell their homes.

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excited about the property. We make s that it’s listed as ‘coming soon’ for as lo as possible. We know our sellers’ goa and we address them every step of way.” Mike loves advocating for clie and educating them about the real est business so they can better achieve th goals. “I get my clients the best deal them and acceptable to the other side,” explains.

Mike and his team organize commun “I decided to pick the hottest real estate garage sales in their area, specifica APRIL ANDERSON MIKE SEARCY market in the country—all pun intended!” Mike says. Goodyear and Scottsdale. They give the procee He works in the Phoenix Valley of Arizona, emphasiz- from these sales to local charities, including a Phoen ing on Buckeye and Scottsdale. Mike’s team of agents homeless shelter and a local dog rescue. When h call themselves Snowbird Nation, operating within not fundraising or hard at work, Mike loves bik eXp Realty. “We’re a team of specialists,” Mike says, and hiking. “Living in Arizona means living outsid CONTENTS explaining why he loves working with a group versus he says. Mike is also a pen turner. Using a lathe a going it alone. “You find people who have alternative various kits, Mike creates beautiful, handmade woo 4) PLAYING THEtoREAL ESTATE 18) EMOTIONAL FLUENCY: strengths yours. You find a team that compliments en fountain pens.

“You can make amazing works each other.” from exotic wood into fountain pens,” he sa MATCHMAKER—FOLLOW HOW TO art COMMUNICATE chuckling that “much of the current generation m THESE 8 DATING RULES TO WITH CLIENTS WHEN This approach works wonders for Mike and not know what a fountain pen is these days.”

ENSURE YOU MATCH YOUR TENSIONS ARE HIGH Snowbird Nation. Nearly 75% of his business comes CLIENT WITH THE and PERFECT from repeat referral customers. “I’m heavy on Looking to the future, Mike has plans to expa communications,” Mike says. “My clients know Snowbird Nation. He wants to add agents and gr HOME FOR THEM 3 MIND–BENDING what’s happening every step of the way. We22) give them his team. “I want five hundred across fifty. I want PHILOSOPHIES TO EXPAND the best advice and lay out all their options so that they least ten agents in every state,” he says. “When 13) WHY can MILLENNIALS ARE feel like they are truly the primary part of theirPROFESSIONAL talk to people about Snowbird Nation, whether th YOUR NOW THEown HOTTEST investment, SEGMENT sale, or purchase.” want to be more mobile or purchase a second hom PERSPECTIVE I’ll be able to say, look. Here are members of o OF THE BUYERS MARKET Working in a market as active as the Phoenix Valley, team, and this is what we’re doing. Here’s our peo Mike markets his listings with a sense of anticipation. in the area. They’re lined up and ready to go.” Mo Using multiple medias such as Youtube videos and a than anything, Mike wants to be able to advoc podcast, Mike whips up a fervor around all his list- for clients on a large scale. “Our motto is Snowb Phone 310-734-1440 | Fax ed properties.

“In310-734-1440 this market, it’s not about attract- Nation: Where Your Real Estate Dreams Take Flig ing attention,” he says. want to get buyers really We truly mean that.” mag@topagentmagazine.com “We | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent learn more about Mike Nation, Magazine is published by Feature PublicationsTo GA, Inc. Although precautions areSearcy taken to and ensureSnowbird the accuracy of published please call 8555-726-726 (8555-SBN-SBN), email mike@snowbirdnation.us materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. or visit or zillow.com/profile/zuser20170415182314287 To subscribe or change address, send inquiry to sbnphx.com mag@topagentmagazine.com.

Published in the U.S.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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APRIL ANDERSON

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Top Agent April Anderson currently runs the “Queen Creek Real Estate Team” with United Brokers Group in Arizona, focusing primarily on Queen Creek, San Tan Valley, and the Southeast Valley.

April Anderson began her professional career in the corporate world for a decade, then with changing life circumstances moved to small business ownership running a custom cake bakery for seven years. With more changing life events she moved back to corporate america for another round of “stability” while still trying to 8Copyright Top Agent Magazine

keep a small baking business on the side. Both of those career paths had their own benefits and drawbacks. So, in the search to find a career that could provide a “professional” income but give the flexibility of small business ownership, she decided to step into the real estate world at the urging of a friend. “I got dragged into it,” she Top Agent Magazine

fondly recalls, and wasn’t quite ready to leave corporate america behind. “I was still at my day job, doing bakery work on the side, and trying to build my real estate business and it was becoming too much.” “I wanted to spend more time with my husband and kids,” she says. “It was time to commit and pick one path.”

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At that time a former business associate and friend who had built a successful real estate business was looking for someone to mentor and take over the day to day grind of a thriving real estate business. “It was an unbelievable opportunity to learn from her and continue to expand upon what she had built.” “It was a hard learning curve to Copyright Top Agent Magazine9

“My team and I have built a reputable online presence via our website, Google and Yelp which generate a lot of leads,” she says. “I close about 90% of my internet leads that come from these sources.”

be thrown full-force into such a fully functioning business and work in it like I’ve always been there, but trial by fire was the best way for me to learn.” It was tough for April to leave the security of her day job and the identity that was attached to her small business, but she knew without being “all in” on the real estate it would never work. And that risk of leaving it all behind to start a whole new career paid off.

April currently runs the “Queen Creek Real Estate Team” with United Brokers Group in Arizona. She primarily serves the Queen Creek, San Tan Valley, and the Southeast Valley but has had experience in serving the communities in the Phoenix metro area ranging from Apache Junction to Surprise and Casa Grande to Cave Creek. Well on her way to closing 50 transactions this year, April reports that her relatively new business already has a strong referral base and the rest of her business comes from online efforts. “My team and I have built a reputable online presence via our website, Google and Yelp which generate a lot of leads,” she says.

“I close about 90% of my internet leads that come from these sources.”

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April says it’s her hard work, tenacity, and authenticity that keeps clients choosing her and then referring their family and friends. “I will do just about anything for my clients,” she asserts.

“If they need me, I’m there, and I always answer my phone.” With her track record of results it’s not surprising that April receives stellar reviews for her esteemed work ethic. One client recently wrote: “April and her team are the bomb! When Top Agent Magazine

it comes to your real estate needs, she is THE go-to Realtor. I’ve had the opportunity to work with April on multiple transactions and she’s not only extremely responsive, which in my opinion should be a basic in the industry BUT, most importantly, she 1) has extremely strong work ethic and 2) has a “think outside the box” personality which in real estate is one of the best traits a Realtor can have.”

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And what does April like most about her job? “I love winning the deal for my clients,” she says. “I’m very competitive, so going to bat for them and getting that listing sold for top dollar for your seller or winning a bidding war for your buyer in a multiple offer scenario on that dream house purchase is what makes it all worthwhile.” “I want my clients to feel like they won because they had me on their side.”

April works a lot to keep her business running successfully, has a blended family that includes an

adorable husband, 5 teenagers, and 2 dogs so she doesn’t have a lot of spare time. But, when she gets some free time she likes to spend it doing DIY projects at home or hanging out at the lake with the family on the boat. As for the future, April looks forward to training new agents to join the team who want to also rock it in the real estate world. “The opportunity and mentorship my partner gave me when I came onboard was invaluable,” she asserts.

“I hope to be able to pass on my experiences in the same way to help others succeed.”

To learn more about April Anderson, call (480) 272-1977, email april@qcazliving.com, visit zillow.com/profile/April-M-Anderson www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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MIKE SEARCY Mike Searcy first started his real estate career in 1998. “I did very well for a couple of years, and then, because I liked and enjoyed educating buyers and sellers, I took a detour for twenty years and earned my PhD in communications studies,” Mike says, explaining his career as a university professor. But when the education field shifted, Mike decided to return to his first passion: advocating for those looking to buy or sell their homes.

“I decided to pick the hottest real estate market in the country—all pun intended!” Mike says.

He works in the Phoenix Valley of Arizona, emphasizing on Buckeye and Scottsdale. Mike’s team of agents call themselves Snowbird Nation, operating within eXp Realty. “We’re a team of specialists,” Mike says, explaining why he loves working with a group versus going it alone. “You find people who have alternative strengths to yours. You find a team that compliments each other.”

This approach works wonders for Mike and Snowbird Nation. Nearly 75% of his business comes from repeat and referral customers. “I’m heavy on communications,” Mike says. “My clients know what’s happening every step of the way. We give them the best advice and lay out all their options so that they can feel like they are truly the primary part of their own investment, sale, or purchase.”

Working in a market as active as the Phoenix Valley, Mike markets his listings with a sense of anticipation.

Using multiple medias such as Youtube videos and a podcast, Mike whips up a fervor around all his listed properties. “In this market, it’s not about attracting attention,” he says. “We want to get buyers really

excited about the property. We make sure that it’s listed as ‘coming soon’ for as long as possible. We know our sellers’ goals, and we address them every step of the way.” Mike loves advocating for clients and educating them about the real estate business so they can better achieve their goals. “I get my clients the best deal for them and acceptable to the other side,” he explains.

Mike and his team organize community garage sales in their area, specifically Goodyear and Scottsdale. They give the proceeds from these sales to local charities, including a Phoenix homeless shelter and a local dog rescue. When he’s not fundraising or hard at work, Mike loves biking and hiking. “Living in Arizona means living outside,” he says. Mike is also a pen turner. Using a lathe and various kits, Mike creates beautiful, handmade wooden fountain pens. “You can make amazing works of art from exotic wood into fountain pens,” he says, chuckling that “much of the current generation may not know what a fountain pen is these days.”

Looking to the future, Mike has plans to expand Snowbird Nation. He wants to add agents and grow his team. “I want five hundred across fifty. I want at least ten agents in every state,” he says. “When we talk to people about Snowbird Nation, whether they want to be more mobile or purchase a second home, I’ll be able to say, look. Here are members of our team, and this is what we’re doing. Here’s our people in the area. They’re lined up and ready to go.” More than anything, Mike wants to be able to advocate for clients on a large scale. “Our motto is Snowbird Nation: Where Your Real Estate Dreams Take Flight.

We truly mean that.”

To learn more about Mike Searcy and Snowbird Nation, please call 8555-726-726 (8555-SBN-SBN), email mike@snowbirdnation.us or visit sbnphx.com or zillow.com/profile/zuser20170415182314287 Top Agent Magazine

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently 18

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client Top Agent Magazine

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine 22

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

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Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profesTop Agent Magazine

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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