ESSENTIAL GOALS TO TRACK

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1 ESSENTIAL GOALS TO TRACK John Highman Real Estate Coach and Author

2 Commercial Real Estate Goals Part 1

3 If I had 8 hours to chop down a tree, I d spend 6 sharpening my ax Abraham Lincoln

4 What is a Commercial Goal or a Target? Discussion for Commercial Real Estate Brokerage Activity: Shrinking Circle and your time Discuss outcome of the Shrinking Circle in your Brokerage What happened when the circle got smaller and harder to fit? How does this relate to our lives and business? What are some things that prevent us from reaching our goals?

5 Commercial Goals - Long vs. Short A short term goal is achieved quickly (finish paper, do proposal, mail cards by Friday, etc.). They help you achieve your long term goals. Short term goals in Sales, Leasing, and Property Management need to match your long term goals momentum Long term goals will take months or years of your life.

6 Do you believe you can achieve? We need to learn how to create and focus in commercial real estate. Keep the dream alive, reach your goals Some people don t decide or have a vision of what they want out of life. NO GOALS!! People with goals can see what they eventually want to achieve and they can see just how to get there.

7 Things to remember in Commercial: Goals must be realistic You won t SELL or LEASE 20 properties in a month You won t find 20 new PM clients per month Must prioritize rank in order of importance,you won t accomplish it all at once. Do you have the resources you need to reach your goals (money, information,knowledge, health, energy, skill, etc.).

8 Commercial Real Estate and Belief Activity: The problems of I can t. Write down on a piece a paper everything you can t do Next write a list of I CAN. Keep this in your note book/journal.

9 Individual Assignment: Write a long list of the commercial goals you think would be important and worthwhile for you to accomplish. (a dream list) Now have them look at their list and ask themselves the following questions: Does it fit your values? Is it realistic? Is it flexible? Does it fit in with your other goals? Will the rewards be worth what you put in to it? Is it what you want?

10 Success is in the bag. You need perseverance in commercial real estate. It requires the same amount of energy to be successful as it does to be unsuccessful. 99% of your assets are standing in your shoes. 80% of success is in showing up!

11 If you are not working the way you want to be, you are AUTOMATICALLY self destructing. Keep your most important values in mind at all times when you are making LESS important decisions. Don t sacrifice what matters most for something that doesn t matter that much to you. There are always trade-offs

12 Build a bridge and get over it You will have challenges in commercial real estate You will have roadblocks in brokerage You can have excuses or successes but not both!

13 There are three types of people Ones that make things happen Those that let it happen, and The ones that don t know what happened.

14 There is very little difference between mediocre and greatness in Commercial. The boiling point is only 1 degree different than very warm water. The difference is tremendous. Steam can power many things. The difference between a race horse that wins first place and a second place is often fractions of a second.

15 Seven COMMERCIAL goal areas 1. Contacts 2. Listings 3. Lease deals 4. Sale deals 5. Property Managements 6. Commissions 7. Career growth 8. Physical & Health

16 Commercial Brokerage Equation No. of Leads you create (*) x Conversion Rate (*) = No. of Clients x No. of Transactions per Client (*) x Ave $ s Commission per Client (*) = Turnover Less Operational Brokerage Costs = Profit (*) = The Five Ways to increase your Commercial Real Estate business

17 Writing goals SPECIFIC! Written down MEASURABLE TIME FRAME Read out loud frequently Posted visibly

18 Assignment: Set goals and fill out the goal contract. Create your MAP (Massive Action Plan)

19 IMPORTANT INFORMATION This information is prepared as general training information for commercial real estate practitioners globally. No part of this material may be regarded or relied upon as legal or specific advice for individual situations. Although all care has been taken in the preparation of this material, recipients: Must not alter their position or refrain from doing so in reliance upon this material; and Are urged to seek independent legal advice with respect to the matters traversed in this material; and Are urged to undertake further studies into legislation and practices that apply in their location. This is another quality resource from the Commercial Real Estate Training Online Series. Contact us below: John Highman