If you’ve read books and articles about setting and achieving goals, you have probably come across the acronym SMART. It was developed in the early 1980s by George T. Doran. Although there are many variations, the most common meaning of each letter is as follows:

  • Specific
  • Measurable
  • Action-oriented
  • Realistic
  • Time-bound

This simple approach to setting goals has held up over the decades for one main reason: it works!

How do you use it to get more clients and listings? Here’s an example: Say you want to get more referrals from your previous clients. So, you write down your 2020 goal: Get more referrals from clients!

Does that goal meet the SMART criteria? No. To begin, “more” doesn’t meet the requirement that the goal be specific.

So, you change it to: Get 10 more referrals from clients! That’s closer, but you’re still not there. It’s specific, measurable, and realistic. But, you’re missing the other two letters.

Finally, you revise it to: Get 10 more referrals from clients by December 31, 2020, by using a good system to stay in touch with past clients monthly. Now your goal is also time-bound and action-oriented. As such, you’re much more likely to achieve it.

Try this proven approach for setting this year’s goals.

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