So as you sit here in the first full week of Q4, 2021, do you have your initiatives outlined for the next 12 weeks? Let me give you some additional insight to my goal setting strategy that I have been implementing personally. I want to introduce you to "Leading vs Lagging" indicators. "Lagging Indicators" are the end result of your effort. "Leading Indicators" are the activities that you do impact the final result. As brokers, almost all of you focus on production and GCI goals. Previously, your annual goal statement might go something like this:

"By the end of 2022, I want to produce $25,000,000 in production with an average sales price of $1,000,000."

You need to ask yourself: Why is $25,000,000 with an average sales price of $1,000,000 important to you? What does that level of production do for you, your business and your family. Find the reason internally why $25M in production is important and build that into your "3 Year Vision". A 3YV should your long range goal that is really powerful to you. It should be vivid. You should be able to feel it. It should be personal to you and only shared with those close to you. When you have this 3YV, it will literally be the fuel that drives you every day.

So please, join me and stop worrying about external factors and move your goals to areas that live in your DNA. If you make this switch, you will finally find the gear needed to get up every morning and execute with enthusiasm. But how? Enter the "Leading Indicator" model. You ask yourself each quarter for 12 quarters. "What do I need to do this quarter in order to meet my 3 year vision"? (not what my manager thinks, not what the industry thinks, not what my competition is doing).