Hey welcome back to the show we're continuing on from last week's ultimate success formula. Last week we broke down a lot of very specific numbers. I want to remind you, people that are vague. They get punished because they don't know what they want and the people that are very specific about they want they get rewarded time and time again, call it the law of attraction, call it the reticular activating system, call it just clarity of purpose.

The bottom line is this: if you're going to make the next 14 months, the best in your career you've got to have specific goals now the second part of this it's one thing to say: you got to have goals, thinking about the late, great zig, ziglar. Here's the key, though you've also got to align your behavior. So if you imagine these are your goals and in many cases these are your behaviors. People are always asking me tom.

How do i bridge the gap to align my behaviors with my goals, and i say it's very simple: you've got to activate your motivation, your reason to get out there and take action now you're going to see that there's a lot of exercises you can do every Year i like to take myself my family and all my friends through something just as simple as this. Looking at the circle of your life, doing a little gut check a little be honest, a scale from one to ten in eight equities of your life. How are you doing right now? How are you doing and just getting honest now when you get honest with yourself about your health and vitality, about your finances, about your relationship about your career? One of those is going to activate some pain for you and you're going to be like oh man, i'm sick and tired. That's really painful! I don't even want to discuss it, that's good because you know what that is.

That's the beginning of that. Kindle that fire! That's going to get you going to go. Do the things you need to do, to align your behaviors and achieve your goals so find that pain and i'm going to then challenge you to look at the next one where we actually say to ourselves all right. I've got 12 months, i've identified in each one of these areas, kind of where i'm at.

Where do i want to be in the next 12 months? What would inspire me what would be worth fighting for doing something different, getting better improving myself, so i list out some goals for my family for my career, for my finances and wealth for my health and vitality, and i get very specific, as we mentioned in that. First part about what it is that you want and once you do, that not asking to do it right now on this show, but instead i want to take the time to think about it to dream to fantasize and say hey if 2021 was just bonkers, if It was bananas if it was one of my best years ever. What would i have experienced? What would i have achieved by the end of next year and i listed all out like crazy, i always think of uh one of my best friends on the planet. My brother-in-law, steve balmani who's, the chief revenue officer of our company, we've been friends for 27 years.

I took him to one of his very first seminars where he did a goal-setting workshop like this, and though he was always productive and powerful. A great sales person he'd. Never really been exposed to the art and science of goal setting. We were at a brian tracy seminar a gazillion years ago, in los angeles and, as brian always would do at the end of the seminar, he'd say now, get out your notebook and write down your top 10 goals for the next 12 months, and i looked at Steve and i was merely writing and i'm dating myself, i think i opened up my franklin covey day planner and i start listening out my goals and i see him and he's looking over at mine and he's looking over his and he's he's riding him out and He gets stuck around seven eight and i'm like well what about he's like? Okay and he finishes the ten and then i say, hey steve tomorrow at the office, bring that in i'd like to see a copy of it, and i had to put it on the copy machine and i three-hole punched it - and i put it in my franklin.

Covey planner for 12 months from now and guess what now i know he had his goals, but i had those 12 or those 10 goals. 12 months later i get there, i open it up. I call him: hey man come to my office and i sit down with them and i say you know you were smart enough to write all that stuff down 12 months ago at that brian tracy seminar. Let's see how you're doing hey are you living in a new house he's, like you know, i'm living in a new house.

I bought that new house. I'm like right, i'm like. Are you spending all that time with your pops he's like i spend every thursday with my dad and sometimes on sundays, nine out of the ten goals that he listed out. He achieved one year later.

Why? Because people that are specific about what they want get rewarded and people that are vague, they get punished. So, let's not have this year go by where you don't declare how you want your life to be in 2021, in those eight categories and more it's up to you, then i like to take you out five years in the future and say to you hey. You know what we have a tendency to really overestimate what we can do in one year and dramatically underestimate what we can accomplish in 5 or 10 or 20 years, but play a game and say: hey. You know what the next five years, how good could my life be? If i really put some concentration on it, if i really put some focus there, if i just keep, you know chipping away at it, making the calls and doing the work and showing love and appreciation and following through and doing my exercise and everything else.

What could i do and by creating these goals, what happens is now the tension between your goals and your behavior starts to oh look. I know i've got to do more in order to make that happen. So i start with that. But then i ask you to do the following.

I say to you once you have those goals written out. I dare you to take the time inside of the ultimate success formula to grab a pen or write it out in evernote or, however, you do it 20 reasons why these goals are a must for you. Why is it a must, and i want you to really get energized? Some of them are going to make you upset i'm sick and tired of being sick and tired. The man told me i can never do it.

You know screw him, i'm going to do it. Some are going to be inspiring. I want to go to hawaii. I want to buy my mother, a house.

I want to be able to do this. All of those reasons why i give you the motive for action to close the gap. Do you understand that? Do you understand that the people that i know and you know that set goals and don't achieve them because their behaviors are over here, don't close the gap with the motivation, the reasons why and that's what i want you to do. That's the second part of the success formula to close the gap on motivation.

Then i'm going to ask you to consider who would you do it for if not you who might inspire you, i could share hundreds of stories of men and women. I've worked with over the decades that have literally said i'm going to uh. You know i'm gon na donate money to my church. I'm gon na build a building and i'm gon na donate it to the ymca.

I'm gon na buy my mother, a house, and so many others, because many of us we will simply do more for others than we will for ourselves. The bottom line is all i'm trying to do now that you've decided from last week. This is how many listings this is, how many sales here's my average sales price. Here's how many appointments.

I know exactly what i want to do. I got to get those behaviors over here and we close the gap through your motive for action. Now, let's look at the next part. The third part of the ultimate success formula is to get a simple plan together, simple plan together.

Do you want a complex plan, or do you want a simple plan? I like simple plans, so let's take a look. The first thing i say to you is: once you decide on your transaction goal, you recognize that this business, like all business, is a math equation and math is the language of business. So what we know is i got ta talk to people. I got ta book, so many appointments.

I got ta go on so many appointments, i'm gon na get some signed contracts and i'm gon na close some deals and that's how i achieve my goal. But wouldn't it be great to know with total certainty, how many people, how many appointments, how many closings and actually make the business predictable? That's what i'm doing here. So what i know is this: let's say you want to sell 12 or 24 or 48 or 72 or 5 000 transactions in a year as a team. It all comes down to how many people do you need to talk to on a daily basis in order to guarantee that success.

Well, having been a coach in this industry for as long as i have, i can tell you absolutely every 50 people you talk to you, get a closing. Every 50 people you talk to you, get a closing now you're, like hey tom, i'm a brand new agent. So i talked to 50 people and i could just go: hey, hey hey 50 times and i get a closing. No, you have to call people, you have to have conversations about real estate.

You got to answer questions you got to discover their problems. You got to see if you can solve them, you got to book appointments you got to follow up the game. Is it's a contact sport? I need to talk to a lot of people to absolutely guarantee my success, so i put down just for an easy number. Let's say you want to sell 24 homes next year.

That means, if i times that by 50, i've got to talk to 1200 people in one year now our studies show that the average person in typical times when we can be out and about social football games soccer games out at restaurants, is going to talk to 50 people a month, 75 people a month, some people really social. They talk to a hundred people a month and typically, if you wear your company name badge they're gon na come prospect. You and they're gon na say: hey you're in real estate how's the market. Do those count? The answer is one thousand percent yes, but you're missing one of the most important elements so i'll get to that in a sec.

So the first thing is just to acknowledge: i'm going to have to talk to more people to guarantee my success, then i say what i want you to do. You see there on. The slide is divided by 10 months. Now i know you said, wait a minute on this 12 months.

I know i know - and i also know holidays days off time off - need a break. Go to an event. Get some training. You know get sick, don't get sick, but you know what i mean like life happens, so i say: you're better off doing it on a 10 month cycle and shortening and increasing your daily number to guarantee your success.

So i say 10 months. That means that's. 120. People you need to talk to every single month.

They can't be the same 120 people in case you're wondering there's got to be some new people, but i'm getting ahead of myself. Now. I then say: let's divide that by 20., so you're like hey, i want to do 12 transactions next year. Okay! Well, that's great! You got to talk to 60 people a month right! It's that simple! You want to do 24.! Hey! I got to talk to 120 people a month.

I want to do 48 transactions. You got to talk to 240 people a month. It's a math equation. That's all it is my friends.

People aren't math, but the business is a math equation. So what does that mean? On 24 transactions, i got ta talk to six people a day five days a week. Everything else beyond that is a bonus. It's a bonus.

So that means your daily number is six. Now, let's just say, your average commission is ten thousand dollars and let's say you close 24 transactions. Let's call that 240 000 a year in income. Is it worth it to talk to six people a day to make 240 000? Do me a favor? Why don't you run down to your local college and start posting up billboards saying make six calls a day, earn 240 000 and watch how many people call and say? How do i do that the reality is you're, taking your average sales price and this business for granted? In most cases, i go back to what do you want? Do you want to pay off your debts? Do you want to save more money? Do you want to put yourself in a better financial? You know situation is all of that worth making six calls a day.

Conversations not just calls. The answer is, of course it is right. I go back to you know, emerson's famous quote: do the thing have the power do not the thing have not the power you got to decide. I challenge you right as i challenge all my clients and friends.

We've got a choice to be an achiever or someone that underperforms on their potential an achiever or someone that underperforms on their potential. You've heard me talk about it before your daily number is a battle between you and the resistance, the voice in your head. That says you don't need to make your phone calls you're going to be fine, you're, so busy. Besides, look what's coming up, thanksgiving's right around the corner and i got to start working shut up and make your calls you with me on this.

I challenge you to look back at this year and just ask yourself who won more this year: the resistance, the voice in your head. That said, you don't have to that. You're, fine and oh those people are probably busy, don't call them they're at dinner and oh they're, probably dealing with no all that stuff who won more the resistance or the achiever think about it in 2021. I want you, the achiever, to rise above to stand up and become the disciplined person that i know you are to go out and help as many people as you can and push the lever of success called picking up the phone texting people and having conversations, because That's the game now back to the ultimate success formula.

Your daily number is not six cold calls in case you're wondering no. You want to divide that number in half half to your database and half the new people, half to your database and after new people. So i'm looking at three to my database and three to new people, the three to your database. When you talk to them they're going to be longer conversations, they could be 10 15 minutes long.

That could take you 45 minutes. Then you're going to call three people that are maybe in your database, but you have no idea who they are. Those are always fun: hey, i'm tom ferry banana real estate. You were recently at one of my open houses a year and a half ago.

I just wanted to reach out to see. Have you guys made a decision to move forward to buy a house? Can i help you or whatever you choose to say? The point is simply this: you have got to recognize. This is a contact sport, you being afraid to make phone calls, is not in your favor, that's the resistance, the achiever is dying and the underperformer is dominating in that situation and it's time to break the pattern. It's time to break the pattern.

So three to your database, three to new people, i didn't say cold, call, there's a lot of people. You can reach out to a lot of them in your database that you really don't have a relationship with and you can start there. The key is you're now to say to yourself: i'm going to build my schedule around doing the thing that gives me the power. So if you look at your ideal day, which i posted here, it says i want you to design your day around a morning routine.

That fires you up everybody's, talked about it. You know it, and i know it. You don't have a morning routine. That fires you up.

You need to make some adjustments, things that get you juiced, listen to something motivational. Some tom ferry shows something else, but don't watch the news right. Don't turn that stuff on, because that's going to make you depressed right, we want to get fired up first thing in the morning. The second thing we want to do is we want to get to the office at the same time, even if it means stepping out of your bathroom and into your home office at the same time, because the discipline of that doing the thing have the power.

Do the thing have the power versus the alternative, then? What am i going to do open up my laptop and immediately jump in and say how was the market looking at the daily hot sheets, what new listings, what new sales what's happening with prices? How many expires, how many cancels what's going on? Where are properties selling? Where is there no inventory studying the market, as all great agents do to be the knowledge broker? So when someone says to you well, how is the market you can really answer that intelligently and break down each segment of the market short term and in the past, makes sense so do that every day do a little role play practice. Your scripts and dialogues? Don't do that on clients? That's not a good idea practice. Some negotiations practice. A few objection.

Handlers try a couple different openings. My new favorite one is tom. I've got these people. I haven't called in forever.

What do i say, tristan tom ferry, banana real estate? We haven't talked in forever. How are you doing something like that? The point is simply this. My friends. Do the thing have the power, then you do your daily number, though it says 5542, that's just you know five year database, five new do four lead follow-up and shoot two videos every day that kind of routine.

My friend, that is the ultimate success formula that eliminates all the nonsense and all the bs, because you simply talk to more people, discover who's got a problem, offer your solution, bring them value. Do more transactions winner winner, chicken dinner, makes sense. Now i know everything in between is very complex, but don't make the easy part complex and of course i wrote down number four: managing your business transactions, marketing, keeping everything all going, servicing your customers getting and earning those five star reviews and so much more and then Of course, going on appointments now i know we've covered a lot of ground here, but i understand i said you. This is the ultimate success formula, so we started with doing exactly what you want.

Then we said hey. We need to align what you want with your behaviors with your motive to act, then i said you, we need a simple plan. I want you to be able to say. I got ta talk to eight people.

Every day i got ta talk to ten people. Every day i got ta talk to four people. I got ta talk to 48 people, but you got ta know that, like getting in your car when it's on empty, you got ta fill the gas tank right. That's making the calls.

That's doing your follow-up, it's doing the work that gives your engine everything it needs to go, accelerate into your business and go out and crush it. You got to do it and you think it doesn't matter when you don't do it. It matters. You and i both know it, the one call you didn't make is the one person that well, we just bought a house from somebody else.

It happens every single day, you know it and i know it so. The daily discipline is the key. Now the last part of the ultimate success formula is to track and measure your results and do it visually. I've said for years, pearson's great law when you measure performance performance improves when you measure performance performance improves, you want to lose weight, get on the scale every day, take a photo and post it on facebook and after a while people are gon na, be like hey.

Congratulations or why are you doing this? You keep putting on weight or you've stayed even stop eating bad food eat more good food? Hey, let's exercise together now you might say whoa that would be extreme, but what do we know? My son says to me dad. I want to get into college x. I say that requires a gpa of y you're, currently at z, and he says i know, but i don't like doing homework and i say no one does son, but instead why don't we create a little accountability where we meet every couple days and we just look At your gpa and we look at your homework and we follow up, and you know what happens when you measure performance performance improves and he got into the college he wanted to go to and he was able to turn it around because he started tracking and measuring Tracking and measuring is the key. What do i want you to do between now and the end of the year? I want you to get an appointment, setting board up on your wall, because you know you got to do four buyer consultations to one closing.

You got to do two listing appointments to one closing and you know you want to do 24 transactions and it's half buyers have sellers. It's a math equation. You know you need to talk to six people every day. What? If what? If all of that was up in visual monthly quarterly and for the year and you tracked and you measured and you held yourself accountable, you had it at your home, you had it at the office and maybe just maybe you tell your spouse when i do all This i earn that much money and we save this much.

But if i don't do this work, we don't get all the money and we go more in debt boy. If you want to talk about accountability, it will happen. Instantaneously use your coach use, your manager, use someone, but get it up and get it visual. Remember, vague people get punished and life rewards the specific ask.

So that's the success formula now you know what to do. There are no excuses. I'm asking you to get into massive action, make a comment below. Let me know what you think share this with a friend and hey you've been watching this for a while.

Now have you gone to my google page and written a review? I'd love it. If you would just google tom ferry find my page and give me some feedback, let me know how i'm doing i appreciate you always hey it's november, we got 44 days left. You got plenty of time to do everything i just said and start flexing that muscle of success i'll see you next week. Remember always your strategy matters, and now, more than ever, your passion.