If you have been following along in my posts about selling to Realtors, we are at the point were we have actually made a sale! Now that you have one Realtor on your side, the next step is build a long term relationship with them, and others in their office. The first step toward building this relationship is to establish a set of goals for what you want to accomplish with this account. Here are some pointers for setting these goals.

1. Focus your goals on specific accomplishments. For instance “I want to set up a one-on-one interview with 3 new agents in this office before the end of March”. Detail a deadline for your goals to create urgency in achievement.

2. Set goals that you know you can accomplish. Goals need to be a challenge, but they also need to be set at a level where you can visualize a path to achievement. Goals set to high usually will only end up encouraging you to give up on them.

3. Set your goals with the reward in mind. The point of setting up those one-on-one interviews in step one is not to meet Realtors, it is to get business from them. Whatever your goals, always keep in mind why you set that goal. That will better motivate you to achieve it.

Todd Carpenter - lenderama