Why Being “Ahead” of Your Real Estate Goals Might Actually Be Holding You Back

I wanted to share a talk that I shared during our team meeting this morning and it was around the 15/25/30/30 rule. 

To start, the above numbers represent what % of deals close in each quarter of the year. So for us in Michigan, about 15% of the closings for the year happen in the 1st quarter, 25% in the second and so on.. I helped them understand that they don't need to be 25% of the way towards their goals right now and you probably don't need to be either. 

Here's how you figure this out for your market. Pull the closed data for each quarter in the last 5 years (gives a good average) and figure out, on average, what percentage of the annual business closes in the 1st quarter in your market and just make sure you are at or beating it. Here's my recommendation, depending in where you are in relation to your goals and the closed business in your market this year:

If you are behind, write a plan to kick the 2nd quarters a$$ to get caught up but do NOT lower your goal (yet).

If you are on pace, don't change a thing, keep playing offense and keep doing what you've been doing. 

If you are ahead... I am concerned for you. The mind naturally will cause you to produce less when you are ahead so therefore I want you to increase your goal, even by just a bit so you keep chasing it. Essentially, I want you to act as if you are playing catchup, even when you're ahead! 

Lets assess where we are this week and get to work on those 2nd quarter action items and in the meantime, make it an unreal week!