*Goal Setting
One of KJF Partners’ Core Values is:
“We are driven by our personal commitment to create value for our investors,
tenants, teammates and brokers.”
To serve our broker partners, we send occasional emails that focus on lessons I’ve learned through my brokerage history or observations from my current role on the principal side of the business.
Brokerage is a very challenging business, and quality goal setting can lead to effective habits and a successful career.
Choose goals that are accomplished with great habits:
As the new year begins, setting goals for 2026 and developing a plan to achieve those goals becomes a primary item on many of our agendas. Brokerage is a business frequently driven by monetary targets, and in my recent conversations with brokers, many are setting their primary goal(s) based solely on the money they’d like to earn in 2026. Brokerage has taught me that earnings during a calendar year may or may not be based on good habits – but good habits eventually lead to consistent earnings and a great career.
I believe your goals should:
1) lead you to long-term success,
2) be totally within your control to accomplish, and
3) be reasonably achievable.
Brokerage has many “landmines” that can kill deals even if the broker has done everything right. Deals dying is part of the business and can greatly affect short-term earnings. For that reason, I believe it’s empowering to set goals based on the habits that will lead you to achieving your monetary benchmarks.
Set goals that you believe will lead to the income you hope to earn. Those items may include outgoing calls, seller meetings, or listing proposals presented. If you’re not clear on what those activities should be, work with your mentor, other successful brokers, or managers to develop a clear understanding of the relationship between specific actions and your earnings targets. Break those actions down so they become your primary focus on a daily & weekly basis, and drive yourself to hit those goals with the knowledge that the habits you create will help ensure a successful year –and career.
An example and a couple of questions:
Tom and Stacy are both brokers who hoped to reach a specific income level for the year. Tom set only a monetary goal for the year, while Stacy set her goals based on achieving 4 target investor meetings per week, or 200 Seller meetings during the year.
Tom chased every deal and every buyer, and closed deals in April and September. Those deals generated the income number he had hoped for the year, so Tom cruised through Q4 “feeling” fat and happy.
Stacy also hit her goal of 200 seller meetings. She generated many proposals/BOVs, built a full pipeline of salable listings, completed several closings, and has enough deals in escrow to reach the income level she hoped to achieve.
THE QUESTIONS:
Who is better prepared to repeat their success and continue to grow in the following year?
Who do you most resemble?
What changes will you incorporate for 2026 to help you build the career you desire?
I hope you set goals this year that are built on the habits that will make you successful.
Have a great holiday season and Happy Hunting in 2026!
Joe
If you would like to review additional This Principal’s Perspective topics, the link below will take you to the blog section of our website:
https://www.kjfpartners.com/newsletters
PS: If you have subjects that you’d like to see become future topics for This Principal’s Perspective, hit reply and let me know what your thoughts are.
Joe Faris
KJF Partners, Inc.
Cell Phone: 949-275-5038
Email: [email protected]
Website: www.kjfpartners.com