Shandrew Associates

Providing professional real estate consulting services to help you succeed in today's challenging real estate market. DRE Lic # 00515894
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Goals:  Why are they important?

      
          
Setting goals is a vital part of everyone's life. It is one of the most effective ways to accomplish the things that are important to us. 
          
Imagine taking off in a plane with no set destination. We would fly around aimlessly until the plane runs out of fuel and falls from the sky. Without goals or a  destination we would wander and never get anywhere until our fuel is spent and we crash.  
          
Without goals we wouldn’t know where we are heading or know when we reached our destination. Our goals not only tell us where we are going but tell us when we have arrived. Goals give us purpose and something to work toward. Without a goal, why even put forth the effort?  
          
Accountability - It really does make a difference!     
          
The word "Accountability" has many definitions and connotations depending on who you talk to or what their position in life is. Accountability for our purpose is defined as "Person A is accountable to person B and is obligated to inform person B of his/her intent, decisions and the justification for them, and to suffer whatever the consequences are for failure" 
          
A recent market research survey (Integrity Solutions 2009) of over one thousand diverse companies both in size and industry in North America, Europe and the Pacific Rim revealed that performance increased significantly when people were held accountable.  
          
This and many other studies clearly supports the concept that converting knowledge into performance requires accountability in practicing and applying what is learned. Accountability enables us to be responsible for delivering the desired results. 
          
The Three Keys to Success:       
          
Knowledge:  Knowledge provides the ability to implement our ideas  
          
Focus:  Focus provides the ability to define short and long term goals
          
Accountability: Accountability enables the responsibility for delivering the desired results. 
          
How the program works       
          
The Agent Development and Accountability Program (A.D.A.P.)  contains all of the tools, forms and other materials that are needed to fully implement this program. To navigate to the various sections simply click on the links that appear in the left hand margins. 
          
You will have two (2) versions of the A.D.A.P. program (Management Version and Agent Version).  The Manager version (ADAP-Mgr) is the one you are using. The Agent Version (ADAP-Agent) is for you to give to the agents who are enrolled in the program. The Agent Version is identical to the Manager version with the exception that it does not contain any of the sections that are for Management use Only such as the overview, implementation, accountability meeting agenda and the accountability chart. 
          
Create a folder on your computer under "My Documents" titled "Accountability Program" and store both copies there. As you work with each agent, you will create additional folders UNDER the Accountability Program file folder and name each folder by the last name of the agent. 
          
Before giving an agent their copy of the ADAP program you will need to take a couple of steps.  First, create a folder named after the agent under your master "Accountability Program Folder."  Save a copy of the Agent Version to that folder but as you do so, change the file name from name from ADAP-Agent to ADAP-Agents Name. For example, if you have an agent by the name Sam Stryker, you would have a folder with his name and then save the ADAP program as ADAP-SSTryker in that folder.
          
You can print one section at a time or you can print the entire workbook by clicking "entire workbook" in the print dialog box. We recommend that you print only those sections you need or will use at the time.  
          
When you initiate the program and begin your one on one sessions, give each agent their individual copy of the program. Instruct them on how to enter their specific information into their own copy and show them how to e-mail a copy to you as each section is completed.  
          
Each agent MUST complete the Questionnaire and the Profit Planning sections in Excel. Once those two sections are completed, the remainder of the process can be done by longhand.  
          
As the data is entered into the Questionnaire section, the information will carry forward to the Profit Planning section. Once the Profit Planning Section is completed the data will carry forward to the remaining sections. 
          
The program works more effectively if you, as manager & coach, set up a master folder on your computer titled "Accountability Program" In that folder, create a separate folder for each agent as well as a folder for your copy of the program. As each agent completes his/her sections, have them e-mail a copy to you so you can review the information and print out the necessary forms as they are needed. By following this process you will be able to track each agent as they progress through the program and, at the same time, have a file containing their planning goals. 
          
As each agent completes the Questionnaire or the Profit Plan they should e-mail their copy of this program to you. Save it in the agents file for future use. Each time you save a copy from your agent's) you can overwrite the prior copy. (See implementation Steps 4-6.) 
          
Review the implementation section carefully and take the time to study the various sections of this program so that you thoroughly understand them and how the process is to work. 
          
Summary        
          
The purpose of the "Agent Development and Accountability Program" ( A.D.A.P.) is to bring together the three keys to success. It is absolutely necessary to blend all three into a cohesive program. Coaching and training alone will not work, Focus alone will not work and Accountability alone will not work.  
          
With Coaching and Training we add knowledge and the ability to perform and implement. When we add Focus we provide the road map using  short term and long term goals. When we add accountability we provide the fuel necessary to reach the destination. 
          
For more information on coaching and agent development, contact Shandrew & Associates and ask for the 
Coaching and Agent Development handbook.      
          
All three KEYS must be in place for any plan to succeed!