Ask the Expert

Dividing goals can get originators on the right track

Ask the Expert

Part III: I did not make the money I wanted to make last year. The transition from refinances to purchases was really tough for me. I don't want to struggle for another year in 2019. What can I do to right the ship? —David from California

Last week we covered the most important step, which is self-assessment. Now we will segment our goals into three categories which run the full spectrum from the day-to-day to the broader vision of the future:

  • Long-term goals

Long-term goals are comprised of what are you trying to achieve in the long run. Too many times we plan to do a certain amount of business, but we have no idea if that achievement is going to help us get to where we need to be in the long-run. If you don't know where you are going, how will you know when you will arrive? We need to understand our direction on important topics such as health, retirement, finances, quality of life and more.

  • Intermediate goals

The intermediate goals represent our yearly objectives. We are not only talking about how much money you are going to make, but how you are going to get there. How many leads or relationships do you need? What adjustments do you need to make? Paring down your own debts, for example?

  • Short-term goals:

These are the specific steps you need to take on a daily basis to help you achieve your intermediate goals. Who are you going to call, meet with, or email—and when and how often are you going to do it? You must have a daily plan to guide you. And that plan must be adjusted every day.

Next week, in our final segment, we will discuss implementation. —Dave

Dave Hershman has been the leading author and a top speaker for the industry for decades with six books authored and hundreds of articles published. His website is If you have a reaction to this commentary or another question you would like answered in this column? Email Dave directly at [email protected].