If there was one big idea that took my business from good to great, changing the trajectory of my life and Vesta forever, it was the implementation of a success journal. 

I often speak for the mastery of controlling your controllables and MMAs (Money Making Activities). Think of MMAs as the daily fuel and the success journal as the engine driving your entire operation.

Here’s how it works. 

Your daily activities are categorized into three segments:

  1. Morning MVP
  2. Proactive/In the Moment 
  3. Results

Each day, you’ll track the activities you complete, giving you the documentation and accountability needed to reach your goals. 

success journal

For an editable copy of my success journal, click here

Morning MVP Activities

The morning MVP activities are not directly related to your business, but instead focus on building the right attitude. Since 70% of your success depends on your attitude, this has to be a main daily focus. 

So, what makes you feel great and empowers you to have a killer attitude?

  • Working out? 
  • Eating well? 
  • Watching a show? 
  • Listening to a podcast or audiobook?

Whatever it is, write it down in your success journal. And keep yourself accountable every day.

Proactive Activities

These are activities you need to do to get in front of new prospects (buyers and sellers). For a real estate agent, those could include:

Proactive activities ensure your pipeline is always full, no matter what type of market you are experiencing. 

In-The-Moment Activities

These are actions you need to take during interactions to give yourself a higher chance of success. For example:

  • Asking for referrals while speaking to past clients
  • Asking closing questions while on appointments (“Should we go put an offer in?”)

So many agents leave business on the table because they don’t commit to in-the-moment activities.

Results

Results are not something you can control. Rather, they’re the outcome you want: more sales! 

You can’t force people to buy a home, but you can control how many people you call (proactive activity), and asking the right questions to help them write an offer on the right property (in-the-moment activity). 

You still want to celebrate your wins, so definitely document the results in your success journal. 

Document and Reverse-Engineer Your Goals

Now, the secret to making your success journal work is consistency and documentation. Your goal is to understand how many activities you need to do on a daily basis to get the results you are shooting for. 

For example, if you want to sell 100 homes this year, you must first calculate how many proactive calls you need to make to new prospects to get an appointment set, and then translate those appointments into contracts.

Let’s say you figure out you need to call 100 new prospects to get one new buyer to commit to a tour. From there, you know you need three buyers to commit to an appointment before you sell one home. 

The math will work out that you need to make 300 calls to get to one home sold. 

So, you need to make 30,000 new prospect connections to get 100 homes sold this year—meaning you need to make 115 dials a day every Monday through Friday to achieve your goal. (That is, if you only rely on one metric to sell 100 homes.) 

If 115 dials are too many for you, then set a smaller target to start with and build your goals from there. 

The success journal is your pathway to success. It’s your guiding light and will keep you honest. If you don’t make your calls, you won’t hit your goals—and vice versa. I’ve proven this works, and I now run the number one independent real estate team in Illinois. 

Head up, shoulders back, and make today great!