Making Good Agents Great: Goal Setting

Making Good Agents Great: Goal Setting

Goal Setting Can Be Tricky

You want to be your best so you can serve your clients at the level they deserve. In order to achieve that, you need to have a goal. We’ve discussed a couple of different ways good agents can become great agents, but goal setting provides you with another opportunity. Goals let you see where want to go, how you want to improve, and in what ways it will benefit both you and your clients. However, you need to be careful when it comes to goal setting so you don’t let your goals actually undermine your progress. 

The benefits of goals:

  • Gives you something to aspire to
  • Pushes you and your team to achieve them
  • Sets where you want to go and what you want to achieve
  • Helps keep you on track
  • Keeps you honest by setting deadlines
  • Increases productivity

The downfalls of improper goal setting:

  • Gives you goal-based tunnel-vision
  • Depletes morale and performance if the goal is too lofty 
  • Promotes unethical behavior and cheating
  • Changes goals to “demotivators”

Now, this doesn’t mean that goals are bad and that you shouldn’t set goals—quite the opposite actually. You should set goals. Goals are especially important in sales-centered careers like insurance because they help create the drive to grow your business. Plus, our brains are wired to seek rewards and achieving your goals is one of the best rewards you can earn. 

There are ways to set goals that will help lessen the threat of the goal side effects; you just need to be mindful of your goals and how they are affecting you and your team. If you’re a little wary, here are some things you can do to make goal setting and goal pursuance as positive as possible. 

  • Break the goals down. If you have big, lofty goals, then break the goals down into smaller, bite-sized chunks that are more easily digested. Smaller goals and deadlines help you and your team feel better about pursuing lofty goals because they’ll provide steps along the way. They will also keep you on track to help you complete the goal, so you are less likely to suffer the pain of goal failure. 
  • Make the goals flexible. Once you set your goals, make sure the deadline and the goal itself are somewhat flexible. If you start to notice that your team can’t achieve the goal in the allotted time, brainstorm about what you can do to modify the goal so you can achieve success. Have regular meetings with your team to see how everyone is feeling about the goal and work together to decide if your goals need tweaking. 
  • Work as a team. If you have a team around you, then make sure you include them. It makes the whole process easier and more fun. Use each other to stay motivated and remain positive. A couple of bad months doesn’t mean the end—it’s just a chance to learn.
  • Stay in touch with reality. It’s easy to lose sight of the big picture when you are goal-focused, and it’s also really unhealthy. Give yourself mental reality checks to remind yourself of the big picture and why you chose this goal. It will help you avoid goal-based tunnel-vision and keep you from cutting corners in pursuance of that goal.
  • Make them meaningful. Don’t copy and paste someone else’s goals, or adopt a goal because a book or someone else tells you that should be your goal. Think about your overall purpose in your business, what is meaningful to you & what your definition of success truly is, not what you may be told it is. Making sure your goals reflect your individuality and purpose increases the likelihood you will reach them. 

Goals are important, but just because you don’t achieve them does not mean you’re a failure. Keep in mind goals are made to challenge yourself and push yourself. If you chose something too big, then re-focus and tone it down. Regardless, do what feels best for you. If it doesn’t feel right, then it probably isn’t. 

Not sure where to start with your goal planning?

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Allison Babberl

By Allison Babberl on December 6, 2016 in Productivity

Allison is the Marketing Content Specialist at AgencyBloc. She creates educational content and designs videos to promote AgencyBloc's resources to help you organize, automate, and grow your insurance agency. Favorite quote: “Conversation is the bedrock of relationships. Without it, our relationships are devoid of substance.” -Maribeth Kuzmeski  More articles


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