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How to get that big win

22 July 2019 Hafizah Osman

Getting a big win is more than just sales. It involves strategic planning and setting goals, according to real estate business coach James Short.

Mr Short said smaller achievements and milestones pave the way towards that one big goal, but they are just the stepping stones to bigger and greater things.

“The more achievements you get during your journey, the stronger the foundation you have of being able to get to that main goal. Long-term goals are those between five and 10 years. But what about those goals that can be achieved in more than a year but in less than five years?” he said.


“Those goals in the middle of the business mountain that we are climbing? This is where the next stage called the three-year planning comes into play.”

According to Mr Short, short-term goals will lead to the success of a three-year goal, which will then lead to the main big goal.

“Just like with the 90-day planning, the three-year planning will help you stay on track all the way to the big prize,” he said.

“Think of it as your second base camp when climbing the business mountain where your short-term goals are the main base camp.”

Setting a three-year vision

The first step in this process is to set out what the business needs to achieve in the next three years.

“Think of what you want to achieve in those three years. Keep in mind that those three-year goals should be in line with your long-term goals,” he mentioned.

“It is also essential that your short-term goals are in line with the goals within the next three years. Always remember that they need to complement each other if you want your planning process and the execution to be as smooth as possible.”

Having a one-year vision

But Mr Short said a lot can change in three years, and to make sure that the three-year vision is achieved, they need to be broken down to one-year goals.

“This way, you can make smaller adjustments depending on the current business environment. It is about being flexible and being able to adapt to any situation,” he said.

“This will also benefit you by keeping you motivated and connected to your long-term goal. Think of it as giving you a taste of more good things to come.”

Mr Short suggested that the planning process should involve the team.

“Do not be afraid to throw ideas out there during planning sessions. Collate all of them and filter them down to the best ones. Encourage your team to voice out any concerns, as you can miss out on some important or key details during this process,” he added.

How to get that big win
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