Begin with the end in mind for better clarity in obtaining your goals. This is an exercise that will force you to focus on exactly what you must do to obtain what you want.

For loan agents this might be listing first your highest goal, i.e. "closing a loan" and then listing (in reverse order) what is necessary in the process of a successful closing. i.e. "9. Close the loan", "8. Get the documents signed" etc. The last item in your list (the first thing you would actually do) would be something like "1. find ways to get prospects".

As you struggle to build your list in reverse order, don't get frustrated or think that it has to be perfect or have every little detail, this is only the first half of the exercise. Going in reverse order (beginning with the end in mind) is the key to the exercise and will unlock your creative ability and allow you to stay focused on each step. When you get your list completed, now rewrite the list in forward order. i.e. "1. Find ways to get prospects", "2. Make list of past clients", "3. Develop letter to ask for referrals" etc. Now as you write your list in forward order you can tweak, add or delete items that need editing. When finished, you will have a focused road map to achieving your goals. After you are done, you will want to do the same for other ways to find prospects and other goals you have.

This article is a perfect example of "beginning with the end in mind". I am president/ceo of a real estate appraisal company and used this exercise to brainstorm how to get more appraisal orders by serving potential clients. Since loan agents are the majority of our clients, I started with them in mind (or...I started with the end result in mind) "make new loan agent clients". Below, for example, is my most recent exercise in forward order: chas writes articles that help loan agents get more loan prospects chas publishes to websites that appeal to loan agents loan agent is drawn by the article topic loan agent reads article loan agent clicks on Leeper Appraisal Services web link loan agent is encouraged by "LeeperAppraisal.com" website to order appraisal, get quote, get free comp check or read other articles etc. loan agent orders appraisal loan agent becomes a client of Leeper Appraisal Services and they all live happily ever after...

About the Author
Chas W. Leeper, SRA has been a real estate broker for over 30 years; a certified and designated real estate appraiser for over 20 years; an author, sportsman and grandparent. He is currently the CEO of Southern California Real Estate and Appraisal Inc. More information about Mr. Leeper can be found at : http://www.leeperappraisal.com/principalappraiser.htm