Once you have set your goals and have broken those goals into manageable segments, you need to actually do the work it takes to achieve your goals. Your daily goals will not be to make a sale or to get a listing; your daily goals will be to prospect. Consistent prospecting produces consistent results, so take time every day to do prospecting. The habit will make your business more consistent.

Most agents prospect only when they are hungry. When they handle deals or have a client or customer, they forget prospecting and then start all over when they are hungry again. These ups and downs are harrowing and they do not produce a predictable income. The stress level is high and will make you feel like you're living on a roller coaster. Make it your habit to prospect every day. You will have a more predictable income and you will always have something in the pipeline. You can go from the roller coaster that most agents experience by only prospecting during the slow times, to just a few speed bumps as the market moves up and down.

Your daily list may look something like this:

• Make five warm calls

• Make ten cold calls

• Send out ten mailers

• Send out five notes to people who may refer business to you

• Take a business owner or past client to lunch (and ask for referrals)

If you have set a goal and you do not reach it, this does not necessarily mean you have failed. It may mean you need more time to accomplish it. Like water wearing against a rock, consistent prospecting appears to be a slow process, but it will give you steady results. Complete the tasks necessary for success as you focus on your goals.