Summary: “I needed to know what I was working for each day, especially on days when it was really tough (people wouldn’t want to talk to me, 19/20 of the people I rang each day would say no to me), so I set clear tangible goals, and I looked at them every day. An example of small goals would be a coffee from a cafe if I did my 20 calls. If I only did 19, I had to have instant coffee. An example of a medium goal would be to get 5 listings per month and take my girlfriend out of dinner to a nice restaurant. "
