Setting SMART Goals – Ep. 5

Episode 5 is a forward-looking episode focused around setting smart goals and planning for the future! We start by discussing some of the trends happening with the Medicare-eligible population like updates in technology, social habits, and living changes.

As the industry grows and changes, it’s important to focus on your plans for the future to ensure your continued success. As an agent, you should always be setting goals for yourself in order to grow your business and learn how to become a better salesperson.

The SMART Goal method is a fantastic way to set goals and we use it often at Senior Market Advisors. We break down the SMART Goal method step-by-step and Jessica and Sarah even take you through the entire process as they set their own goals! This way you can get an idea of what this method really looks like in action. Remember, a goal without a plan is just a wish!

Finally, to end on a positive note, Jessica shares a story about mindset and how having a positive outlook helped her cope with a negative situation. Want to be featured on the podcast? We want to hear from you! Look for the button titled “Share Your Story” and send us your motivational stories!

Setting SMART Goals – Ep. 5 Transcript

Sarah: Welcome to Selling SMART with Sarah Smith and…

Jessica: Jessica Vara!

Sarah: Today we are going to be going over some Medicare trends for 2019 and then digging into how to set SMART goals for 2019

Disruptive Waves:

Jessica: Let’s start with some 2019 Trends to Know About Seniors & Medicare Eligibles!

Sarah: As you might already guess, there are over 10,000 baby boomers turning 65 every single day and this trend will only grow as time goes on! Which is why the Medicare insurance industry is so great right now! If you aren’t already selling Medicare products, you definitely should be in order to capitalize on this growth!

Jessica: Baby boomers in particular, are going digital! Virtual Reality is now being used to recover memories and they are using technology to track health goals. Boomers are social into retirement. They are tapping into their passions and hobbies and they’re even moving into communal living spaces during retirement

Sarah: Tip: For lead generation, it’s not a bad idea to work with your local senior living facilities to plan a sales event! We will cover the topic of how to set up a sales event in a later episode!!

Jessica: And if you want to learn more about Trends to know about Seniors & Medicare Eligibles and other Medicare-related topics you can visit https://seniormarketadvisors.com/blog/2019-trends-to-know-about-seniors-and-medicare-eligibles/

All Aboard the Knowledge Train:

Jessica: If you want to sell SMART you have to start by setting SMART goals!! Setting smart goals is extremely important in life success, especially when written.

Sarah: In fact, the Harvard Business School did a study on goal setting and the graduating class was asked “Have you set written goals and created a plan for their attainment?”

84% of the class said they had set no goals at all. 13% said they had set written goals but had no concrete plans and only 3% had both written goals and concrete plans.

The results? 10 years later the 13% of the class that set written goals but had no plans were making twice as much money as the 84% of the class that had set no goals at all. But the real kicker is the the 3% of the class who had both written goals AND a plan were making 10 times as much as the rest of the class.

Jessica: In other words, set your goals, make a plan, and make more money!!!

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Sarah: Why is setting SMART Goals important?

The SMART Goal method is helpful when setting large goals for yourself. As an agent, you should always be setting sales goals for yourself and reporting back to see if you hit them and reflect on how you could have done better. Especially when prepping for AEP!

Jessica: SMART is an acronym to help you remember the steps. SMART stands for Specific, Measurable, Attainable, Realistic, and Timely. There’s a couple variations you may see around the web but those are the ones we like to use here at SMA.

Let’s go through and break down each step for setting SMART goals.

Sarah: Specific! First off, you always want to write your goals down. You may think you’ll remember but let’s be honest… you won’t. 

Your goal should be specific enough that it’s obvious, even to an outsider looking in. To really hone in on the specifics of your goal use the five W’s as your guide. 

WHO? Who is involved? Is it just you? Or will you be relying on others to help get you there?

What? What do you want to accomplish?

Where? Where do you need to be/go in order to attain your goal?

Which? Which resources do you need?

Why? Why are you even doing this in the first place? What do you hope to gain by achieving your goal?

Jessica: Measurable! You have to measure your progress as you go or else how will you know how you’re doing?

Assessing your progress as you go is important because it helps you stay focused, meet your deadlines and get pumped!!

When crafting your goal, think about how much? How many? And how will you know when you’ve accomplished your goal.

Sarah: Attainable! You never want a set a goal that’s too big to actually achieve or else you’ll just end up feeling defeated. You want to set goals that stretch your abilities but aren’t out of your reach. You should think about previously overlooked opportunities and add those into your goal setting strategy.

When setting SMART goals, think about the steps you can take to actually achieve the goal and think about how realistic it is based on any constraints in your life. 

Sometimes setting a big goal can seem a bit overwhelming so it can be really helpful to break your goal down into smaller goals and track your progress that way.

Jessica: Realistic! Realistic is similar to attainable but it’s more focused on whether it actually matches your needs. You want to maintain control over your goals and that you are setting the correct expectations for yourself as well as a healthy and realistic approach to attaining them. 

In order for your goal to be realistic, it should answer YES to the following questions:

Is it worthwhile? Is it the right time? Does it match my needs? Does it make sense for my current state?

Sarah: And finally, Timely! What’s a goal without a deadline? Always make sure you set a deadline that is realistic for you to complete your goal by. Don’t set a deadline too soon because then you’ll feel unsuccessful if you don’t meet it and you may give up. But you also don’t want to set a deadline that’s so far away that you lose track of your progress or you don’t push yourself hard enough. Find that happy medium.

It’s also a great idea to set markers along the way to help track progress. This will also help you maintain control over your goals so that you don’t let daily tasks take over longer-term goals.

When setting SMART goals, you should be able to answer these questions. When is your deadline? What can I do 6 months from now? What can I do 6 weeks from now? And what can I do today?

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Ending on a Positive Note:

Setting SMART Goals with Sarah and Jessica:

So let’s actually set some of our own SMART Goals Jessica using this method and see how we do!

Specific: 

Who is involved? Is it just you? Will you rely on others to help get you there?


What? What do you want to accomplish?

Where? Where do you need to be/go in order to attain your goal?

Which? Which resources do you need?

Why? Why are you even doing this in the first place? What do you hope to gain by achieving your goal?

Measurable:

When crafting your goal, think about how much? How many? And how will you know when you’ve accomplished your goal

Attainable:

When setting your goals, think about the steps you can take to actually achieve the goal and think about how realistic it is based on any constraints in your life. 

Sometimes setting a big goal can seem a bit overwhelming so it can be really helpful to break your goal down into smaller goals and track your progress that way.

Realistic:

Is it worthwhile? Is it the right time? Does it match my needs? Does it make sense for my current state?

Timely:

When is your deadline? What can I do 6 months from now? What can I do 6 weeks from now? And what can I do today?

Remember… a goal without a plan is just a wish!

Thanks for joining us today, we really appreciate it. Interested in learning more about Senior Market Advisors? Give us a call at 844-334-6066. Want to be featured on the podcast? Visit us online at www.seniormarketadvisors.com/podcast and share your story. 

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Sarah: We appreciate you joining us today on Selling SMART with Senior Market Advisors