By Toby Welch

For the past 12 years, broker Glenn Wildenmann has annually ranked in the top 10 salespeople with Groupe Sutton Performer in Pointe Claire, Que. In 2013 he was the No. 1 producer in his office. He plans to start 2016 off strong.

“The holiday season is a great time to rest and recharge. The trouble comes when those few days off lead to a few more days off and even a few more days after that. Before you know it you’re well into January and For Sale signs start popping up throughout the neighbourhood – but none of them are yours! Don’t allow yourself to suffer from a holiday hangover.”

Glenn Wildenmann
Glenn Wildenmann

Wildenmann continues, “Selling shouldn’t be a desperate sprint but rather a well-paced consistent marathon. The key is goals and rewards… but how? Set great goals – achievable but great. I like to break goals into milestones, which make them realistic and not overwhelming. As the old joke goes, “How do you eat an elephant (overwhelming)? One bite at a time (achievable)!”

Wildenmann suggests a few ways you can accomplish this:

  1. Set up a buddy system. “Even if you don’t work with another agent, find someone like-minded and whom you are comfortable with. Make a plan to call and meet each other regularly. There is a responsibility and accountability that is mutually beneficial and will help you overcome holiday inertia,” he says.
  2. Attend a seminar. Find one at the beginning of the year and go. “Allow a superstar to kick-start your season and wake you from your turkey coma.”
  3. Set up your own reward system. Companies do it for employees. You are self employed, your own boss, so reward yourself. Make your very own “wish list” and a corresponding milestone that is just for you.

I collect hockey memorabilia, but I also have a wife and four daughters so it’s hard to justify spending money on a signed stick, jersey or classic card,” says Wildenmann. “I set up my own system where after five closings, for example, I buy myself a little something. I achieved a goal and now I can afford to do it. I stay motivated and my office looks pretty cool, too!”

If you watch Canada’s Worst Driver, you know that you have to look in the direction you want to go. Focusing on the year ahead, start by looking back. Take into account everything you accomplished in 2015 and establish a list of goals for 2016. It is vital that you spend some time planning where you want to be at the end of this year. That will give you a roadmap to follow to success. Starting today, get moving in the direction you want to go.

Push yourself out of your comfort zone, because that is when the magic usually happens. Hate cold calling or following up on Internet leads but know it will be a boon to your business? Pick up the phone. Always wanted to become a real estate public speaker but have never given a talk? Sign yourself up to give a presentation. Join new organizations, try new pastimes. Action yields results.

Surround yourself with positive and successful people. Spending time with negative colleagues or whiners – you know who they are – will keep you mired in a mental state where great things don’t easily happen. Where to meet others in real estate who have reached the heights where you want to be? Consider attending real estate conferences, conventions and networking events and reaching out to inspiring people in your network that you’ve lost touch with.

Make a conscious effort to spend time with people who are doing what you want to do in the future. Carry the positive people guideline into your personal life, limiting time spent with friends and family who leave you feeling mentally drained. Follow the positivity through to your working environment. Does your office energize you or is it uninspiring? Do whatever is necessary to create a work space that sets you up for success.

Zac de Silva
Zac de Silva

Zac de Silva, who was named 2014 International Coach of the Year by The Coach Institute in America, is the founder of, a software program that helps people make forward progress every week.

“As we all know, Rome was not built in a day and neither is business (or personal) success. As long as you are doing something weekly about getting to where you need to get to and you consistently think about how to get around the obstacles that will be thrown your way, you are likely to be on the right track,” says de Silva. “I have found with my clients that getting better and better is not really that hard – it’s just about getting into the process of constant improvement and recognizing that not everything is rosy and can be improved. Facing reality, thinking of greatness and what you could be, and then doing something about moving closer to that state is what will make you the success you want to be.”

The most common excuse people cite for not reaching their goals is a lack of time. Yet we all have the same 24 hours in a day. The difference between successful and unsuccessful people is how they choose to use those 24 hours. Spending three hours watching TV, trolling Facebook with no time limit and passing hours playing League of Legends all but guarantees that you may not be living up to your potential. If such things are a problem for you, consider cutting the time you spend doing them in half and once that becomes routine, cut the time in half again. Get a grip on your time management.

Start now to make this year unforgettable. Stop making excuses, formulate a plan and get out there and kick some ass. Ready, aim, fire!


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