An achievement thermostat is a metaphor for your current performance baseline. Like a thermostat, your activity levels, sales numbers, or results naturally oscillate around a set benchmark.
If you’re in real estate—or any business—you may have experienced the highs and lows of your results without fully understanding why. The concept of an “achievement thermostat” can explain why performance often feels like a roller coaster and how to gain control over your results.
What Is an Achievement Thermostat?
An achievement thermostat is a metaphor for your current performance baseline. Imagine it like a real thermostat in your home: it cycles in and out to maintain a set temperature. Similarly, your activity levels, sales numbers, or results naturally oscillate around a set benchmark.
For example, if your real estate business typically averages 30 calls per week, your thermostat is set at 30. When you try to make 120 calls per week, it may feel foreign and require discipline because your internal baseline—or thermostat—is much lower.
How the Thermostat Impacts Your Results
The achievement thermostat affects how your business performs over time. Here’s what typically happens:
Oscillation: Your performance cycles above and below your set level. When you exceed your usual output, your “thermostat” pushes back, and you may unconsciously reduce activity.
Flat spots and spikes: Just like a roller coaster, you’ll have months of high activity followed by slower periods, even if your overall goal is growth.
Natural baseline: Your current activity and results are tied to your existing habits, skill levels, and mindset.
For real estate professionals, this can apply to number of listings, sales calls, or closed deals per month or quarter. Recognising your achievement thermostat allows you to understand why results aren’t consistently high, even when you know the strategies to succeed.
Two Ways to Reset Your Thermostat
There are two main ways to shift your achievement thermostat and raise your performance level:
1. Set a New Benchmark
The first approach is to increase your thermostat to a new level. This might mean aiming for a higher number of calls, listings, or sales. While you’ll still experience ups and downs, your oscillations occur at a higher performance level, ensuring overall growth.
For example, if you move from 30 calls per week to 50, you’ll need discipline to sustain this new benchmark. Over time, it becomes your new baseline for success.
2. Put Your Thermostat on an Incline
The second, more advanced approach is to create a gradual incline rather than a flat benchmark. This means setting your performance goals to increase steadily over time, even if there are some flat spots along the way.
This incline approach ensures consistent growth, helping your business move from flat periods to an upward trajectory. For real estate professionals, this could mean gradually increasing hours worked, client interactions, or listings over 12 months, ensuring sustainable improvement without burnout.
Remember, every high-performing real estate professional experiences ups and downs—but those who understand and adjust their achievement thermostat consistently move upward.
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