It’s the second week of February—how are you feeling about those New Year’s goals you set for 2025? If you’re like most people, you might already be feeling that familiar urge to throw in the towel – or already have! In fact, studies show that by the second week of February, 80% of people have given up on their fitness resolutions. It’s easy to let those initial bursts of motivation fade, especially when life gets busy and the grind sets in.

So, what about your business goals for this year? Have you already started to feel discouraged? Are you struggling to keep your discipline high, even as the year rolls on? Let’s talk about how you can avoid the typical pitfalls of goal-setting and set yourself up for lasting success.

The Discipline Trap

Most people try to chase their goals through sheer willpower—what I like to call the “discipline trap.” This is when you rely on your own strength to muscle through each day, pushing yourself to do things you don’t feel like doing, even when your energy is running low. Sure, discipline can get you moving for a while, but here’s the truth: it drains your energy and doesn’t build long-term success. All that push and resistance wears you out, quickly!

For example, think about how hard it can be to stick to a fitness routine when you’re using pure willpower. You might hit the gym for a week or two, but eventually, the energy runs out, and you’re back to square one. The same thing happens with business goals. Whether it’s closing more deals or prospecting more clients, depending on raw discipline to hit your targets will eventually leave you feeling burned out.

The Habit Hack

So how do some agents manage to grow their production every year?

Here’s the secret that only about 20% of people know: It’s not discipline that will help you achieve your goals, it’s habits. Once you’ve ingrained a habit, it becomes second nature—it takes less effort and energy to maintain. And when you focus on the habits that support your goals, your new habits will help you hit your targets without constantly relying on discipline alone.

For example, let’s say your goal is to sell one more house every month. If you focus on the goal itself, you might feel overwhelmed trying to find one more buyer and feel both drained and defeated. But if you focus on the habit of holding an extra open house every month, the goal becomes easier to reach because it’s built into your routine.

Focusing on the Right Habit

The key here is to shift your energy. Instead of obsessing over the outcome, put your energy into forming the right habits that will naturally lead you to success. If you want to lose 10 pounds, for example, don’t fixate on the number on the scale. Focus on the habits—going to the gym three times a week, meal prepping, or making healthier food choices. These habits will lead to the goal, but the goal itself won’t be the main focus of your energy.

So, how can you apply this principle to your real estate business? Start small. If you want to close more deals, consider what habits will help you get there. Perhaps it’s dedicating an extra 30 minutes each morning to follow up with leads, or attending more networking events to grow your connections. Whatever habit you choose, focus on making it a regular part of your routine.

The Power of Habit Stacking

If you want to take this a step further, I recommend reading Atomic Habits by James Clear. One concept from the book that changed my life—and my business—is called “habit stacking.” This simple technique allows you to pair a new habit with an existing one, making it easier to adopt and maintain. By ‘stacking’ one healthy habit on top of another healthy habit, new behaviors – and outcomes! – become easier to foster and maintain.

By stacking habits in this way, you make positive behaviors automatic, and over time, they can completely transform the trajectory of your life and business.

The Outcome

If you feel like you’ve already fallen off track with your goals, don’t worry. Re-focus your efforts on creating habits that will naturally lead to success. With the right habits in place, your goals will be achieved with much less struggle and much more ease.

Remember, it’s not about willpower—it’s about consistency and habits. Start small, stay committed, and watch how your habits begin to work for you.