The Two Activities You Must Do To Hit Your Goals in 2026

Every year, agents set goals with the best of intentions.

And every year, many of them stall, not because they aren’t capable, but because they try to do it alone or focus on the wrong things.

If you want 2026 to be different, there are two activities you must commit to. Not once. Not occasionally. Consistently.

1. Prospect and have real conversations

Success in real estate is built on conversations. It doesn’t matter who you’re talking to: Expireds, FSBOs, past clients, friends, or family. What matters is that you ask.

The more conversations you have:

• The more leads you uncover
• The more referrals you generate
• The more appointments you schedule

When you’re speaking with people you don’t know well, your goal is simple: keep them talking long enough to build rapport. The best way to do that is by asking open-ended questions: who, what, where, when, why. Be curious. Listen closely. Use their answers to guide the next question instead of sounding like you’re reading a script.

When you’re talking with people you already know, set real estate aside at first. Express genuine care and interest. Listen. When it feels natural, gently shift the conversation.

Floyd taught us to say:

“I’m expanding my business and I need your help. If you were to run into someone thinking of moving, would you feel comfortable sending them my direction?”

Don’t get hung up on the exact words. Be yourself. Ask in your own style.

And when they say yes, ask the question that matters most:
“Who do you know who…?”
Fill in the blank with the type of client you’re looking for.

These conversations can happen by phone, in person, or online. The key is committing to having more of them. One of the easiest ways to stay consistent is to partner with someone else who wants to earn more. Set a time, get on Zoom, and make the calls together.

2. Build your skill level

Even if you’re already good, skill fades without use. And the only way to get better is to work on the areas where you feel the most resistance.

Look back at your activity from last year:

• How many listing appointments did you attend?
• How many of those turned into listings or buyers?

If your close ratio was 100%, you probably didn’t go on enough appointments.

Now make a list of every appointment that didn’t convert. Next to each one, write the reason in just a few words:

• “Friend in the business”
• “Needed to get the house ready”
• “Wanted to overprice”

That list tells you exactly where your skills need strengthening.

From there, commit to practice. Role-play with a partner. Listen to strong dialogue. Repeat it until it becomes reflexive. When you’re sitting at the kitchen table with a client, the right words should come naturally and not feel forced.

You don’t have to do this alone.

The most successful agents surround themselves with others who are committed to growth, accountability, and skill development. Reach out. Partner up. Practice together. We have a handful of open spots remaining for this semester of coaching. It's $165/month to build all the skills mentioned above. Create the year you want, one week at a time.

That’s how goals turn into results.

The Floyd Wickman Team Blog by Mary Pallin