How to Get and Keep Momentum to Raise Your Sales Numbers

 Bubba Mills  |    September 07, 2017

Life coach and motivational speaker Tony Robbins once said, “Success comes from … persisting. What simple action could you take today to produce a new momentum toward success in your life?” 

Today’s topic is momentum. It’s one you don’t hear a lot about, but I think it is — without any doubt — one of the most important determinants in whether or not real estate agents are successful. 

Not to get too technical, but physicists define momentum as the quantity of motion. You’ve heard the old saying, “When it rains, it pours.” Those who know me know I prefer something like, “When the sun shines, it sparkles.” I’m a positive guy!

Another analogy: every year I drive my RV cross country. When I go through Flagstaff, Arizona, I meet some massive hills. My RV isn’t like a sports car — when I see a big hill, I have to get strategic so I can make it over. In short, I have to use momentum — my quality of motion. The minute I take my foot off the gas, my momentum vanishes.

And I’m sure you’ve heard athletes talk about “being on a roll” after a winning streak. They also talk about their confidence — a nice by-product of momentum. 

Anyway, my point is momentum is real and it’s also relevant in the world of sales. I bet you can think back to a month where you just tore it up, selling houses left and right. You may even know your personal best numbers — that month you sold 50 houses! 

Of course your thought after an achievement like that is, “Gee, it’d be so great if I could sell 50 houses every month — keep that momentum going.” 

Well, I have some good news for you: there are ways to do exactly that! Here are some practical steps you can start taking today to get momentum, keep it and use it to raise your sales numbers.

Know what you want: It may sound overly simple, but I can’t tell you how many people I meet who fail to get clear what it is they truly want. Get specific. How many homes do you want to sell annually? How much money do you want to make? How many hours do you want to work? How many vacations do you want to take? The more specific, the better. 

Understand where you are: Before you can hit the road toward your goals, you need to assess where you are today and decide specifically what you need to get where you want to be. Maybe you’re lacking some key skills in technology, for example. Perhaps a class in search engine optimization would help. In particular, think about your strengths and weaknesses and learn how to use the former and improve the latter. 

Create an action plan: After each goal, write steps that need to be taken to move you closer to the goals. Remember the acronym SMART. Make each element of your plan Specific, Measurable, Achievable, Relevant and Time-specific. 

Develop the right mindset: You can stack goals and action plans to the moon, but if you don’t believe you can achieve them, it’s all a waste of time. Take time every day to ensure you keep your thinking positive. Your mind can be your worst enemy or your best friend. The key to remember is — the choice is yours. You choose every day how you’ll approach your life.

What are your questions about getting momentum? Are you doing all you can to achieve momentum in your career? And if you get momentum, are you doing the right things to keep it?

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (, 800-957-8353), an international real estate, mortgage and small business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit

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