What Is the Difference Between a Standard and a Goal
“The goal is the outcome. The standard is the benchmark. The habit is the activity.”
- Dan Rochon
Episode Summary
Welcome to another insight from the No Broke Months philosophy.
Working as a real estate agent can be one of the most rewarding careers on the planet. But if we’re being honest, it can just as easily become frustrating when the effort doesn’t match the income. That’s why I teach a proven, step-by-step system—so every month becomes a no broke month.
Today I want to go deep into something that often gets misunderstood:
the relationship between goals, standards, and habits.
This isn’t just theory.
It’s the foundation of how you create consistent success in real estate—or anything in life.
Goals vs. Standards (And Why Most Agents Fail on Both)
People love setting goals.
“I want to make $10,000 this month.”
“I want to teach six classes.”
“I want to close four deals.”
“I want to be more positive.”
“I want to be happier.”
There’s nothing wrong with those goals… except this:
a goal is meaningless until you attach it to a standard.
A goal says what you want.
A standard says who you are.
A goal says,
“I want to generate more business.”
A standard says,
“I lead-generate every day for two hours—no negotiation.”
A goal is optional.
A standard is non-negotiable.
That’s why I say:
“We get what we want out of life based on our standards, not our goals.”
Until a goal becomes a standard, it remains a fantasy.
How Standards Turn Into Habits (And Habits Turn Into Outcomes)
Let’s make this practical.
If you decide:
“I start every morning with two minutes of appreciation,”
that’s not a goal—that’s a standard.
You do it daily.
It becomes a habit.
That habit shifts your emotional state.
That emotional state dictates your behavior.
Your behavior dictates your outcomes.
Your outcomes fulfill your goals.
The formula is simple:
Standard → Habit → Outcome → Goal Achieved
When you understand this, success stops being accidental…
and becomes predictable.
Why You Sell Real Estate Matters More Than You Think
Inside my monthly 5-day course and quarterly 3-day bootcamp, there’s an exercise where I ask agents:
“Why do you sell real estate?”
Not the superficial answer.
Not “I like helping people.”
Not “I want financial freedom.”
We go deeper.
We ask:
What’s important about that?
Then again:
What’s important about THAT?
And again—until you hit the real emotional core.
When you reach that level, it sounds like:
“I sell real estate to pay for my daughter’s private school because that makes me a worthy dad.”
or
“I coach agents so they never have to experience another broke month because that means I contribute to the world.”
That level of clarity turns motivation into fuel.
Fuel turns into standards.
Standards turn into habits.
Habits turn into outcomes.
This is how sustainable success is built.
The Tactical Side: Daily Standards That Build a Real Estate Career
Let’s get tactical.
If you embrace the standard of:
One hour. Two hours. Three hours of lead generation daily…
…and you do it long enough for it to become a habit…
…your goals won’t just be reachable—they’ll be inevitable.
Every top-producing agent you admire has two things in common:
• Clear standards
• Daily habits attached to those standards
Not goals.
Standards.
If you want no broke months, this is how you do it.
Final Thoughts
Thanks for being part of the No Broke Months community and for joining me today.
Until the next show,
be grateful, make good choices, help someone, and have the best day of your life.
When you do, the business shows up.
The listings show up.
The clients show up.
The goals get met—because the standards were honored.
Ready to Build Standards That Close More Deals?
Take the next step and learn the system I teach to agents nationwide.
If you want predictable income—not roller-coaster income—start here:
👉 Get the Teach to Sell book:
https://www.teachtosellbook.com/
This book is your roadmap to creating habits, standards, and a business that never leaves you guessing where the next deal is coming from.
