SMART Goals: Why “Achievable” Means In Your Control

James Streit
Sep 24
2 min read

9/24/2025

SMART goals are one of the most widely used frameworks for setting and sticking to goals. The acronym stands for Specific, Measurable, Achievable, Relevant, and Time-bound. Each word forces clarity: what exactly you’re doing, how you’ll measure it, why it matters, and when it gets done.

That’s the refresher. Simple enough. Now let’s get to the part where most people stumble: Achievable.

A Quick Walk Through S, M, R, and T

Before we zoom in, here’s how the other letters look in action for real estate agents:

Specific – Vague goals vanish. Instead of “I’ll get more leads,” try “I’ll call 25 people from my database this week.”

Measurable – If you can’t count it, you can’t track it. “Book more appointments” is vague; “Book three listing appointments this week” is measurable.

Relevant – Busy isn’t the same as productive. Knocking doors in a neighborhood you’ll never sell in isn’t relevant. Targeting 100 homes in a community where you’ve already closed business? That’s relevant.

Time-bound – A deadline creates urgency. “I’ll send more CMAs” floats forever. “I’ll send five CMAs by Friday at 5 PM” gets done.

Each of these is important, but none of them get misunderstood quite as often as the “A.”

Achievable: The Forgotten Truth

Most people think “achievable” means realistic. But that’s only half the truth.

In reality, achievable means it’s in your control.

Take this common example:

Wish: “I’ll hold four open houses this month.” If you don’t have listings, you’re at the mercy of other agents. That’s not a goal—that’s a wish.

Now compare it to this:

Goal: “I’ll reach out to three listing agents each week to secure opportunities for open houses, and once secured, I’ll host one per week.”

See the difference? The first step—contacting agents—is fully in your control. The outcome flows naturally if you do the work.

Goals vs. Wishes

This “sphere of control” principle shows up everywhere in real estate.

Wish: “I want to close three buyers this quarter.”
Goal: “I’ll attend three Power Hours each week and make 150 buyer contacts this quarter.”

Closings are lag measures—they happen after the fact. Calls, follow-ups, and showings are lead measures—things you control that actually drive the result.

The Lever Test

Before you write down your next goal, ask yourself three questions:

Am I the one holding the lever?
Can I act on this without waiting for someone else’s yes?
If it doesn’t get done, will the reason point back to me—or to something outside my control?
If the lever isn’t in your hands, reframe the goal until it is.

Wrapping It Up

SMART goals are still one of the best tools for creating focus and accountability. But the “A” is where the magic happens—because if a goal isn’t in your control, it isn’t really a goal. It’s just a hope.

If you’re serious about hitting your numbers, start by rewriting your goals with this filter: Is it in my control? Then share them with your coach, your accountability partner, or your team. The clarity will surprise you—and so will the results.