Smart Goals, Smarter Systems

I have a confession: I love a good planning and goal-setting session.

There’s just something so alluring about setting a vision and developing a plan. Plus, I get to make a list (another satisfying endeavor). But do you know what I like even more than setting goals? A smart system.

Now, I know what you might be thinking: “Not another goal-setting article.” You’ve probably had your fill of those after the New Year, or maybe you’re just not a fan of setting goals in the first place. Whether you love them or hate them, I promise you this: implementing systems will benefit your business. And for real estate note investors, having the right systems can mean the difference between coasting to success and constantly playing catchup.

Each year, I sit down with Fred (my business partner and husband) to set our goals – usually towards the end of the year. By January, we’re hitting the ground running, juggling our note business while preparing for our annual Cash Flow Expo Conference in February.

But here’s the thing: goal setting doesn’t have to happen at the start of the year. You can set goals anytime. The key is what you do next. That’s where systems come in.

Let me share some tools and processes we’ve developed over the years. Hopefully, you’ll find something here that works for you.

Goal Setting Tips for Note Buyers

The Review Process

Before you start planning where you want to go, it’s helpful to reflect on where you’ve been. I like to begin with a simple review process and ask myself a few key questions:

• What went well? Be sure to celebrate those wins, no matter how small. Did you close a deal? Streamline a process? Make a new connection? Write it down and give yourself some credit.
• What didn’t go so well? Is there something you’d do differently next time? Reflecting on these moments can help you fine-tune your approach.
• What did you learn? Keep a list of lessons learned. A note log can be invaluable here—it’s all too easy to forget the details of past deals, both the good and the bad.

The Goal-Planning Process

Once you’ve reflected, it’s time to start planning.

Ask yourself: What am I working towards? What is my vision? It’s important to align your goals with your overall purpose. Here are a few tips to get started.

Goal Setting Tips

• Set measurable goals. Vague goals lead to vague results. Instead of saying, “I want to grow my note business,” aim for something specific, like, “I want to close six deals this year.”
• Differentiate outcome goals from activity goals. For example, an outcome goal might be “generate $3,000 in monthly cash flow,” while an activity goal might be “send 500 direct mailers per week.”
• Focus on habits for daily progress. Your habits will eventually become your system. Whether it’s setting aside time each day for lead generation or reviewing potential deals, consistency is key.
• Check in regularly. Weekly, monthly, and quarterly check-ins can help you stay on track and adjust your strategy as needed.
• Focus on progress, not perfection. Done is better than perfect—imperfect action beats perfect inaction every time.

Developing Your Plan

Once you’ve set your goals, it’s time to develop a plan. Consider what you want to achieve:

• Are you looking to invest in real estate notes?
• Do you want to focus on referring notes for a fee?
• Or maybe a combination of both?

Specificity is your best friend here. Here’s an example of how you can structure your goals:

Referring Notes Goal Example:

“My goal is to refer notes and make $3,000 per month. To do that, I must refer two notes with an average fee of 3% and an average note size of $50,000.”

Buying Notes Goal Example:

“My goal is to buy notes and generate $3,000 of cash flow per month. To do that, I must buy six notes with an average monthly payment of $500.”

Finding and Sourcing Note Deals

You can’t hit your goals without deals, and finding them takes marketing. Start by asking yourself:

• What are my strengths? Are you a great networker? Do you excel at digital marketing?
• What’s my budget? Can you afford paid advertising, or do you need to focus on low-cost strategies?
• What’s my time availability? If you’re juggling a full-time job, you must prioritize strategies that offer a good return on your time investment.

Some top sources for note deals include:

1. Referrals and networking
2. Online platforms
3. Ads (Google, Facebook, etc.)
4. Direct marketing (mail, email, calls)
5. Building your brand
6. Listing sites
7. Creating your own deals

Implementing Systems that Work for the Note Industry

As James Clear says, “We don’t rise to the level of our goals; we fall to the level of our systems.”

That’s why we’ve developed systems for each aspect of the note business. From marketing templates and note analysis worksheets to due diligence checklists and closing guides, there’s a system to support the process.

But it’s not just about note investing systems. We need systems for keeping us on track, motivated, focused, and accountable in all areas of life. From health, wealth, and finances to spirituality, connections, and relationships, we need habits that support our vision.

Do you have your own systems in place? If not, consider what processes you could create or streamline to support your goals.

In the end, no system will work without taking action.

Take Consistent Action

We are what we repeatedly do. Taking consistent action is the foundation of success. There are volumes written on motivation (and I’ve read a fair share). Let’s just skip straight to the cliff notes. Here are three books that have deeply influenced my approach over the years:

• The One Thing by Gary Keller: This book emphasizes the importance of narrowing your focus to the one most important thing that will make everything else easier or unnecessary. To apply this, identify your highest—impact activity— networking, marketing, or due diligence—and build your schedule around that priority.
• Atomic Habits by James Clear: This is a guide to building better habits, one small step at a time. Key takeaways include:
  • Start with tiny changes.
  • Use habit stacking. Pair a new habit with an existing one – like reviewing a note deal on a listing service while enjoying your morning coffee.
  • Focus on identity. See yourself as a disciplined note investor, and your actions will follow.
• The 12-Week Year by Brian P. Moran: This approach condenses a year’s worth of planning into 12-week cycles, promoting a sense of urgency and focus. Create 90-day action plans with weekly milestones to track progress and maintain momentum.

Working in Blocks

The 12-week-year method has completely transformed how I approach planning. Here’s how to work in 90-day blocks:

1. Set clear 90-day goals. Using the shorter quarterly time block is motivating and rewarding.  It also allows for correction or adjustment if needed (before getting to the end of the year and playing catchup).
2. Break it into weekly actions. List out the tasks in sequence that need to be completed to reach the goal.
3. Do the important things first. It can’t all get done, and so many of us work reactively rather than intentionally. Start the day with the three most important actions that support your goals. Setting dedicated time blocks for focused effort (that means no email, text, or other distractions) will allow you to get results.
4. Track your progress. Use due dates and measure your completion rate for planned tasks.
5. Adjust as needed. Reflect at the end of each week to see what’s working and tweak your approach. You might need to eliminate lesser goals or outsource certain tasks.

Note Investing Tools Motto

Every year, we choose a motto that supports this process and share it in our annual goal-setting session with fellow Note Investing Tools members. Here’s a look at past mottos:

• 2020 – Imperfect Action Beats Perfect Inaction…Every Time
• 2021 – Knowing Is Not the Same as Doing
• 2022 – You Have Everything You Need to Succeed
• 2023 – Be Adaptive, Not Inactive
• 2024 – Take Action! It’s Your Bridge Between Knowing and Doing
• And For 2025 – Smart Systems + Repeatable Actions = Reliable Results.

So, what’s your system for 2025? Share your thoughts and ideas in the comments below. Let’s learn and grow together!