How you think matters. For high achievers it really matters! But many people don't consider how their thoughts may assist or hinder getting what they want out of their lives. It is easy to underestimate the power of our thinking because it's almost impossible to connect the swarm of buzzing thoughts to real-world outcomes.

But, as Napoleon Hill points out in his classic Think and Grow Rich, "thoughts are things," and these ever-present things have real power – they help shape our destiny. Our research for The Millionaire Real Estate Agent (Rellek Publishing 2003) reveals that all of the top-producing agents we interviewed have two foundational ways of thinking that drives them. First, they are motivated by a Big Why, and second, they have Big Goals that necessitate Big Models and Big Habits. Let's look at the Big Why.

The Big Why is about having a purpose, a mission or a need that in turn gives you focus. If you talk to any high achiever, in any field, you'll find that their actions and plans are fueled by their Big Why. One simple example of this is the day-before-vacation phenomenon, which we've all experienced ourselves and observed in others. It's truly amazing the amount of work we can get done in one day when we absolutely have to! All the unproductive activities that often distract us fall by the wayside. The underlying "why" here is obvious: once we finish our work, we'll be free to walk along the beach or ski down a powdered slope.

Some people are motivated by money or fame, but they may find that once these tangible goals are met there's something missing in their lives. That's why, for me, my Big Why is "to be the best I can be." Since "best" has no finish line, this Big Why becomes a wonderful motivator because it supports a life of unlimited possibilities and unlimited personal growth. Can you ever imagine getting to a point where you'd say, "I just don't feel like growing anymore?" With a Big Why like this one, you'll always be striving to realize your ultimate potential in every task you undertake.

In addition to being powered by a Big Why, the millionaire real estate agents we interviewed were also driven by Big Goals that generated the necessity for Big Models and Habits. When the goal you're aiming for is as large and as high as it can be, then your models and habits will naturally need to be big enough for the task. Models are systems and processes that help you prioritize your activities. When you employ them long enough over time, they become habits and no longer require so much thought and effort. The power behind having Big Goals is really about the power of acquiring Big Habits by beginning with the end in mind. The habits you establish will either accelerate your personal development or slow it down.

Let's look at an example. If you set your sights on netting a million dollars a year as a real estate agent, then you need about $80 million in closed sales volume. In order to meet this Big Goal, you'll first have to close $2.5 million in sales volume, then $5 million, then $10 million, and so on, until you hit your $80 million target. By choosing a Big Goal, the Big Models and Habits you'll adopt will easily encompass the smaller mileposts and goals along the way. However, if you had just set your target at say, $10 million, you would have only developed $10 million habits and models. And while this is a great accomplishment, it might also represent a false ceiling created not by desire or ability but simply by ceiling building habits. As a result, to move forward, you'd now need to stop, reorganize, unlearn your current habits, and adopt bigger models and habits. By using $80 million as the basis for your plan, you would have established $80 million habits and models from the start.

So, you see, the problem for most of us, both in and out of the real estate industry, is that we often set the bar so low that it's easier to jump over it and then rest on our laurels. At the end of the day, having a Big Why is one of the most effective ways to lift you to become your best, professionally and personally, because it'll take Big Goals, Big Models, and Big Habits to achieve it.