Momentum
Sales Meeting Monday, July 29, 2013
Quote: “Success is not final. Failure is not fatal. It is the courage to continue that counts.” -Winston Churchill
Class tomorrow: Contact Management Software and Listing Syndication, by Academy Mortgage. Tuesday noon in Walnut.
Door Knock Blitz Winners of $25 gas cards for last week’s Door Knock Blitz, courtesy of Rick Kesseler and his team at Academy Mortgage: Alex Villa, Alfie McFadden, Connie Berduo, and Rose Yang. Our next Door Knock Blitz is Wednesday, July 31. See details at www.DoorKnockBlitz.com
Escrow Lunch winners: Annabelle Pacheco and Joe Salazar
Legal Eagle: Contingency period in paragraph 14 does not change other dates in the contract, you need to review them to make sure they are consistent. For example, if you lower your contingencies from 17 to 10 days, but leave the loan contingency at 17 days, the buyer still has 17 days to get their loan.
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Who besides me made some commitments to make some changes after the retreat?
Did you do all of them? Which ones?
How many listings am I going to take by Christmas time?
Today starts week 31. We have 21 weeks until year end and 20 until Christmas. What kind of Christmas do you want for your family? How many listings will you have to take to insure that kind of holiday? Did you take one listing last week. Time is running out! Where will your listings come from this week?
Going to the Superstar Retreat has created a little momentum.
23 ; as a company we are ahead 23% of closed transactions over last year. The market is down 3%
43; as a company we are ahead 43% of gross commission revenue over last year. The market is up only 17%
The changes we have made over the last few weeks prior to the end of the contest:
● Door knocking a little more
● Practicing scripts more
● Phone calling a little more
● Talking to our sphere and past clients a little more
When we start to change it seems like it’s taking all the energy you can muster just to get something going. Like riding a bike when you first start to peddle to get the bike moving it takes a lot of effort then as you get going it does not take as much effort to keep the bike moving. This is what happens to us when we start changing our work patterns. Yet every day the prospecting gets just a little easier.
● The previewing gets a little easier
● Going to see expireds and FSBO’s gets al little easier
● Role playing gets a little easier
Many people give up at this all too critical point in the process. They give all kinds of reasons why it won’t work why the effort is not worth the pain of change. We whine that it is too hard, we complain that we tried , “I made some calls it is just too hard” and then we quit.
Don’t quit this time. Don’t even think about it. The more momentum we pick up the more difficult we are to stop. The harder we are to stop, the more effect we have on our business and our lives. The longer we go the more persistent we become. The more persistent we become the more momentum we have the better we become.
Let’s talk about one way we can help insure we keep up the momentum:
Confidence
When you have confidence in yourself in a particular activity you tend to do more of the activity. Think of an activity you like doing. Don’t you tend to do more of it more often?
Let’s talk about building more confidence so you can build more momentum so you can end the year super strong.
Confidence is a muscle, and like any muscle you need to exercise it so that it doesn’t shrink and waste away. The problem is that unlike your biceps or glutes, which tend to stay in the same place, your confidence muscle can be harder to find. How do you develop your biceps or firm up your glutes? By doing exercises that are designed to work that muscle over a period of time until you see the results you were looking for. It’s just the same with confidence. Let’s say that you’re the kind of person that doesn’t take many risks, the kind of person who goes through each day doing what needs to be done and doing it well, but not really stretching yourself. You might talk yourself out of doing something because it’s too scary or because you think to yourself, ‘I’m not good enough,’ ‘that’s not who I am’ or ‘I don’t really want it anyway.’
That kind of person lives within what they know and what keeps them safe and comfortable. The fewer risks they take, the less confident they need to be and so the less confident they become. Don’t be that kind of person.
I get asked all the time “how do I raise my price point?” The secret is previewing property. Generally, we door knock by previewing a house and door knocking 10 homes around it. To get started in a higher area, for 1 week, just preview, do not door knock. After a week of previewing 25 or more properties, you will discover there is not much difference between the two price points, but you will have the confidence to actually do it.
To work your confidence muscle you need to be prepared to take risks – big or small. You need to be willing to stretch yourself in an unfamiliar direction, to try something new or try something in a slightly different way. You need to open yourself up to the possibilities around you and push yourself to increase what you know, what you do and who you are.
Quote: “There is nothing special about special people, It is what they DO that makes them special.”
The more open you are to risk, opportunity and possibility the more confident you need to be, and so the more confidence you’ll develop. That’s your confidence muscle – the question is, what are you going to do to exercise it?”
Who knows how to swim? Do you remember when you learned? How scared you were? How do you feel about swimming now?
How about prospecting? Remember when we started you on that path, how scared or concerned were you?
How did you feel about it now?
Now write down something you don’t feel you are good at. What can you do today to start to exercise your confidence muscle? Every day every week work toward constant and never ending improvement
What will you do in the next 24 hours? How will you spend them? What changes will you make? What actions will you take to move your career forward to build your confidence and continue to build the momentum?
Remember, I am the most important asset I have, not my money, not my family. It starts and ends with me. You are what people are buying.
Today matters. What will you do TODAY to move closer towards your goal? We have momentum, we have a market that is working with us, don’t miss this opportunity. Let go out and make this our best week ever!
