It’s not talent, intelligence or natural ability that determines the quality of a person’s life.
Your life is mostly determined by your self-image… what you think about yourself.
A persons self-image and what they believe they are worthy of is what determines more than anything else the level of success they will enjoy.
This self-belief is reflected in the goals we set for our business and the persistence we display in reaching our goals and objectives and whether we did or did not do the activities we set out to accomplish this week.
To enjoy living an extraordinary life, we must force ourselves to consistently have WRITTEN goals for both the short and the long term which makes us uncomfortable and excited. That is why I am asking you to have your written weekly goals.
You were not born to play small, you were born to win and win BIG.
You have to be able to make a connection between the activities you are involved with and the results you are getting. The only way to do that is to match your goals with the activities you have completed.
Many contacts daily over time= good results. Low contacts over time= poor results …
Good consistent follow up over time= good results while poor sporadic follow up over time = lousy results.
The sooner you get that connection, the better your business will be and the more money you will make.
Most agents lack a strong lead follow up system. Either they prospect for business and don’t follow up or they have so many leads they never get to the good ones.
To become a master sales person you have to triple your failure rate. Until you know what does not work you will never know what does work.
95% of success or failure starts in your head.
If you do what others won’t do for 5 years, you can do what others can’t for the rest of your life.
I said earlier today on my call to you…
- 48% of sales people never follow up with a prospect
- 25% of sales people make a second contact and stop
- 12% of sales people only make three contacts and stop
- Only 10% of sales people make more than three contacts
- 2% of sales are made on the 1st contact
- 3% of all sales are made on the second contact
- 5% of sales are made on the third contact
- 10% of sales are made on the fourth contact
- 80% of sales are made on the fifth to twelfth contact
Dale Carnegie said – “Inactivity breeds doubt and fear. Action breads confidence and courage. If you want to
conquer fear, do not sit home and think about it. Go out and get busy.”
We have talked about in the past going and digging out your leads from the last few months. You pulled out note pads and paper where you had the leads and you called them.
You asked if they were still interested in doing something. Some said yes and you set appointments and went out and did deals. Some said no and “call me after the 1st of the year”.
I want to talk about that now.
For all the leads you cannot get into action now:
Create a yellow pad page and label it “people who want to do something after the 1st of the year.” Include their name, address and phone number.
Until its time to follow up with them at the beginning of the year…..Get out there! Knock more doors, make more phone calls, make more follow up calls. Remember…. we are in the talk to the people business.
Who do you know that may want to list their home today? Call them….go see them.
You must get a listing this week and every week until the end of the year.
Lao-Tzu said, “A journey of a thousand miles begins with a single step.
John Maxwell said, “Success is a journey not a destination.”
You combine the two and it creates, “The success journey begins with a single step.”
That is what stops most people…that first step.
That little step separates abundance from the failure.
Without that first step you are guaranteed to not accomplish your objective.
Without reaching out and picking up the phone and making the first lead follow-up call or prospecting call we are assured failure.
It is that one motion of picking up and dialing that first number that separates the winner from the loser.
In terms of time it is less than 2 seconds that will determine your outcome.
And your future…..
If you took a listing this week great… go get another one. If you did not get one yet, go get it! Have a no fail Christmas. Your family is depending on you. Don’t fail them because you didn’t do your job….now get out there and get going…..
