Monday, August 14, 2017
Sometimes when we are great and many things in life it's harder for us to begin something new because we rarely start at a high level. Our starts with something new are usually a little rocky at first and that may detour us from beginning because it may be a shot to our pride that we aren't immediately excelling at this new thing. My little bit of encouragement or reminder today is that YOU do have the capability to be GREAT at whatever you put your mind and consistent effort behind.
Think back to something that you truly love and are really good at right now...got it? Now think of how it was when you began. There is probably a vast difference. Now think about something that you started but didn't really pursue with intention. For me that's the guitar. I have one and I can play 6-8 chords well, but that is a very small sample of what it takes to master that craft. Because of this I don't play much in front of others. Baseball on the other hand I wold feel just fin picking up a bat and going for it, because I have put the work in.
It's the same with us in the field prospecting new clients and continuing to bring value to our current ones. We are confident with what we have put the work into, but much less with the items we haven't that we know are solid and would enhance our business.
Challenge for this week: Identify 1 product/tool/service that you know wold enhance your business and spend just 1 solid hour diving in to learn it and practicing how to share it with other.
Monday, July 31, 2017
I've been reading the book Scrappy by Terri Sjodin and a few items of thought have popped out to me that I wanted to share. As we have been in a more traditional resale market the one thing that really stands out is the lack of inventory. There are more real estate agents and less listings so the "who" we are getting in front of and staying in front of with our value propositions in more important than event. Many of the top people we want to be in front of aren't in the office regularly. They don't attend many industry event (but many times other ones outside of the industry). Or they are "set" with who they are working with. This is when "Scrappy" really comes into play. For me scrappy means relentlessly determined to achieve your goal.
Below are a few excerpts from her book:
Below are a few excerpts from her book:
Monday, July 17, 2017
The quickest way to achieving a goal is to focus on it until it's complete. Many times though we are distracted by 'good' things that prevent us from hitting the goal or hitting it when we would like to. It's not usually bad things that distracted us, but things that are still good, just not as important at the time. When it's time to make prospecting calls we may find that we get distracted cleaning our desks, going through emails, etc... still good things, but it's not what what we needed to do at that time.
When we get rid of distractions and focus on that task/goal that we have we get it done feeling accomplished knowing that we made best use of our time. When you are feeling distracted from what you need to get done today, identify it, shake it off and complete your task at hand. If we focus on one at a time and bring it from 0-100% complete and move to the next at the end of the day, week, month we'll be way ahead.
Make today a GREAT one!
Monday, July 10, 2017
We don't get what we want in life & business we get what we tolerate or another way of saying it is we get what we settle for. Putting it that way sounds harsh, but it's 100% true. Think about it. I know it's true for sure. I "want" to be in better shape...great first step in deciding, but if consistent action of a period of time isn't taken to get to that goal, well...you get it. I don't achieve that so I get what I settled for. That rule applies to us in business as well. Think about the goals you have for growth and then look and the steps taken to achieve them, not just the steps planned, but the steps taken. I'm sure we all have some place in our lives that we want to be better...today the charge is to STOP tolerating less than we want and take action to get there using the resources we have. #CrushItToday
Monday, July 3, 2017
Today is for us to remember to reap the harvest. The harvest is only possible if we have planted seeds and watered. If we have done both of those things then the harvest will come. In sales we always need to be planting seeds with prospects as well as current clients. The second part is equally important; the watering of the seeds. We need to stay in front of them with value on a consistent basis for the value and relationship to grow. Today think about who some of the people are that you met with, but the follow up may have slipped. Circle back and reconnect with them purposefully.
Have a great day!
Monday, June 26, 2017
Today is just the simple reminder to go forward. Many times we wait for things to be the 'perfect scenario' for us to move forward. There is no such thing as the perfect scenario, but there is such a thing of a great scenario so lets create them and go for it.
Go for it today! You have the talent & ability to succeed in what you pursue in achieving today. Decide to take the step forward and get it.
Monday, June 19, 2017
As we are constantly busy it's important for us to look at what we are busy doing. Our goal isn't to be busy; our goal is to be productive. Are there things in our day that we are doing that we can leverage out to someone or something else? Is there a wiser way of doing something that will save us time and then with that time we can do another productive activity? I've found that protecting time blocks is huge for me so I get done what needs to be done (important) and don't let it slide due to something that may appear urgent (but isn't) and could be less important. It begins with us asking ourselves one simple question: Is there a better way?
Have a great one!
I'm looking forward to the sales meeting this Thursday as well! Remember we'll have a few of us share branch market share reports & impromptu presentations on a product, tool or service as well.
Monday, June 12, 2017
Just a simple reminder that when we are prospecting for meetings to acquire new business partners we don't just win if we are the best with our services, products and tools. They have to feel confident & comfortable that the pleasure of the move will ought weigh the pain of the move. Most of that peace of mind come from us (you) connecting with them, where they are at.
As we are out there today keep focused on the connection, hearing what they are saying and being right there.
Make it a GREAT one!
Monday, June 5, 2017
As we are all running our race to win at times we get distracted with what's around us. This was the same case in horse racing, so they started butting blinders on the horses so they didn't look around, but just in front of them. Their focus was on on what was before them and the goals at hand. They couldn't be distracted by what others were doing, they were just focused on running their best race.
What are we focused on: Our goals and how we are going to achieve them -or- what others in the same race are doing which is taking our focus off of us achieving our goal and putting our best out every day.
Have an AWESOME day! Don't get distracted by others instead, keep focused on what your goals are and stay on that path.
Monday, May 22, 2017
What's your energy level this morning? Where ever it's at we could probably go a few notches higher right? We know that the energy we bring into a room can set the tone. That goes for our meetings today in the office with our escrow partners and outside of the office with our partners and targets. We have the best resources to help our partners grow...are we bringing it to them in a relate-able & connect-able way? The energy, passion & care that we have MUST come through. We are the tone setters for everything that is around us.
What tone are you setting? Does it match your goals? Little things make a BIG difference...smile :) before you answer the phone today and you'll hear a difference in your voice...the cool part is the other person will notice that same difference.
Monday, May 15, 2017
What are you going to do this week that hurts? Stretching is growing and being stretched is the only way to GROW. To do it once is easy, but creating is as a habit of discipline means growth is constant and I think I'm safe in assuming that we all want growth to be a constant in our lives. If you're with me hop on the bus that leaves behind where we are today (and we aren't going back) and join in the growth journey.
Action: What "thing" or purposeful action(s) are you going to do that brings some pain or uneasiness? Know that tomorrow it'll become easier and then a strength! #BetterEveryday
Monday, May 8, 2017
We need ideas to act on for sure. The most important part is ACTION to make it happen. Making it happen from beginning to end and not just 75% of the way complete. Don't get distracted by the next thing so much that we don't complete what we are currently doing.
This week focus on completion and follow up. That is where the magic happens. We need to have the seeds planted, but the results come in the cultivation in order to harvest.
Monday, May 1, 2017
If we bring & connect these above with our clients & prospects the sky is the limit. We can't just bring them products, tools &/or services to achieve these goals though. We must CONNECT it to them, how the can implement it in their business with the least amount of growing or change pain as possible.
When we are prospecting or in meetings is our goal to bring 1 or more of these above to the person?
Do we know the products, tools &/or services enough to know how to connect them? If not, are we investing the time to "sharpen our sword" and grow?
Are we closing the circle from the meetings when value is brought and accepted from the client/prospect? Are we connecting them to their escrow team, doing a P.E.P. (if needed) and asking for the order?
Let's connect the dots today & remember that you are the most important "dot" in the equation. Without you, none of the dots connect. Keep Soaring!
Monday, April 24, 2017
Monday, April 17, 2017
It's not just about the hours you put in, it's about what you put into the hours.
Working out this weekend it really hit me. As I was going from machine to machine I took a break for some water and stretching and looked around. There were many people on their phones, talking or seemingly just standing around. There were also those with their head phones on, in a zone getting it done or people working out in pairs spotting and pushing each other. Both can say they "showed up" at the gym, both could probably even say they were there for the "same amount of time" but they will have vastly different results.
A few words jump at me from this: Focus | Productivity | Drive
We all have at the least 8 hours of work a day. Are we getting the most out of it, drawing us closer to our goals daily?
Monday, April 10, 2017
Recognize that everything that you achieve in life is going to be with the help and support of others. Understanding this concept is a key to success personally and in business. There is not lone wolf success, but through collaboration, partnership, learning and growth. Look at your team in all parts of your life (internally in our firm and externally with your business partners) are we working with them to gain more strength and doing the same back for them? What are you doing to build you 'muscle' to bring more strength to your 'team'?
MAKE this week great!
Grow. Leverage. Excel. Connect.
Monday, March 27, 2017
Who has ordered something off Amazon.com in the last week? For many many folks then answer is "I have." When people ask me "Where did you get that?" Many time my response is "Amazon." I love referring out great products & the services that I receive that are great. Amazon is great because they remind me & give me permission to do so. That same premise can be applied in our industry as well. When we give great services &/or tools to our business partners do we give them permission to share it with others? Our best conversion rates are warm leads, so this week focus on leveraging our current partnerships into introductions that will lead to new ones.
Make it a great one!
(Jeff Bezos is the Founder, Chairman & CEO of Amazon)
Monday, March 20, 2017
Our words aren’t just important in how they impact someone else but also in shaping who we are as well. Our words reinforce either a positive or negative perspective. Our words subtly echo the story we tell ourselves every single day… a story that after a while becomes what we tend to believe.
It was a subtle thing, an unconscious word choice but a choice all the same.
- frames things in a way that says I am obligated or required.
- frames it more from a sense of gratitude and appreciation.
It’s a simple shift of perspective but it can mean a lot over time as we subtly train our brains to respond out of a place of gratitude and thanksgiving versus an obligatory requirement.
The truth is, there’s not much in life that we HAVE TO do but there is a lot in life that we GET TO do.
We have to prospect or we get to prospect?
We have to do office presentation or we get to do presentations?
We have to write thank you notes or we get to write thank you notes?
We have to make cold calls or we get to make cold calls?
We have to go to work or we get to go to work?
It could go on and on. It's perspective.
What things to we GET TO do today? Let's do our best at it!
Monday, March 13, 2017
Today's thought & encouragement for all of us to look at our day, or activities to see if they are getting us closer to our growth goals or not. Our goal isn't to just be busy, it's to be productive in the field with our clients for our escrow teams.
Keep rocking it out there team getting better each day, growing & achieving great results!
Monday, February 27, 2017
Lions like to hunt just as much as they love the prize. A part of being a beast is the hunt; it's the hunt that they are excited about. they love the process
For us in sales we love the result, but we also need to love the process of getting to the development & close of new business partners. In the field it can get long, but if we love the process, then the days fly buy, our results grow & we form best practices along the way. This can create a compound effect of getting our desired results quicker increasing our conversion rates and thus our productivity increases. When that happens it creates win-win scenarios for you, your escrow partners & clients.
Make it a great day!
Monday, February 6, 2017
A simple reminder for the day to follow up. We could be very close to reaching on of our goals or getting a new client & it's just one simple action, call, etc... away from being ours.
Speaking of follow up. Let's all get out our trackers from the sales contest we had at the end of last year and see how many of those new clients are still opening with us? If some are not, why? That is someone to follow up with if they are in your market or could be a great one to give as a lead to one of your counterparts in that market. ...I'm looking forward to hearing the results from this.
Monday, January 30, 2017
It's about focusing on the customer and not what others are doing. Followers focus on their competition, while winners focus on the goals. YOU are the best in the industry, that is why the competition is looking at you with a target. They are off on the focus and we can keep growing our gap if we stay focused on our goals.
Make it a great day!
Monday, January 23, 2017
How are we approaching today? When we love Mondays it's a jump-start to success for the week. Hit the starting line hard, not just showing up, but showing up ready to crush it with a plan to execute goals, grow your client base & move market share for your offices. Our goal every day is to bring value to our clients & prospects, thus earning escrows from those people & teams.
I'm proud to be beside each one of you.
...don't forget to check in with your escrow teams*
Monday, January 9, 2017
Waking up this morning I really wanted to hit my snooze button. At 6am I had a choice. Hit it and sleep in or get up and do my am workout. I choose to get up and workout. I didn't really 'want' to, but I did know that the decision was going to have a ripple effect on the rest of my day. I could have slept in and it would have felt good at the moment, and that one act would have had little direct impact right then BUT if you compound it then the impact is profound. If it hit the snooze button today it becomes much easier to do the same tomorrow and I will see no result. The same is true for getting up and doing my 14 min workout. I got up today and did it, so it'll be easier to do tomorrow and over time there will be a noticeable difference for the good.
The same is in business. The discipline to do what we should do is HUGE. The calls made today may not directly turn into a new client, but the discipline of today carried into tomorrow will give you results from the calls made because you had the discipline to make them.
This can be one of those things that separates us from the others and grows the gap between us and the competition.