Colin's Motivational Mondays

As we are getting ready for 2020 with our business and personal plans I have been reflecting on making sure they stay active with us and nit just a document but a living document that we pursue for the betterment of not just ourselves, but those around us as well. Check out the video below:

This picture was shared with me over the weekend and I wanted to pass it along with a little bit of commentary.  Check out the video below: Slow down Be Grateful Take care of yourself. Eat healthy/Limit caffeine Call a mentor or trusted friend Don't be a victim/Stay positive Breathe Keep it in perspective

There's literally no better time than now to plant your seeds and start watering your garden for this upcoming year Team,  Today we can choose to DO what others just think about.  Today we can choose to step out of COMFORT with COURAGE to GROW.  Today we can Be The Exception!

Hi Team, I have thinking a lot about how we can move from competent  to confident in what we do, what we present, how we share & how we convert in our daily activities. Below are going to be some thought on how we can grow in confidence that I think apply to nearly anything.  Practice, review, practice.  Repetition is key. Just like our bodies and muscle memory we can be the same in our activities, product knowledge and presentation skills. There isn't a secret recipe; it just take time, grit and a wiliness to learn while making mistakes along the way.  Take Action. Fail Forward. We cannot become more competent and therefore confident if we don't push ourselves. When we push we open ourselves up for growth and with growth we are not perfect, be ok with that. Don't be ok with staying in the same place though. Don't let fear stop you from trying....EVER.    Seek Resources We don't get better solo. We get better ...

I've been re-reading a book and over the weekend a part of it talked about 3 characteristics that are needed in sales...to be great in sales Boldness Enthusiasm Persistence Below are the definitions of each of the words. This weekend I sat and thought about each one of them and if I am seeing them in my life/activities and if so how often. We are all like trees that bear fruit, some trees bear more than others & I believe it is all of our goals to be vibrant, bearing much fruit.  Today....let's make sure we curate & dive into these three characteristics looking to apply them in our practices....Go for it.....YOU deserve it!

Earlier this month we had a teammate retire after 62 years with the company; yes 62 years! She shared with us all many stories from her years in the industry that were incredible, but one thing that really stood out to Donna and Myself was her final message that I have below in the picture.  She was adamant that she always gave it her best, not just for herself, but for those that relied on her. Her family. Her clients. Her escrow teams. She said that it was about the people around her just as much as her. That is what pushed her to do what she needed to do, when it needed to be done weather she felt like it or not.  I just wanted to share Sue's words with us all today. 

Hi Team,  As we focus on G-R-O-W-T-H sometimes we don't arrive to our destination as quick as we'd like. We have to keep focused on the goal, focused on our actionable steps we are taking to get there and focused on following up.  Keep pressing towards achieving your goals and exhaust all of your resources so we either win by giving it our all or we don't, we know we left it all out there giving it our bes t for ourselves, our families & our teams. 

Hey Everyone,  Today's topic is one that I have been sitting on and milling around for a while. It's a reminder to all of us that with the technologies, the high speeds of the world and our industry the Human 2 Human interaction in still King. These tech tools are widgets that give us more opportunities to have meaningful and purposeful conversations, interactions and meetings that produce the fruits of our labor.  Today's little reminder is that whatever we do there is a human on the other side, just like you & I. It's our job to find a way to build a meaningful connection with them. Once that moves them from where they are. That is not just true in our markets, but in our offices and homes.  Human-to-Human & Connect

"To make today successful I MUST get these things done. Other activities are nice, but these three essential to my success so they will be done. To ensure that they are completed I won't let busy work get in the way so I will do these first while I'm fresh & focused." This is something I adapted from an interview I heard with Warren Buffett and you'll always find a stack of sticky notes on my desk because of it. He talked about having 3 top priority goals for the day that needed to be accomplished; other things cold and would get done but these 3 were a must. This has helped me clear away clutter and 'noise' in my day. It's not perfect, but it's helped with progress.  What are your top 3? Feel free to share them below if you'd like and then go after and complete them.  You got it!  

"I'm not interested in getting your business, I'm interested in keeping it." We need glue in our relationships and it's our responsibility to apply it and make sure it sticks.  Danielle & I started watching a new tv show and one of the characters said the above line and it resonated with me. We focus a lot on the acquisition of new business which is needed because it's the first part, but the second part; keeping it is equally as important if not more. You worked hard to build up the trust, relationship and bring value and keeping it, preserving your hard work is important.  The on-boarding of a new client is key and the continual check in or deposits into the relationship days, months and years ongoing in a consistent and value-added way.  Getting + Keeping = Sustained Success

In a book I just finished (chop wood & carry water) the author wrote something that really resonated with me. "Under pressure you don't rise up to the occasion; you sink to the level of your training/preparation." This was a statement that I really sat on for a while. It made me think back to times when I thrived and when I failed. I could look back and see a correlation from my level of preparation and training and the outcome. This is true in all aspects of life. Wanting to be great at something and pursuing greatness are two different things. We we start the pursuit of of a skill or talent it starts off slow and that is normal, but most of the time we expect it to be quick and easy. if it's worth it we stick to it though.  What is something you want to excel at? ________________ We identify it, we crawl, walk or run to get there but we get there as long as we keep pursuing. And remember this pursuit isn't meant to be a solo journey. Use th...

Who & How we have conversations are the keys to making the conversations meaningful Conversations lead to closings. We can't close or connect with anyone without talking with them, not emailing, but talking with them. The prep work is just s important as when the conversation is happening as well. When we approach anything with a plan, that doesn't mean that plans can't change but being truly prepared for something will help us even if we have to pivot as it moves forward.  When we target the "Who" we want to be targeting and make it a pursuit list not just something on that wall that is a HUGE first step. Identifying who we want to connect with. I have two list every week of friends/family that I want to talk with this week and another that is work related. This helps me focus.  The second part, the "How" helps us with what 'value' we would like to bring into the conversation. Knowing some of the key points we would like to share i...

We can't make new friends and grew new relationships unless we meet/talk with people we don't already know. I think we can agree that we all know that, but sometimes we have obstacles or hurdles in front us us from making those new connections. I think that these hurdles are smaller than we make them out to be sometimes. We can substitute that time we could spend cultivating new by doing busy items that fill our day inside when we should be out. Good really can be the greatest adversary of great. Today let's make sure that great wins and get out there! Prospect, meet, connect with people around us. Great things can grow, but only of seeds are first planted. Rock on Team!

Whatever we have in front of us for the day we look at it through our lens; that is our choice.  Choose Optimism. Believe that the world is conspiring for you, not against you. That what your are doing for the day does mater. That who you are meeting with does want to connect and work with you.  The prospecting you are doing WILL result positively for you and your team. We need to have a positive approach to what we do, if not we are starting at a disadvantage that we brought on ourselves. Hope is not a plan for success, but preparation is a great step towards success. One of the keys to being optimistic is preparation for the day.  Let's make sure that we are taking care of ourselves in an effort to be the best we can to achieve our potential, not just for us but for those around us. When we reach our full potential we elevate those around us as well. 

It not mistakes that limit us, it's the fear of making them and never going for it that goes.   I was watching the NBA playoffs last night and a HUGE shot was made at the end of regulation for the win and it went in! The Raptors won 90-92 and are heading to the Easter Conference Championships. They won because the shot went in, but if it didn't they would have had no shot to win. No attempt = 0% chance of winning.   It really stood out to me that it's just a part of the game. Sometimes it goes in, some times it doesn't but that doesn't mean you only go for layups because they are the easiest. They still practice  daily ,   their all around game in preparation for their performances when it matters during  the game. The final thought it really simple: A miss doesn't define you, not going for it does though. Let it be NBA or in sales or life in general, if we don't go for it and try we will never have a chance at it and the more we practice a...

It's super important that we are taking intentional actions in feeding our mind with things than foster growth and joy. I believe there has to be a balance, but before there is balance there has to be intake. It doesn't have to be a long drawn out time or process. It can take place on your first drive of the day. That is when I spend some time putting some motivation in my mind for the day.  There are may podcasts, audible's, books, etc... that you can dive into so I'd recommend asking some of your peers what they are doing for ideas or there is always google. I've put a list of a few things that I subscribe to below as well to check out if you'd like.  Remember the compound effect:  Th e Compound Effect is the ripple effect you get from the choices you make.  In life, you not only reap what you sow, you reap more than you sow. The seemingly insignificant  choices we make daily , will create major changes in your life for good or bad. These are the ...

Time and talent go hand.  Where we spend our time is usually where our talents shine and are put to use. We also spend out time sharpening our talents and the balance of both, always has to be there. Time spend improving our talents & then times spent putting our talents to work in our marketplaces, communities & homes. This week my encouragement is to be purposeful two fold. Take intentional time to sharpen one of your talents this week and then to compliment it put that into action by applying that talent to parts of your life and it may be a part that you haven't applied that talent (old or new talent) to before.  Stretch & Growth this week using your time & talents to be great!

The small things/actions make a HUGE difference.  Over the weekend I was listing to a show and they talked about the compound effect one one action repeated over time. We talk or hear about winning the day which is great and frequently I talk about needing to win the morning myself to win the rest of the day. My "ah-ha" came with making it more granular to winning the minute, then the hour to win the day. An example of this is not hitting the snooze button in the am making our first action one of delay. Instead getting out of bed and starting a productive routine.  Rock each action today in the moment/minute and win...keep it rolling and the outcomes will be awesome. 

Today has probably started just like every other day. It's up to us how the day progresses, what we do and how we respond to what is in front of us. Today look for that 'dare-to-be-great' moment. It may be something big or a small action with a big impact. Great things aren't always noticed by many, but those that notice, it matters a lot to. Have an extraordinary day today! 

Click the link to the video: https://youtu.be/kex39jeuGlI

When we are prepared we run towards the conversation and we don’t stand in one spot and hope it comes to us.  When opportunities show up to us we seize them because we are prepared, not just because you are there. Being present is very important, but it needs to be coupled with preparedness as well. Preparation can come in many forms and we need to take the steps today to win tomorrow.  Are we: Practicing Printing what we need Testing our tech Roll Playing Presenting  to Ourselves Asking question to  influence's Investing in ourselves *just some examples Preparation + Presence = Success

Our reminder today is all about makin' it happen; execution. We have some great plans drawn up with call sheets, client list which we can compliment with our tools and services. Now it's about makin' it happen; day in and day out.  Our ideas & plans are great but the true beauty of them come in the execution. Only when we execute the plans on a consistent basis do we get to taste and enjoy the fruits of our labor. Focus on execution today. Do today what needs to be done in order to achieve the goals that you have than just like shampoo (repeat) Have an amazing day!

A good friend of mine shared this on his Instagram this morning and it stood out to me. It reminded me to audit what I was doing daily and if those things were the best to be doing to get me closer to my goals personally & professionally. Eliminate or minimize what is a detourant and emphasize what really moves you forward.  The best are always looking to get better. You are the best!

Today the message is a short one.,, Wherever you are at, be there.   Whoever you are with, tune in.  Whatever you are doing, do you best. 

Both are bodies of water but one flows and gives life to everything it touches promoting growth (the river). A reservoir, however just stores it up and does not promote growth.  A river flows and does not become stagnant, being renewed with freshness.  Let's be a river in our lives and our businesses. Let's keep growing and investing on those around us and our clients. Remember, as a river flows it needs new water to keep the current going so we need to always be growing, researching and investing in ourselves so we have something to share.  Flow on!

Adapting to our surroundings is super important in our jobs. We don't change who we are, but can can change how it comes out. I think of an example Stevie D gave years ago of how he changes his style to suit his audience. When in Utah he talks a little slower, more empathetically and has lunches with an ice tea whereas in So. Cal. he is more firm, direct and will bond with people over cocktails and cigars.  The message isn't different, but the audience is and it's our job to connect with the audience i.e. our clients. So when we are in the market this week think about who we are meeting with, how they are and ways to best connect with them. It's our job to connect with them, not the other way around.  It may be calling them, not texting them. It may be sharing something personal, or not.  It may be commenting and interacting on Facebook. It may be using Bitmoji's or not.  It may be videos or not. These are just some examples to get us thinking...

Today is the last day of 2018...it's never too late to finish strong I should have followed up with that last client a while ago...it's never too late to reconnect I wish I would have practiced my farming presentation more...it's never to late to start today I could have reached a higher level than I did...it's never too late to achieve it I hope we all get the picture here. It's NEVER too late to pursue, to achieve what you want. Yes, we could have done it differently, sooner or another way, but starting now and going for is always an option if we really want it. It may be tougher, but you are tough and can do it.  Know that it's NEVER TOO LATE to _____________ in your life professionally & personally. 

As we are wrapping up the end of the year it's important that we don't end it, but use it to keep building and moving forward. E.N.D. Effort Never Dies. Others may be slowing and that can be used as an excuse or we can look at it as a mere obstacle. We overcome obstacles everyday. You can do it. it may take longer, we may have to learn, stretch & grow along the way, but as long as you are willing and take steps you will achieve it. Keep pressing onward to connect with those you already know and also build connections with the people you don't. Growing you base is essential for growth. Doing this you'll hear more no's, don't let that get you down. N.O. Next Opportunity. Keep pursuing opportunity with perseverance and you can't be stopped.  per·se·ver·ance /ˌpərsəˈvirəns/ noun steadfastness in doing something despite difficulty or delay in achieving success.

What is the one thing that you absolutely crush it at? Think about it. Why do you think that is the thing that you own, you rock and is your go-to when you need to win? How did you get to be so great at that thing...is that something that you can replicate with something else so then you become absolutely excellent at another? Don't forget to own your strengths and put them to work daily. Yes, improving our weaknesses is a must as well, but don't forget your strengths and ROCK IT!!

Yesterday at church they talked about if we were "On Call" to step into a moment when it presented itself even if it wasn't convenient or it was the "right" time for us. It resonated with me on many levels. The one I wanted to share today was for work and business development.  We may be leaving a meeting and chatting on the way out making small talk with an agent. In that small talk they could mention a hurdle or a success in their business. We could respond with "It'll get better" or "Way to go on the success". OR we could step up and into the conversation and make it meaningful by having a thoughtful response like "What do you think is missing" OR "What actions do you attribute to that success". From there we can keep going, have a meaningful conversation and engage with them. From there we have the opportunity to bring value to them, and begin a relationship.  It's up to all of us to lean in and be "O...

We get the meeting because they like us, have heard of us, was referred or many other reasons may be why.  How do we build trust to earn their business? More than that how to we continue that to keep their trust and become more than a 1 transaction relationship, but an actual business partner? Keep knocking on doors, getting creative (&compliant) in getting the meetings in order to build the trust, bring the value to earn the business.  YOU got this....it's in YOU

You(We) know how to win, it's simply a matter of applying what we know, on a consistent basis to the right people.  You have what it takes, it's a matter of believing in yourself, believing you will win and putting in the work to be prepared when it's time to shine.  Apply what you know, make the call, make the visit, put yourself out there today to win. If you don't go for the win by default you(we) lose. You(we) are built to win.

YOU are the only YOU...be YOU Each day I hope you wake up looking to be better and bring better everywhere you go. That means we are actively looking for ways to improve ourselves and by doing that we have the chance to improve those around us as well. Resist the wave to blend into the masses and be the one that stands out by being better, doing more & living a life to be proud of.  YOU got this!  

We know a lot. It's about connecting what we know to our clients & prospects though. Knowledge without connect is useless. It's up to us to ask great questions to find out the true needs/wants of who we are talking in order to connect them with the best of breed systems, concepts & resources that we have available to us.  When we connect & bring value we have earned the right to ask for the business. I think we don't ask sometimes because of simply fearing rejection. You know the value you and our teams can bring, have confidence in that and go for it. It's what we do. We hear no more than yes...that is our chosen business. We press on, grow & make our outcomes happen.  Some articles on connection: https://www.huffingtonpost.com/susan-kerr/clients_b_6116122.html https://www.business.com/articles/stand-out-how-to-connect-with-your-clients/ (this one is my favorite) https://www.entrepreneur.com/article/222374

I think we can all remember the times when a customer sang our praises and we grow within the sphere of their office or the group they ran with. Sometimes it happens organically which is great, but I want to think about the times that it didn't happen organically and we cultivated it ourselves.  We have a great response, we ask for a Reach 150 &/or "Who do you know that we should be working with to?" (I hope we are asking that question) Right now in Q-4 it's a great time to begin asking our clients how we have preformed for them as a business partner this year for them. I'm not just talking about our top 5% clients, but a solid mix to get a feel for how we are doing, where we can improve & where we are excelling as well.  Let's rock this market! YOU can do it with the support of your great TEAMS. 

Check out this link to a short 3 min video: https://www.facebook.com/coachtomferry/videos/10216321063481118/ Don't stop at 1 call.  Have discipline to drive your day, don't allow it to drive you.  Get out....the business isn't in your office; it's out in the marketplace. Be there.  These are simple reminders full of truth. If we are in the office it's to wrap up what we have accomplished in the field. Don't spend the day 'preparing to act' Get out there and ACT. Make it happen. 

I think we call can agree that we got a TON of great nuggets out of Fridays Divisional Sales Rally. The important part now is to reflect on what YOUR top nuggets were and then find a way to implement 1 of them into your business. I don't expect us to make huge changes and implement 5+ nuggets, but if each of us implemented just 1 that would have a tremendous ripple effect in our businesses.   What is the 1 that you are going to choose to A.C.T. on today & keep in your business to help you move forward?