Have you ever heard it said that if your goals don't scare you, you aren't thinking big enough? Fear and a feeling of being overwhelmed is why some people pull back from thinking really big. It's why some talented salespeople shy away from their most exciting dreams.
How then do top producers do it? How do they pull off the really big numbers? Cultivating a belief that they can is part of the answer, but there's more to it. Watch the video and let me know if you agree!
My first comprehensive sales training program was in 1996 and I remember it like it was yesterday. Especially the part on setting goals which brought to life the message I'd absorbed as a kid through my dad's Zig Ziglar books.
But there's one big secret to goal setting I didn't learn until over a decade later which dramatically improves self confidence and your ability to maintain motivation throughout the year.
It's an easy and fun exercise to add to your goal setting work and it's the topic of this week's video.
PS. In a perfect world, you'd have established your goals for this year back in November. But if you didn't, don't beat yourself up over the past. Stay in the moment because that's where you access your authentic power. All month long, my messages will be focused on keeping you focused, including last week's where we covered how to be prepared for anything 2021 throws at us.
An alternate version of this post appears on the National Association of REALTORS Young...
This is an enormously inspiring time of the year, isn't it? Once we mentally let go of the holiday season, energy is freed up to execute our plans and have the best year ever!
Twelve months ago, we thought we had it all figured out. Then life came along and surprised us all. But we don't have to hold our breath for what's to come this time. We can have the best year ever.
So, to start off 2021, let's talk about two ways to be prepared for anything life may have up it's sleeve. Click the link to listen now or bookmark for later
PS. This week's video is not an add for Nike and Lululemon. It's just that inspiration for it came in the middle of setting up my new studio.
Remember this time last year when we were all super excited about 2020 and the whole “new decade” thing? Like most of you, I was full of enthusiasm for the year to come. In January I launched a new coaching program with a fresh vision about how coaching should work for salespeople. I had a solid outline for my first book and after a five year break from life as a traveling speaker, I felt compelled to get in front of a live audience again. Wanna make God laugh, tell him your plans, right? Or her. Has God posted pronouns on an Instagram profile yet?
Anyway, I have always had big dreams and a stubborn refusal to acknowledge limitations; call it the Capricorn way. But for a few months at the end of 2019 and beginning of 2020 it felt like everyone was thinking equally as big. Then life came along and handed us a big crap sandwich.
I suppose this shouldn’t have been a surprise. My astrologer had been discussing the energy of 2020 for quite a while, but astrology...
At the end of each year, I dig into analytics to see which vlog messages resonated with you the most. And this year, the post you clicked on and revisited the most makes the coach in me really happy!
Check out today's video for the background story on the most popular vlogs and learn which one caused someone to call me a moron! haha!
Here are direct links to the top 10:
9. Realtors history of discrimination (Hint: I might have been called a moron because of this one )
Have you ever been asked to role play your sales scripts? Yeah, me too. But outside the classroom environment, I rarely did so.
In fact, while my colleagues sat around and practiced their lines, I did something else that rapidly improved my sales skills and eventually made me a consistent top producer.
Then, on a daily basis people began asking me "what do you say when questions". Even though I didn't practice my scripts, I was the guy in my company who was known to have all the right words for every situation with clients and prospects.
What's funny is those agents thought my answers were scripts when they were something else entirely. This week I discovered a new way to show you how to do what worked so well. Check out the vlog and you'll never again have to waste time practicing scripts!
Happy holidays and let's go think bigger this week,
This week I had two very different calls with agents.
Call #1 was with a client of mine who is having her best year ever. In fact, she's sold more homes in the 4th quarter than any quarter before. We worked on setting expectations and holding boundaries so she has time to enjoy her success over the holiday season.
Call #2 was with an agent referred to me who was highly frustrated and struggling to build momentum. He's only sold a handful of homes and is worried about money because "no one moves over the holidays".
Two agents, two very different experiences. Now, one some level, everyone knows there's plenty of business to be had every month of the year. But not everyone knows what to do to both stay productive and enjoy the holiday season. So this week's vlog lays it out in simple terms for you.
If you identify more with call #1, bravo! Watch this week's message for any extra production hacks.
If you identify more with call #2 or are somewhere between the two, take a deep...
One of the best ways to become a top producer is to study how others sell to you and the holiday season provides plenty of opportunity to observe salespeople in a variety of settings.
A few days ago, the watch pictured at the top left in a window display got my attention and I went into the store.
My experience with the owner is the perfect case study on what not to do when working with people.
Check out all the things the guy did to blow the sale in this weeks vlog...
PS. Click here to send me your snail mail address for a holiday surprise from California!
Happy holidays! Jon already has one of our trees fully decorated and I'm doing a lot of fasting to hedge against the coming calorie fest.
Maybe without all the business events this year, we won't have a need a detox come January.
But given the challenges we've had thrown at us in 2020, there's one kind of detox you should consider.
It's effective at clearing your mind for fresh inspiration and you can do it while consuming as many holiday calories as you want! Check it out in this week's vlog...
I get asked for agent recommendations all the time and there's one thing only a few agents ever do, that make their names come to mind immediately when the referral is for their city.
This one thing is the secret to getting people to remember you when it counts. Almost no one does it and now is the perfect time for you to start. Check it out in this week's vlog...
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