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The final Quarter for
2000 is here. You have an
opportunity now to push hard and lean into the tape at the finish line.
If you are 10% behind on your goal through hard work you can make
that up. You still have the
opportunity to finish where you desire. The true function of the last
quarter should be to start preparing for 2001.
To achieve success in 2001 people need to learn from 2000, and
then invest that knowledge in 2001.
Most agents’ lack of success or achievement of success is
directly relational to the plan they created and carried out through out
the year. Probably most of
them do not have a plan or the plan lacks specificity and power to
transport them to supreme success. I am coaching some of the most productive agents in North
America, some agents who are doing 30, 40, 50, 60 million dollars a year
in sales. Many of them lack
the vision or the plan in their life.
They are extremely successful, but they could double their
business by creating clarity in their lives.
You can do it, too. You need to resolve today to focus
over the next 60 days to create a clear vision for the future.
You need to resolve to make 2001 the best year of your life.
You must decide to make plans, set goals, and take action so you
can achieve more in 2001 than ever before.
Truly successful people have specific goals and a clear plan to
achieve them that they work on everyday.
You need to create a systematic method for setting and achieving
goals to be able to accomplish goals at a higher rate. When planning for the next year you
need to create a vision of what it will look like.
You need to look at December 31, 2001, and determine where you
want to be. You need to
visualize gross commissions earned, number of listings sold,
buyer-controlled sales numbers, expenses to run the business, and net
operating profit. You
should also determine the new ideas or systems you want implemented
during the course of the year. You
might evaluate your current staff, or decide if you need to add staff.
You should decide how much money you want to have saved by
December 31, 2001. Look at
it as, “If everything happens perfectly, what will it look like?” Once you have a clear written vision
on these things you have completed step one.
The crucial part is to create the vision and write it down. Studies have shown that there is a direct correlation between
writing something down, (especially vision, goals) and entering it in
the subconscious mind. Napoleon
Hill said, “What the mind can conceive and believe it can achieve.”
When you write your goals down, your subconscious mind stores the
information in belief form and works diligently to create the reality of
your goals. If you wish to become a peak
performer, you must project your vision forward to the future.
You must see what the future looks and feels like as if you were
standing there right now. From
your viewpoint in the future, look back to where you are currently.
You will be able to see a series of steps that you need to take
to move from where you are to where you want to be.
When you create and follow this road map, you will have become a
peak performer. In order to create a vision that
develops into a plan, you will need to practice and work at it.
Your first attempts will take more time and maybe a few more
turns in your route up the mountain of success.
Your speed and focus will increase as you diligently work
everyday on your vision and your life.
To increase the speed and focus makes the difference between
traveling up the mountain on a Yak or in a Hummer.
They both will get you there.
The big difference is the comfort, the ride, and the speed to the
top. You may be on the Yak
awhile at first, but you are still making measurable progress up the
mountain. The view 1/4,
1/3, or 1/2 way up is better than the view from the valley floor below. Successful people create a vision
for 2001, but also a vision for the next few years beyond that date. They create a vision for their entire life span.
If you wish to join them, you must focus long-term.
You will have to create the vision of the future.
Then have the ability to create and do the daily activities that
drive you to your vision. You
must concentrate and focus single-mindedly on the most important tasks
of your present day knowing how they integrate into the long-term
picture. The Japanese electronics companies
entered into the television manufacturing industry 25 to 35 years ago. They had a vision to control and dominate the electronic
manufacturing arena and market segment.
At the time American made televisions were dominating the
marketplace. The Japanese
realized they would lose tremendous amounts of money for a few years to
create their long-term vision of dominance.
They have succeeded in their vision because most of the American
manufacturers are now out of business.
The American manufacturers that are left have no market
penetration. The Japanese
kept their eye on the long-term vision and succeeded in dominating the
marketplace. You need to determine what you want
to earn, then how you are going to earn it, i.e., buyers or sellers.
You need to know where specifically the money is coming from,
i.e., referrals, open houses, cold calls, expireds, or FSBO’s.
You need to know the percentages of where your business is coming
from and number of deals. Here is an example:
Percentage of Business Total transactions
25
Referrals
14
56%
Open Houses 07
28%
Expireds
04
16% You must be able to create a formula
to use, and then break it down monthly and weekly to the tasks you must
accomplish in that time frame. You
can then control your business rather than your business controlling
you. You can have anything you want in life as long as you plan for it. You must, however, create a plan based on your vision and work it back to the daily disciplines you must do in order to achieve the plan. When you follow these steps you will be one of the peak performers. |
