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STEP 1 IN GOING FROM GOOD TO GREAT - MAKING YOUR CAREER JUST THIS WEEK!!

By
Education & Training with Performance Coaching

Dear World Class Performer:

We define great in real estate as selling a home or more each week. We believe this is a very doable goal. To help each of you achieve that goal and more we have put together a program called The Deal-A-Week Production Dynamic. If you go look at my blog titled, The Second Half of the Year Officially Starts Today... you will see the entire program outlined.


The five cornerstone concepts of the Deal-A-Week Production Dynamicp are:

1. Urgency
2. Interaction
3. Inquiry
4. Veracity
5. Opportunity

Today we are going to discuss Urgency. When you bring a sense of urgency to your business you are creating a “now” focus in everything you do. You are waking up each day with the belief that you can and will talk to someone TODAY that will lead to a deal TODAY. End of story!!

You are not waiting…

You are not hoping…

You are not praying for miracles…

Instead your framework for working revolves around the reality that opportunity is everywhere and time is limited. You are proactive. You are process driven. Everything you do has purpose. You are clear about what you want, connected to why it is important to you, and you expect it to happen. You are doing the work that can result in a deal today including:

Talking to lots of people…
Asking lots of questions…
Getting to the truth…
Vending opportunity.

7 Day Leads get the majority of your attention. You are empowered, energized, and enlivened by the possibility that someone you connect with today will generate your next transaction. You are hunting for treasure knowing the treasure is there. You just have to find it. Any person you talk to today could be the one!! All day long you are working to connect people and property….. TODAY!!

Contrast this approach with the Deal-Now and Then program which most of you know very well. The centerpiece of this program is waiting, or a “future” orientation. There is no real sense of urgency. Rather than working from the reality that opportunity is everywhere and time is limited, the reverse is true. You are waiting for someone to decide to go forward, sometime… maybe… someday… in the future. In the Deal-Now and Then program your work habits reflect the idea that opportunity is limited and time is unlimited therefore you are prone to waste time with Suspects or Prospect wanna-bes. Instead of sticking with your schedule that could lead you to a deal today….you are often working “on demand” based on what someone else wants to do in the moment which may, however probably won’t lead to a deal today.

The focus of your day is follow up, not prospecting. Rather than trying to get to the truth with each person you are working with…. you are trying to get them to do business with you or hoping they will. You are also very vulnerable to hearing what you want to hear. In this program your standards for a lead are much lower than the Deal-A-Week program. Rather than a “no” being just as good as a “yes”, you are often willing to settle for maybe. Again, all of this leads to lots of waiting. Often you get very attached to your leads…. a results orientation, and the more time you invest in them the harder it becomes to let go. Again, the idea of urgency is replaced by persistency and working harder.

To develop a more intense level of urgency in your business...

Begin asking yourself this question every morning...

Am I going to do a deal today?

If the answer is YES..... GREAT!!

If the answer is no...

Ask yourself "Why not?" and then go do something about it.

Make it an OUTSTANDING TODAY!!

Steve Shull
Performance Coaching
Helping people go from good to GREAT!!
www.100daychallenge.ning.com
877-281-6161

 

 

 

Comments (4)

Lori Lincoln And Associates
Top Agent Serving Dighton Taunton, Rehoboth and more! - Taunton, MA
Top Agent Taunton,Dighton Rehoboth &more

Steve,

Great motivational piece. I don't use Buffini as my coach, but still like the 100 day challenge idea

Jul 21, 2008 04:38 AM
Steve Shull
Performance Coaching - West Los Angeles, CA

This is NOT a Brian Buffini program. It is very different.

Steve

Jul 21, 2008 04:43 AM
Carey Pott
January Financial - Foothill Ranch, CA

I admit that a lot of my day is spent "responding" to other people and other deals, rather than "creating" new business. It's a tough habit to get out of for sure!

Jul 21, 2008 04:44 AM
Steve Shull
Performance Coaching - West Los Angeles, CA

However it is the habit that will get you in the mode of doing business on a regular basis vs. doing a deal now and then. It is so easy to get caught up in a future orientation vs. a now orientation. That is why each day you want to ask yourself, "Am I doing a deal today?" If not, why not? And then, "What can I do today that can lead me to a deal today?" If you make the answer to this question your priority each day.... you will do more business.

Steve

Jul 21, 2008 04:57 AM