It’s important to know why you’re in it. What drives you, inspires you, gets you in action. If this why isn’t strong enough, you’ll fail before you even begin. Why? Because the outside world will come in and change your mind in a heartbeat!!
If you know your why and it’s big enough to keep you in action, you’re ahead of the game. Congratulations for joining the game!! And it is a game – at least if you look at that way, you won’t take things too seriously or personally. The moment you do, you just might forget what you’re committed to and want to get off the ride. So it’s important to always keep your commitment ahead of you at all times and stay focused on what it is that drives you.
Next you want to know your what. What is it you want to accomplish and by when. When I say your what, I mean your income goal. If you don’t know where you’re going how will you get there? I know you’ve heard this cliche before.
Then you’ll want to plan the how. How will you make that goal? For starters, you gotta know your numbers. How many calls does it take for you to set an appointment? How many appointments does it take for you to get a listing or a buyer? How many sellers or buyers do you work with that actually close? How many closings will it take to make your goal? What is the average list price in your area or average you’re closing? From all of this information you’ll be able to formulate a precise plan that tells you how many people you need to speak to every day to make exactly what you want to make.
Role play and practice scripts. You might consider getting a role play buddy and practice daily.
Generate leads daily. I know it’s a grind and most people don’t enjoy it. To be successful, you gotta do the things you don’t want to do and I advise doing it early. You’ll get it done and not have to think about it for the rest of the day. Make a goal of speaking to 20 people every day and you should have a thriving business in no time. Don’t forget to follow up!! You’ve worked hard to get those leads, don’t let the time you spent go to waste.
