By Julie Escobar
If there’s one thing I’ve learned through all of my years and experience with sales professionals, it’s that the most successful among them, the ones who seem to effortlessly rise to the top and stay there have many common denominators – but right at the top of the list – is PASSION. They LOVE what they do. They love the people they work with, the client base they’ve cultivated and the tools and systems they use to make it all look so easy.
How about you? Are you infusing your career, your days – your life with passion? I recently read a great quote – “If you can’t put your heart into it – take yourself out of it.” That’s good advice, and a powerful reminder that much of what makes people successful comes from their ability to really put themselves – heart and all – into what they do each day.
How can you become more passionate about your career?
1. Work with the people you like. Don’t try to be all things to all people. That’s a mistake many new sales professionals make (not to mention a fair share of experienced ones as well.) Finding a niche that works for you and becoming the very best you can be at it will not only propel your productivity, but save you time, money, headaches and aggravation as well. Top that off with the fact that it’s just more FUN to work with people you like and you’ve got a great foundation building block.
2. Take more action. In the words of Pete Seeger, “do-so” is more important than “say-so.” Top professionals don’t wait, procrastinate or debate decisions three hundred ways to Sunday. They take action-strategically, intelligently, thoughtfully and consistently because they know that action is the key to momentum and productivity. Growing your book of business should be based on a send-call-see formula. Each and every month you are taking ACTION by sending something to your sphere and farm, postcards, free-reports, neighborhood updates, newsletters — then following up. You should be calling everyone on your list at least twice a year. And finally seeing – take the time to be out in the community, to canvas the neighborhoods you want to be top of mind in, and to personally invite to lunch or visit those top 10% of referring customers in your business base.
3. Desire to learn. How do the best get better? How do they maintain their integrity, success and longevity despite market shifts and economic challenges? They LEARN…New things almost every day. They keep their eyes, ears, heart and mind OPEN so that they can continuously absorb new ways to grow as people and professionals.
4. Put people first. One of the traits I find most interesting about many of the most successful entrepreneurs I know is their commitment to putting people first. They are service minded, happy to help and willing to go the extra mile not just for their clients, but for everyone in their lives.
Is money a priority? Sure, but it doesn’t top the list. Top producers fully understand that theirs is a people industry, and an unwavering focus on bringing their best selves to the table for everyone is what makes them superstars above and beyond the balance in their bank accounts.
I recommend both Jack Mitchell’s Hug Your Customer and Mark Sanborn’s The Fred Factor. These terrific books explain how focusing on and serving the VIPs in your life brings tremendous rewards that go far beyond business.
This month give yourself a Valentine’s Day gift – and add more PASSION to your business and life. I challenge you to adopt and adapt these traits of top entrepreneurs so that you can invite the EXTRAORDINARY into your career. To paraphrase Confucius, “Love what you do and you’ll never work a day in your life.” Now – doesn’t that sound like great advice?
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