Friday, April 28, 2017

Top Producer Secrets for Achieving More

by Julie Escobar

“What the mind can conceive and believe, it can achieve.”  That classic Napoleon Hill concept certainly has withstood the test of time, hasn’t it? Think about the high achievers you know, and take a look at the commonalities that have led those talented sales professionals to the pinnacles of success.

Now, while the sales industry as a whole doesn’t offer up a college degree, you can be sure that studying the principals and practices of super-achievers will earn you higher response rates, productivity, profitability and a career you can be proud of.

So, don your thinking cap and consider these seven elements that you’ll always find at the very core of the very best:

1. They are believers. It’s more than self-confidence; successful people embody the belief that anything is possible. They think expansively rather than seek the closed door of failure.

One of the greatest gifts we have is the ability to open our minds, hearts and lives up to all of the resources within our reach. Mega-producers shift from “I think I can” to “I know I can” each and every day.

As the amazing Walt Disney once said: “It’s kind of fun to do the impossible.” Believe that you can; it’s a tremendous place to start.

2. They live in the present. Of course they do. Doesn’t everyone?

Sadly, no. How many people do you know who wallow in the past or are paralyzed by fear of the future — what could or might happen tomorrow?

Top achievers recognize that today is what they have. This minute, this hour is what they can control. They become masters of the moment. They embrace the day, the conversation, the relationship, the business and sometimes even the silence.

It’s amazing how these people with so much to do and so much to accomplish each day seem to do it with ease and joy. Consider how much lighter your load would be if you left the past firmly behind you and the future out in front of you. Don’t you think that would make today much easier to walk through?

3. They work hard. I’m stating the obvious here as a reminder that success doesn’t happen by accident.

Top producers get up earlier, stay later, go the extra mile for their customers and strike the best balance in life — all while counting their blessings rather than complaining. They consider their career part of who they are and what they love — making work a lot less like, well, work.

In today’s market, the “pie” is smaller, which makes the competition for each “piece” tougher. Know that it takes more prospecting, preparation, time management, skill building and closing to stay ahead of the competition. If you want to travel on the high road, you have to be willing to go the extra mile.

Time Management Tactics & the Difference an Hour Makes

By Julie Escobar

Time – as they say is LIFE.  It’s also a powerful stepping stone to success.  Sales professionals eager to get more than just “now” business and instead build a reliable foundation for longevity know one thing for certain – time management – is a MUST do.

On the road to time management master, consider the difference just one hour can make in terms of repeatable, sustainable success in this business. This business, like most sales industries is above all else, a people business, which means if you want to STAY in business, you’ve got to make staying top of mind with your customer base a priority.

What hour you ask? Real estate expert and coach Bernice Ross once shared with me, “Just about every top producer that I know starts their prospecting first thing in the day. They know that of the activities that are closest to the income line for them – prospecting is right there in the top three. Getting those things done first allows them to continually grow and stay connected to their book of business. Secondly, it really gives those agents a sense of control, power and self-accomplishment – and isn’t that the BEST way to start a day?”

Many agents choose to stagger their prospecting time and map out their week in advance, selecting 8:00-9:00am three days a week, and evening hours from 6:00-7:00pm two to three days per week. It’s a good way to maximize their ability to reach prospects and past clients, and for many successful professionals – it’s the smart habit to take a look at their schedule in ADVANCE of the week.  That way everything gets put on the table.  And don’t forget family and personal obligations in that task setting process.  Prospecting time, showings, open houses and listing appointments are all vital – but so are soccer games, recitals, date night and lunch with friends.  With a  nod to wanting to be in this industry for the long haul – it’s the little things that will help you stay on the top of your game, avoid burn out and find that slippery thing called balance we all strive for.

Sherry Chris, CEO for Better Homes and Gardens shared with me in a previous interview that in her experience, top producers generally still can be found sticking close to that old rule of thumb investing about 80% of their time getting face-to-face, on the phone or online sharing with both past and potential clients. “Things have certainly changed in our industry and prospecting has truly taken on a new pace with the advances of social media. It’s definitely developed into a more ‘give before you get’ mode of contact. Whereas our old methods of prospecting meant picking up the phone and offering a service, now we can feed valuable information, fun facts as well as personally connect with our clients.” Sherry, for example, spends roughly 60% of her time building the Better Homes and Gardens brand and shares some valuable tips when it comes to building ‘social capital.’ “To be truly effective you have to successfully balance business information with personal touches, photographs, upcoming events, career milestones, etc. If the only thing you have on your Facebook or Twitter is your listings, you’re missing the boat. Let’s not forget too, that as valuable as social media is in today’s prospecting world, there is still no substitute for getting face-to-face or on the phone with your clients.”

How do you stick to it?