Three Keys to Thriving in Today’s Economy
By Roberta Ross, National Speaker
You’ve no doubt heard the saying, “When the going gets tough, the tough get going,” right? While it’s a great adage, I believe more to the point in today’s tightening market is, “When the going gets tough, the tough dig deeper.”Tough times call for tough measures, thicker skin, smarter strategies, finite focus and the ability to embrace adversities. I am reminded of philosopher Friedrich Nietzsche’s words, “That which does not kill us makes us stronger.” Well, friends, since it’s not our time to go, let’s seek the strength to not merely survive, but thrive in any market. Here are three ways to do just that:
1. Turn challenges into opportunities. As Floyd Wickman put it, adversity can be an anchor or a rocket booster, depending on your attitude and your actions. I invite you to see today’s market changes for the tremendous opportunities they present. Challenges are great conduits for change. They force us to examine what we are doing and take our professionalism, focus and efficiency to the next level. Look to the agents who have successfully navigated tough markets and real adversity in their careers, and you’ll discover that many of them made more money, captured more market share and developed some of their sharpest skills as salespeople and negotiators during down economic times. hy? Simple: Timing is everything, and when they looked around and saw 80% or better of their colleagues in the industry going into fear mode or leaving the business altogether, they recognized the opportunity to ignite the rocket fuel before them and take their careers to the next level. Do you want to be weighed down by an anchor or realize new career heights? The choice is yours.
2. Clean house. I’m not talking about dusting the baseboards here. In a changing market, you need to tidy up your thought processes, habits and priorities. Having these three things at the top of your spring cleaning list sets the stage for a fresher outlook, a streamlined business plan and a clearer sense of direction:
A. Thought processes. Your thoughts are the springboard for your actions, and your actions determine your direction. Do you really want to start that whole process with a negative? Of course not. There’s enough negative news out there to go around; feel free to leave your share on the table, television or driveway when you head into work each day. Your brain is still the best computer in the world and, like all computers, it is susceptible to what we used to call “garbage in, garbage out.” Feed your mind with affirmations for success and viable information that helps you help your clients.
B. Habits. Old habits do indeed die hard, but kicking those unproductive habits off of our daily to-do lists is critical to building momentum. I’ll give you an example: I know many of you are bloggers and enjoy incredible success from this online networking portion of your business. I caution you, however, to make sure that your “blogging time” doesn’t cut into your “prospecting time” with live, voice-to-voice, face-to-face contacts. Many of you are willing to spend hours designing marketing pieces, newsletters, postcards and business letters or redecorating your office space. While that’s all wonderful, it doesn’t make you money. I challenge you to focus on building GOOD habits such as committing at least an “Hour of Power” each day of no-nonsense, full-tilt prospecting.
C. Priorities. In our seminars, we teach real foundation builders for salespeople. Understanding and IMPLEMENTING basics such as smart budgeting, measurability and consistency is key. One of my favorite foundation cornerstones is “work high-priority activities first.” Professionals and entrepreneurs who are looking to put themselves ahead of the competition and achieve repeatable, sustainable success in ANY market stay true to the items closest to their revenue line. As a REALTOR®, you get paid to prospect, present and close. Make it a priority, then, to prospect, consistently fine-tune and tweak your presentation and learn to close like the pro you are. Although some agents might disagree on which is most important, all will agree that successful agents need to be good at all three. If you are strong and confident in your presentation and close, it takes some fear out of prospecting. Ifyou are terrific at prospecting, you know you’ll be in front of more people and forced to perfect your presentation and close. Stick to these top priorities and delegate the busywork that bogs you down, and your revenue line will build before
3. Raise your standards. Shed the negative influences, thoughts and habits that tether weaker agents to mediocre income levels. Toughen up, get back to basics and dig deep when it comes to the core activities that will help you weather any market:
A. Stay close. Your sphere of influence is the lifeblood of your business, both in “now” revenue and future referrals. Stay in touch consistently, creatively and with care,
B. Farm effectively. It’s more important to reach the people who count than to count the people you reach. In other words, know your best customers, farm using targeted data mining to find more of the same, and concentrate your efforts, energy and marketing dollars on the people with the highest likelihood of working with you.
C. Get out there. Are you an active, visible part of your community? Today’s consumers look for people they can trust and communicate with on a first-name basis. Forge those relationships with smart networking and community involvement.
D. Put systems in place. We all know that profit and productivity in a challenging market is no small thing and not easily achieved by those who “fly by their seat.” Top producers ensure that systems are in place to automate their marketing, allow for checks and balances and provide a constant stream of prospects. Systemize! It will save your sanity and help you earn top dollar!
Now more than ever, it is time to dig deep and find those nooks and niche markets that fit your personality. It is time to carefully measure your results while remaining a visible presence in the market. It is time to know what you are made of and, as always, where you are headed by way of goals and dreams. The right goals, mindset and attitude coupled with a fierce determination to control YOUR economy regardless of THE economy will win results and instill not only survival skills, but also the kind of spark and staying power that most entrepreneurs strive for.
Go ahead and get tough! We’re right here with you.
Bring TOUGH-MARKET skills to your office! Visit www.mastermarketingmeeting.com to learn about our FREE 30-minute workshop that combines the power of tools and technology with the skill set and experience you need to ignite those rocket boosters! Call Julie today at 1.866.405.3641 to find out more!