Thoughts, Ideas, and Concepts by Sandra Parks

Posts tagged ‘time’

Hump Day Fallacies!!!

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The concept of “hump day” has had a long history – too long, in fact. 

For many years employees and managers alike have talked about the importance of getting through hump day (aka Wednesday) and making it to the weekend. Unfortunately, hump day is a career killer. 

Hump-day employees look at every week as the process of starting at the bottom of the hill on Monday morning at 8 a.m., climbing to the top by Wednesday at noon, and then coasting down to the bottom of the hill by 5 o’clock on Friday. These people haven’t gotten anywhere during the course of the week. They are back where they started on Monday morning, week after week after week. 

Imagine a college athlete who performs exactly the same way at the beginning of every season. Those kinds of players never get off the bench, assuming they can even keep their spot on the bench. Intuitively, we know we must continually improve if we want to take our careers to the next level. With a hump-day approach to the workweek, we sabotage productivity and psychologically set ourselves up for a mediocre week and a mediocre career. 

Study Warren Buffett, Steve Jobs, Oprah Winfrey and a host of other great achievers. They didn’t push forward for 52 working hours and then slump backward for another 52. They raised their bar of achievement, and then set the bar higher again and again. 

Instead of working for the weekend, try filling out a “Leap-Day Worksheet” at noon Wednesday. (Maximum time investment: 35 minutes.)

1.      Make a list of the meetings/activities /events that have occurred so far this week.

2.      For each entry in Step One, answer these five questions in less than five minutes:
a.       What did I do that was effective? 

b.      What did I do that was not effective? 

c.       What could I have done to be more effective? 

d.      What did I learn from this experience? 

e.       How can I use what I learned to perform at a higher level for the remainder of this week? 

From now on, make Wednesday at noon your weekly inflection point to capture key lessons and catapult to a higher level of performance over the remainder of the week. After all, the greatest performers in history didn’t rise briefly and then fall backward. They leapt forward to higher and higher levels of achievement, and hit repeat.

This is so true!!!

Value of a Lead

“The indispensable first step to getting the things you want out of life is this – decide what you want “

Ben Stein

Last week we talked about finding good qualities in all people- including leads you just met. This week we will take a quick look at the potential Dollar value loss of each lead that you let slip away, and how important it is to make sure you keep them as a client and build a relationship with them. Always recognize that today’s first-time client can be 4- 7 potential transactions in the future, and that is just the beginning. If you take a closer look at this, and if you go with the low end assumption that every client on average refers you one new client over their life cycle- you can quickly understand the value of developing relationships over time.

So let’s take a closer look at this and use the assumption that each client sends you just one new client over their life cycle. It is easy to recognize that each client is worth a lot of revenue over their average life cycle when you set this up as a diagram. Go ahead take each client and add one referral and keep going deep with it 5 years, 10 years, and 15 years. Can you quickly see how important it is to value each lead and each relationship no matter what your average commission may be?

Now the key is can you continue to develop techniques to enhance these relationships -that is what separates the best from the rest. We will explore this topic more next week

I hope this has emphasized the importance of why you should build strong relationships with each and every prospect and client you meet.

It is not easy and takes a lot of time and effort, but it is the way all top Real Estate sales professionals build their business

To your success!

Michael Cosentino

Michael is the co-creator of http://www.REOSalesExcellence.com, which has trained hundreds of agents nationally on how to build a successful REO business. He is also the founder of http://www.FindREOAgents.com, a national directory that connects thousands of REO Real Estate Agents and Asset Managers from across the country. He has a passion for helping people avoid foreclosure, which he has brought to life with his investment and mitigation firm, Global Capital Management. His mortgage organization, Global Capital Mortgage, specializes in helping serve the distressed marketplace. To learn more about Michael, add him as a contact with this email: mc@michaelgcosentino.com

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