How to make the most of the remaining 100 or so days of 2011!

The end of the year is approaching.  Here is a list of 22 items that can help you knock it out of the park for 2011.  It’s ok if you don’t agree with all of the ideas on this list. 

• We have to raise our level of enthusiasm to a minimum of 8 every single day!  Not just the days you feel like it.  It becomes infectious.  Be excited about the next 100 days!

•  Keep your goals and the rewards of your goals posted in front of you at all times.  Set some short term/end of the year goals.

•  Start everyday by reviewing your schedule and goals before you do anything else.  This will help you stay focused.

•  Forget the first 3 quarters.  It’s already done and holding on to what you didn’t do will only drag you down.  Unless they are positive or strong.  It puts self imposed limits on us.

•  Allow yourself the luxury of doing more business in one month than we ever thought was possible.  Believe this is possible!

•  Take the best month of your career in terms of production and make it the minimum standard for the remaining 3 months.

•  Get at least 2 committed accountability partners immediately.

•  Remind yourself daily that market conditions have no effect on you.

•  Go back and review your notes from the training we’ve had this year.  It’s good stuff and it works.  There’s never a reason for us to suggest something that won’t benefit your life.

•  Put all of your leads on one sheet of paper and identify what quality they are.  How many do you need to replace right now?  Do the same thing with your listing inventory.

•  Commit 100% to becoming more coachable, NOW!  Not when you feel like it.  When you get good advice and don’t use it you are gaining nothing.  If we spent the whole time talking about the importance of developing the skills of a coachable person, it won’t be enough.

• Once a month do the following:

1. Have an “Expired Day”
2. Have a “FSBO Day"
3. Have a “Price Reduction Day”
4. Have an “Ultimate Prospecting Challenge Day”

• If you went on 5 to 10 appointments in one month would you get better at presenting? 

•  Accept the fact that making a lot of money means you are going to be doing things that make you uncomfortable.  There is always a price to pay.  You’ll eventually get over it and the money will be nice!

•  Work every day on mastering the basics

1. Prospect every day
2.  Effective lead follow up daily
3.  Effective presentations daily
4. Using Market Stats

• Know, understand and use question based scripts everyday!  Questions help you stay focused on the client and not on you.  Use them every day.

• Keep track of your numbers so you can duplicate what you did in the first quarter of 2012 and not lose momentum. 

• Understand that most of what we do is a 90 day cycle.  To break the habits we have for next year, we have to start today!

• Work on perfecting a well defined work schedule.  A schedule that makes sense and that you can follow each day.

• Delegating to staff, vendors, etc.  Who are you going to delegate to?  Our job is to produce income not to take care of it.  It gives us freedom to do what needs to be done.

•  Daily refining of the prospecting skills.  We have to perfect the skill that got us where we are.

•  Simplify your lead follow up.  What’s the script?  How much business are you losing by not doing this well?

•  Maximize your personal development this year.  Over expose your brain.  Burn yourself out on learning.

1. Read more great books.  Don’t read to go to sleep, read to get alive 
2. Only listen to things motivational or inspirational in the car.
3. Hang around with people doing more than you and talk to them about your goals and objectives
4. Expose your brain to things outside what is normal.  Practice thinking bigger.  Allow yourself to visualize what it would be like to be a millionaire.