Published
Monthly by Joeann Fossland, GRI, LTG Coaching Mastermind Groups and Individuals For
Sales Success
(520)744-8731 email:
Joeann@joeann.com (820)597-4196 fax
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ADvantage Thinking
Get a jump on having the
best 4th quarter Ever!!!!! The Single Daily Action Plan Will Get You There!
"As long as you’re going to think anyway, think
big." Donald Trump
This month you can position your business for the best 4th
quarter ever by using a Single Daily Action.
A blitz of high activity this month will create momentum
for your last quarter……..
Identify an exciting "peak performance " goal for
this month. Really GO FOR IT and stretch your limits! Set a goal for this month that is
at least double your goal for last month.
Coaches Tip> Let go of using your goal to measure yourself but use it to give
direction. Better to shoot for the stars and only reach the treetops than to shoot for a
rock. A VERY BIG goal will cause you to be creative and think "outside the box".
Ask others to give you some ideas what they would do if they had that goal.
Create the Single Daily Action (SDA). You can’t
guarantee the exact result, but you can manage the actions. Your goal should be a
measurable result that can be converted to actions. For instance: To create $10,000 in
commissions, you would have to know your average commission amount and divide that into
the goal. Let’s say $3000-so you would need 3.1 closings.
Coaches Tip> Design in reserve! Multiply the 3.1 X 125%=3.875 closings or for
simplicity, 4! Now, what actions must you take to create 4 closings? Does it take 10 calls
to set 3 appointments? 3 appointments to get 1 listing? 5 listings to sell 4? Just taking
the time to look at YOUR numbers & effectiveness will be useful, in and of itself
& could be an important step to your next level of production. While FSBO’s and
Expireds would be one place to concentrate, if you have a client base that you
haven’t had contact with, calling these people will leverage your efforts.
What SDA must you do each day? The example above gives you
50 calls=15 appointments=5 listings=4 sold. Plan to accomplish this in the first 2 weeks
of the month—so 50 calls divided by 10 days is 5 per day. This is your SDA.
Coaches Tip> Block the time and make a visual display. Get a buddy to increase
staying focused and on track. Take daily action, regardless of the results. Upgrade
actions if your effectiveness isn’t on target at the end of the first week (either
get coaching in what isn’t working to get the appointments or increase the number of
calls for the desired result). Keep going until you have made the 50 calls.
Bottom Line
You can do anything for 1 month! The momentum created by playing big will
attract more business to you and it will get easier and easier. Ever notice business comes
when you don’t NEED it? By committing to being responsible for your own results and
taking consistent action, you may attract "A" Buyers as well. Certainly work
with any buyer who has to buy and is ready, willing and able, but do
not spend time with any other buyers until you have done your SDA. "Focus,
focus, focus….this is not hocus pocus!!!!!!"
Coaches Tip> Perhaps your challenge is a need for more self care and balance
instead of increased production. The SDA can be used with ANYTHING you are committed to
having a breakthrough in!! What daily action would create more balance????? You can’t
give 100% to others unless you are practicing extreme self-care.
"A pessimist is one who makes difficulties of his
opportunities and an optimist is one who makes opportunities of his difficulties" Harry
Truman, American President (b. 1884)
Joeann Fossland is a personal & business coach,
specializing in the real estate industry. Working with individuals and groups to bridge
the gap to their next level of success. Groups include a mastermind sales group and a peak
performers group. Call Joeann to schedule a free 20 minute introductory coaching call or
for more info! |