Published
Monthly by Joeann Fossland, GRI, LTG
Coaching High
Achievers For Sales Success
(520)744-8731 email:
Joeann@joeann.com (800)597-4196 fax
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Published monthly & Copyright 1998 by ADvantage Solutions Group. Copy & pass along
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ADvantage Thinking
Advantage Solutions Newsletter
- Create Your Personal Board of Directors
- Power Tools: REAL TIMES
- Trend Watch: HOW CUSTOMERS BUY
AWESOME YEAR 1999 WORKBOOK
Now available to help with your planning for an Awesome 1999!
You will receive a 20+ page workbook to help you complete
1998 and
plan for a great 1999.Your investment of $10 includes shipping
To order, send check for $10 and mailing information to:
ADvantage Solutions Group, PO Box 133, Cortaro, AZ 85652
or email credit card information (Account # and Exp. Date)
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ADvantage Thinking: Create
Your Personal Board of Directors
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"When a group of individual brains are coordinated and function in harmony,
the increased energy created through that alliance becomes available to each individual
brain in the group." Napoleon Hill
Major corporations rely on their Boards of Directors to provide perspectives and ideas
as well as valuable contacts to powerfully enhance the companies own resources. As the CEO
of YOUR REAL ESTATE PRACTICE, INC. , you can enhance your effectiveness by giving up the
lone ranger stance. In his classic book, "Think and Grow Rich", Napoleon Hill
stresses a mastermind group as a way to multiply your brain power. Most successful people
have relied on mentors or mastermind groups to help them in their quest for excellence!
Let’s look at how you can incorporate this concept into your business to help you
make GREAT decisions.
Developing Your Personal Board
Start with the obvious and make a list of categories AND of people who
you respect. Invite a CPA or financial planner, an attorney, an health professional, and
any other professional that would have some expertise in a field where you don’t.
Perhaps another sales professional in a different field (insurance, perhaps) or an
entrepreneur who is facing some of the same out-there-alone challenges that you face.
Also, invite those who you feel would be a mentor you could learn from.
Coaches Tip>
Don’t hesitate to ask someone who you feel is very accomplished; most successful
people like to share and help others. Think of these people as your personal "inner
circle". Choose them carefully, not just for business contacts, but people who are
aligned with values similar to yours, who will be there good times and bad, who you can
grow with over the years. Carefully consider if their style and integrity are a fit for
how you do business and live your life.
How To Use Your Board:
Make a list for yourself of what your expectations and
needs are from your Board. How do you want them to assist you in your success? Your Board
will become a rich resource for you, if you openly and clearly communicate what your
desires are. Do you want referrals, ideas for serving your clients better, ideas for
marketing in different ways, or expertise in business areas you haven’t mastered?
Speak candidly with them and be open to their suggestions and coaching
Coaches Tip>
Ultimately, each decision rests on your shoulders. While you must be open to advice
that is outside your frame of reference, you have to live with the decisions you make.
Carefully use the input your Board gives you to contemplate what is the very best action
for you to take. If you aren’t taking advice given, communicate the reasons why not.
Taking a deeper cut may uncover a perspective you weren’t seeing.
Structuring
The Meetings
There is no "right" way to do
this. You may want to set up monthly, in person meetings with everyone or you may only
want to meet a couple of times a year. You might set up a conference call or an email
list. With today’s technology, many options are available which didn’t exist in
years past, including having Board members in other cities! Consider your need for
feedback and the number of issues you are currently facing that could use this kind of
brain power and support.
Coaches
Tip>
When you invite each member, your clarity of expectations,
the structure and method of communicating should all be addressed. Give some thought to
compensation for their time. What can you provide back? Can you barter or trade in some
way? Are mutual referrals and expectation. Or, perhaps, offering a small fee would be the
most appropriate way to approach it. Don’t overlook the value of what they are
providing and make sure they know you feel their time and input is a precious commodity.
Your personal Board of Directors is a step to your next
level. Expand your perspectives in 1999 and expand your relationships. In the coming
millenium, relationships will be the strongest link to success in any business that
involves people. Don’t be a Lone Ranger!
"What isn't tried won't work" -
Claude McDonald
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ADvantage TOOL OF THE MONTH:
Real Times
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If you haven’t visited the site for Real Times (www.reatimes.com) you are in for a real
treat! Loaded with news, articles from top trainers on every element of your business AND
they are offering a FREE Newsletter for you to personalize and use with your database.
You’ll want to spend some time there often!
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Real Estate Trend Watch - HOW CUSTOMERS BUY
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This probably isn’t news to you, but the habits of
consumers have changed radically in the past few years. For non-commodity purchases,
consumers are looking for value, relationships and ease of buying.
You CAN charge more, IF the perception is top quality and
you offer services that are special. Premium coffee and ice cream command prices we never
would have imagined. The same is true if you can position your services as value added.
People would rather do business with people they know or
people who have been recommended by someone they trust. Are you leveraging your name
recognition with your client base so they will recommend you?
How easy are you to buy from? Are there non-threatening
ways potential clients can find out about you and your listings? The use of products such
as pre-recorded 1-800 information lines allow people to feel they can get information
without a sales pitch. Your Website is another powerful way to feed the information
hunger.
Re-examine your marketing for the coming year and determine if you need to shift some
of your approaches to add value, enhance relationships and make it easier for people to
buy!
As you plan 1999, create a strategy for how this will fit for
your circumstances. Stay ahead of the rest!
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