The Keys to An Unstoppable Sales Drive
By Steve McCann
back in 1995 I was invited to speak at a Real Estate Conference.
One of the other speakers on the program for that day was a
high-producing Realtor and had been for a number of years. He was
the opening presenter so I got the chance to sit in on the
presentation and I found it to be a memorable experience. He was
motivated and his production numbers were strong. The ideas he
shared with the audience, with a little bit of license on my part,
went something like this: You wake-up at 5am, from 5-7am, you plan
your day, every hour. Be in the office by 7am and by 9am get out
and prospect and be in the community. At 5pm get back to the office
to do your follow-up with all your prospective clients. From 7pm –
9pm you do your administrative work. After that, get into bed so
you’re ready for 5am again.
were about 200 Realtors in attendance, many of which were inspired
by his ideas. And my guess is that many of the agents took action
after that day because they wanted his results. So they probably
started getting up at 5am and arrived at the office at 7am and they
started making the cold calls they normally weren’t making. But
pretty soon, within a few days or weeks, most will stop doing it.
Their activity levels go back to normal. Why? Because their
productivity rose above their self-image and their self-image
squashed their productivity down within their comfort level---a
level consistent with their self-image. They took an afternoon off
here and there, maybe they watched Oprah, maybe Jerry Springer; it
was hard to say. Their actions were becoming inconsistent with
will always perform at a level equal to your self-image: Our
self-image is the portrait we have of ourselves. It’s the picture
we’ve created about ourselves and is commonly based on past
experience. So if a new desire for improvement is introduced and it
conflicts with our current self-image, it is doomed to fail.
actions, behaviors and yes our discipline, are all heavily
influenced by our self-image. Even if you force yourself via will
power to do things beyond your self-image, you won’t be able to
sustain it for very long. You will go back to the old behaviors
consistent with your own self-belief because you believe it and you
act from this belief. What caused the Ali’s and Jordan’s of the
world to work as hard as they did? What causes the top 1% in
selling to consistently sustain their mind-boggling activity
levels? Answer for both: their self-image. Major changes occur in
income and production for the average salesperson when they
understand the importance of changing their self-image. Salespeople
comfortable with average client sizes but nervous and fearful with
the high end client - who learn to grow their self-picture, become
more confident and succeed in the large client arena.
raise our self-image we raise our behaviors and the discipline we
bring to our activities: Learning to change behavior permanently
is one of the most important skills a person can develop in their
life. Without this skill, any self-improvement intention will
result in failure and frustration. All we need to do is to change
the picture by investing time and energy.
self-image is held in our subconscious mind. This is the inside part
of our brain where all of our habits and beliefs are stored. Many
estimates in the field of psychology suggest we are only utilizing a
small part of our brain - generally 5 to 10%. Which means that
nearly 90% is untapped and waiting to serve us. Our subconscious
mind is this under-utilized resource. It’s the part of the brain
that allows our body to do things naturally and consistently with
such ease and proficiency that our conscious mind could never match.
things that seem impossible become possible when we learn to
communicate to our subconscious mind. Here’s how: when a thought
and feeling match, and are focused on over and over again, it
becomes accepted by the subconscious mind. When we add pictures or
visualization, which match this thought/feeling combination, we are
actually changing our self-image with a new self-belief. Our
self-image is only communicated to in pictures, hence the term self-image.
When this ‘pictured thought with feeling’ intention is accepted by
the subconscious mind it becomes a belief that executes itself
Follow these steps to a new level of discipline by changing your
one: Decide exactly what you want. This is critical. Is it a
habit change you’re after or how about a new production goal?
Whatever it is, be crystal clear on the outcome you desire
two: Determine the activities that would lead to this outcome.
This is an easy step; just determine what you would need to be
doing in order for this result to come naturally. It’s simple cause
and effect. For this step, make sure you choose activities that you
could see yourself doing. There are often many ways to an outcome.
Avoid the activities that don’t fit your personality, but make sure
the one’s you do choose will ensure your goal.
three: Invest 20 minutes a day in focused quiet time, Ten
minutes in the a.m. and 10 minutes in the p.m. Here is the place
you need to invest the time and energy. In this time, find a quiet
place in which you will not be interrupted and close your eyes.
With eyes closed, put your attention on the goal. With thoughts on
the goal, see yourself doing these activities with ease day in and
day out. Picture yourself becoming proficient at these activities.
Bring in more and more clarity to the picture every time you do
this. Visualize the time of day and the reaction from those around
you. The more detail the better! And finally feel the feelings
you would feel as you would engage in these activities, also feel
the feelings, with intensity, that you would feel accomplishing this
goal. See yourself actually doing the deal!
people produce record results because of their belief in
themselves. They grew their self-image by this ‘pictured thought
with feeling’ process. Many probably didn’t even realize they were
doing it. Whether they intended to or not doesn’t really matter
because this is how it works and it can work for anyone. Apply this
process and remember the importance of vivid pictures and
concentrated feeling. Do this and you’ll never again have to be
stuck in undesirable patterns from your past. With new information
can come new results. Get after it!
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