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Beyond the struggle: Focus on what truly moves the needle
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Reader, are you struggling with market conditions? Or afraid you might be in the future? Recently I was coaching a team who was working on some things re: their goals for this quarter, and market conditions was something they were actively struggling with. And one of the best things to do when you're struggling? Assess what's in your Circles. That's...
So which one's the best place to spend your time? That's right. The Circle of Control. And inside of the Circle of Control, we can look at 3 things... (Check out the video for more, or read on below...) Inside of the Circle of Control, we can look at 3 things...
As sales professionals, as small business owners, these three things are completely under our control when it comes to driving the result you're looking for. So what we did on our team call—and what I'd ask you to do—is rank how things are in each of these areas on a scale of 1 to 10 (10 being highest/best). How is your Mindset? What limiting beliefs do you hold? What are you doing to continually improve and evolve your mindset? How is your mindset affecting others? How are your Methodologies? Do you have systems and processes that are working for you, or are you constantly flying by the seat of your pants? How is your Messaging? Are you communicating regularly to stay top of mind? And WHAT are you communicating? Is it all about me, me, me? So do me a favor, go through that little exercise. My guess is it'll be pretty eye-opening... You'll be able to see what can be improved that you actually control. And to one-up it even further? Get a person or group of people around you to help assess any blind spots and bring them into view. If you're feeling it, shoot me back your scores and what first step you're gonna take to improve 'em! Brian PS - Surviving in tough markets is about serving, NOT selling. So when the market gets tough, go love on people more. That's really what it comes down to: Finding ways to serve. Whenever you're ready, there are 2 ways I can help you:
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Get Radically Referable
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Do you like to brag about yourself, Reader? Not many people do. And if you do, it’s inauthentic (it’s hard to come across as anything but that), and you end up feeling frustrated because, well…nothing really comes of it. Why? Because people aren’t usually drawn to inauthenticity. Now…do you love to hear you did a good job? Of course you do. But it's kind of awkward fishing for those compliments, isn't it? Well, here’s a way to hear that you did a good job more often AND use it to get more...
Reader, as I mentioned in my last email, we send a success story to our database about once a month. Every time we do, we see an increase in our pipeline (the people who want loans) of anywhere between 10 to 25%. So if I have X number of people who want loans, I've got X + 25% after sending a Success Story out. That's a big increase in exchange for not a whole lot of effort. Think of maybe an hour of effort total, once per month. (It may take you a little longer in the beginning, of course.)...
Let another praise you, Reader. In marketing, most of us are used to Hero stories. People tooting their own horns. The Hero in these circumstances is a person who is saying, “I’m the best at _______. You need to come see me.” (The legal profession’s particularly good at this.) That’s powerful communication. Communicating through authority. And when I say ‘powerful communication’ – it almost sounds like that’s what you want to be shooting for, right? Maybe that’s why so many of us fall into...