These statistics will shock and surprise you. So, get ready. We recently did a blind study on incoming leads. 85% of the new leads received a follow-up, 15% got crickets.
So what is the psychology of the 15% of sales professionals that never follow up on a new lead? Even more shocking is we found that of the 85% that did make the initial follow up, only 25% made a second attempt! And of that 25%, only 12% made a third attempt. So what’s going on here?
It’s the voice inside your head. It’s a growth vs. fixed mindset.
- 2% of sales are made on the first contact
- 5% of sales are made on the third contact
- 10% of sales are made on the fourth contact
- 80% of sales are made on the fifth to twelfth contact
Persistence is the key to your success. In a study specifically related to real estate sales, sales professionals that made three attempts vs. those that made five or more attempts had more than a $100K difference in annual income.
Today we are bombarded with information. We are in information overwhelm. But that does not mean someone doesn’t want to buy, sell or invest. It might be, like me, right now, it isn’t a high priority.
Staying connected is the key. Using content from tools like Keeping Current Matters can help, yet so can a casual check-in call, text, or video chat. It’s you vs. your baby, and nothing is in your way except for your growth vs. fixed mindset.
Our work lives have become more demanding, presenting us with more complex challenges at a relentless pace. Add in your personal needs, family needs, and other commitments, and it’s easy to feel always overwhelmed. For most of us, the typical response to growing workloads is to work harder and put in longer hours, rather than to step back and examine and find a new way of operating.
The cognitive impact of feeling overwhelmed continuously can range from mental slowness, forgetfulness, confusion, difficulty concentrating, or thinking logically, to a racing mind or an impaired ability to problem solve. When we have too many demands over an extended period of time, cognitive fatigue kicks in. The effect makes us less productive and leaves us feeling even more overwhelmed.
If you are feeling overwhelmed, here are some key strategies to try:
Have the courage to stop what you’re doing. Give yourself the time and space to slow down, so you can see the bigger picture and get a handle on things. Regather yourself. Center yourself so that you have the energy to make wiser, healthier decisions.
Get clear on your priorities.
Taking time to contemplate your priorities is key to having focused flow. What’s most important to you right now? How do you want to run your business and live your life on a day-to-day basis? Look at the bigger picture and how you want to spend your time and energy.
Lin Yutang said, “besides the noble art of getting things done, there is the noble art of leaving things undone. The wisdom in business consists in the elimination of nonessentials.” What don’t you need to do? What can you automate, delegate, or eliminate?
Commit to less.
Having too much to do often has to do with unrealistic goal setting and over-committing your time and energy. Are you overly ambitious? Are you not being realistic about your goals and what you can do?
Say NO more often.
People who are overwhelmed spread their energy too thinly. Often, it’s hard for them to say “no” because they fear disappointing others. When you feel scattered and pulled apart in a lot of different directions, are you willing to pull yourself back in and say “no” to others? Are you ready to get more comfortable saying no?
Be willing to focus on just a few things at a time. Put limits on certain activities that aren’t important. By limiting your time and energy for specific endeavors, and not allowing yourself to get lost in the day-to-day, you can create more time and space in your life. Limit the number of emails, FB time, talk time, any activities that consume the unproductive time in your life. The paradox is that by creating more discipline and limitation in your life, you create greater freedom.
Re-imagine a new schedule.
Imagine a new lifestyle from scratch. If you made your business effectiveness, health, and happiness a priority, what would a perfect day look like? What would an ideal week look like?’
Being overwhelmed is not a fact — it’s a state of consciousness that limits your freedom and happiness. It requires a shift in perspective. Often, when you’re feeling overwhelmed, you’re over-thinking everything that needs to get done. You’ve lost yourself, and you’re no longer present.
Instead of seeing the things outside of you having power over you, be willing to stop and regather yourself. Bring yourself back to the present moment. Remember that you have a choice about the way you want to feel.
K minus A equals 0
K plus A equals W (Winning)
I’ve coached a few folks that told me, “I want to produce more… my desire is to be more consistent.” Some have been saying this for way too long. Why… fear. Fear keeps our behavior inconsistent with our goals.
Those of you that know me, know I’m a life-long learner. Although I agree with life-long learning, I agree much more with a life-long application – taking action – on what we’re learning.
At the end of the day, the winners are the doers.
Figure out where you want to go, start with the end in mind, and work your way backward to the moment at hand.
Example… what would happen if for every 12 people you know you set a system to touch them 33 times throughout the year? Could that “system” create 1 new transaction for every 12 people in your database?
What would happen if you added 1 new contact to your CRM everyday… and that contact was then touched 8 times in the first 8 weeks of meeting them and then 33 times during the next year? What would happen?
Here’s the best of the blog series, the highest engaged post about taking action:
5 Lessons From The Death Crawl Scene In “Facing the Giants.”
Too often our own perception, surroundings, and beliefs get in the way of victory and success. Or said another way, the meaning we assign to things becomes the lens through which we see the world.
What Would Happen If You Never Tolerated Inaction In Yourself?
There is a common mistake that often happens to too many of us. The mistake has to do with the difference between being in motion and taking action. They sound similar, but they’re not the same.
Tired Of Not Getting What You Want?
Ever wonder why so many of us have to hit rock bottom before we find a breakthrough?
If Information Was Enough…
If information was enough, we would all be top performers in our profession, exercise every day, eat more vegetables, be within the government height and weight standard, and have a ton of money saved for the future.
3 Steps to Mastery
Who doesn’t want to be a better agent, better team leader, a better entrepreneur? If there is one concept that can lead to more powerful performance with immediate impact… this is it: “It’s difficult to control our thoughts and feelings, yet we have total control of our actions.”
In summary, information overload creates a lull in productive activity, so let’s look at three simple, fuss-free steps to get you the results you need:
Step 1: Move beyond the learning phase. While knowledge is a powerful thing, don’t make the mistake of thinking your good intentions count. It’s time to stop procrastinating and trust the tools you have to start taking positive steps.
Give yourself permission to execute on the things you know now… nothing good happens when you wait.
Step 2: Skip out on perfection. Perfection is a stall tactic. Typically, nothing big and drastic needs to happen in your routine. Small changes are what really count.
Just take action, now!
Step 3: Execute an action plan. Knowledge is only power when combined with action.
What actions can I take? Here’s one approach to consider:
- 5 or more check-in calls that create 1 or more appointments
- 3 or more personal notes
- 1 addition to your database with an “8 touch campaign” over the next 8 weeks
- Grab a beverage of choice with a top client or prospect that creates 1 or more new appointments
- Host at least 1 business to business networking session
- Complete 7 pop-bys that create 1 or more new appointments
- At least one video about local events or local market conditions
- Start of the month and mid-month eReport of value to your database – with video content that creates appointments
- Targeted FB or Google ads that create appointments
- Strategic text messages to an opt-in database that create appointments
Knowledge plus action is power. Figure out where you what to go, start with the end in mind, and work your way backward to the moment at hand. #GO #GSD
Success comes in many ways and forms. Gandhi was successful for leading India into independence from the British. Mother Teresa was successful giving hope to the poorest of the poor. Warren Buffett is successful for investing and building long-term business ventures. Recently I ran across an article that outlined over 20 years of research on success. The study found there are certain core activities, beliefs, and attitudes that are shared by those who succeed
The basic formula:
- Get clear about what you don’t want.
- Get clear about what you do want.
- Visualize and feel the outcome.
- Clear your mind of self-limiting beliefs.
- Take action.
The six most common characteristics:
- Resilience – the ability to keep getting up despite being knocked down.
- Self-control – the ability to subdue one’s impulses, emotions, and behaviors in order to achieve longer-term goals.
- Emotional awareness – Emotional awareness is the ability to recognize your own emotions and those of others.
- Creativity – the ability to perceive the world in new ways using two processes: thinking and producing.
- Optimism – does not take failure personally but keeps on trying until he succeeds and expects positive outcomes
So where do you stand? Once your beliefs and actions are aligned there are no limits.
“Thoughts lead to purpose; purpose drives action; action form habits; habits create character; character defines destiny.”
- Today’s smartphone has the same computing power as the whole US government in 1983
- 3D printing is the only technology where a more complex object doesn’t cost more to make
- The average lifespan of an S&P 500 company has gone from 67 years to 12 years today
- Autonomous driving cars will prevent 30,000 road deaths in the US alone
Exponential growth does not just apply to technology, large or small firms. Exponential growth applies to you and me.
One of the most influential books I’ve read. The book is just 36 pages long yet is packed with practical insight and action creating motivation. It’s called You Squared by Price Pritchett. It is basically an instruction manual for taking a quantum leap in your business and life.
Pritchett states “we don’t have to be content with incremental, gradual change through the application of hard work. Rather, we are capable of an explosive jump in performance at an accelerated rate, and it requires less effort.” How?
Here is a summary:
Quit Trying Harder – Trying harder only produces incremental gains. A quantum shift is an elegant solution requiring less effort.
Ignore Conventional Approaches – A quantum leap requires an abrupt change in behavior. It requires finesse over effort, simplicity over complexity, a new paradigm and a fresh perspective.
Think Beyond What Common Sense Would Allow – Quantum leaps require “uncommon sense.” Rethink your thinking. Violate the boundaries of the probable.
Suspend Disbelief – Act as if your success is for certain and proceed boldly.
Focus On Ends Rather Than Means – It is crucial to have a clear picture of what you want to accomplish. Solutions will appear. Draw the map as you go.
Rely On Unseen Forces – When you focus on the clear picture of what you want to accomplish and move confidently toward it, unexpected and unknown resources materialize.
Choose A Different Set Of Rules – You can never avoid risk, you can only choose which risks you will take. Risk believing in yourself.
Trust In The Power Of The Pursuit – Dreams begin to crystallize into reality when they are pursued because the world behaves differently when you go after what you want.
Seek Failure – Unless you are willing to fail, you will never have the opportunity to test the limits of what you are capable of accomplishing.
Get Uncomfortable – Quantum leaps jerk you out of your comfort zone. If you aren’t experiencing discomfort, the risk you are taking probably isn’t worthy of you.
Open Your Gifts – There are unused gifts waiting to play a role in your quantum leap, open them.
Fall In Love – Create a dramatic dream that goes beyond the ‘reasonable’, and then allow it to become your “magnificent obsession.”
Make Your Move Before You Are Ready – You don’t prepare for a quantum leap, you make it… and then you fine-tune as you go.
Look Inside For The Opportunity – Everything else that’s needed comes from inside you, not from anything outside you.
If you choose to take the leap, I invite you to consider what area of your business is holding you back?
Maybe it’s hiring an assistant; maybe it’s outsourcing that new digital ad campaign you desire but don’t have the skills or time to pursue; maybe it’s delegating your files to a transaction coordinator? Whatever it is, one or more of the principles Pritchett presents, I suspect resonates with you, so… just do it!
Take the leap… and see you and your business take a quantum leap.