Key Actions To Explode Your Success - Real Estate … Key Actions to Explode Your Success Success is...
Transcript of Key Actions To Explode Your Success - Real Estate … Key Actions to Explode Your Success Success is...
Key Actions To Explode
Your Success
10
210 Key Actions To Explode Your Success
10 Key Actions to Explode Your Success
Success is a subjective term. The
definition can be different based
on who you are speaking with. You
could also evaluate success based
on different areas of your life like;
financial, health, relationships, career,
etc. People can be successful in one or
two areas but be failures in others. The
truly successful person has high marks
or scores or is progressing to those in
each of life’s key areas.
As a reader you will have to define
what success is to you. In this report
I will reveal tenants, principles
and strategies for your increased
achievement. You must be the one to
set the targets.
Successful people have left clues for
thousands of years. While the world
has changed in those thousands of
years through improved transportation,
technology, and communication,
many of the fundamentals are still as
effective today as they were in the
time of Abraham or Solomon. Whether
it’s acquiring wealth, increasing
your influence at work or at home,
climbing the ladder of success at work,
or developing those deep enduring
relationships with loved ones, all these
for many people denote success.
There is a stark outcome in differences,
influence, lifestyle, experiences and
mental well being for truly successful
people. Because of their knowledge
and application of the ten principles
contained here, they are more able
to cut through the fog of day-to-day
living and create experiences and
memories for a lifetime. They can
choose to live more fully with more
time off, travel, earlier retirement,
and expanded options in trying new
opportunities.
If I have briefly described what you
have been looking for in your life
please turn the page and walk with me
to a more successful life for you...let’s
start together.
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Focus on being productive, not just busy:
There is a difference between
productivity and busyness. Anyone can
be busy doing something. The question
is, it the right thing? Is it the one thing
that will create the biggest growth in
you personally, in your income, expand
your opportunities or relationships?
We will all experience ebbs and
flows to busyness. The economy
will surge, our market niche will
surge. We can even become the
“flavor of the month” as a person or
professional. The real “secret sauce”
is being productive before and during
those surges so we can advance our
business, initiatives and goals.
There is no badge of honor in claiming
that you work a lot of hours in a week.
There have been many times when
either an applicant who wanted a
position in one of my companies or
someone who wanted me to coach
them said, “I work 60 - 70 hours
in a week” trying to demonstrate
their level of commitment, passion
or toughness.” In my mind it
demonstrated a lack of skill in
productivity. They either had a skill
deficiency in prioritization, organization
or time management. Success requires
a price of hard work, but it does not
require that level.
There is a requirement of time that
is necessary. Few successful people
have done it without hard effort and
hours of work. The 40-hour work
week doesn’t produce results for many
people who are climbing to the top.
Once you reach the top maybe. Most
successful people will be required to
work more than 40-hours a week. The
line seems to be toward 50 but not
consistently over 60. That seems to be
the sweet spot.
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Focus on your half dozen things:2When I was in my 20s I foolishly
thought I was good at everything. The
truth was I wasn’t...I was naive. I have
come to realize in myself, and others,
that there are a whole lot of actions,
activities, and things I am not very
good at. There is a reasonable sized
list of solid items, areas, and disciplines
that I have skills and can execute.
The real truth is, the list of what I am
“world class” at is very short. That is
the list that matters most.
For virtually every human being that
list is short; call it talents, God-given
gifts, developed skills...whatever. We
have all been blessed with unique,
natural gifts and skills. Many of us go
through life with them undiscovered.
That is unfortunate because there is
such a reward in utilizing them, both
personally and professionally.
The real truth is that the more
engagement, time and effort we put
forth in these key areas, the more
abundant reward in money, enjoyment,
and feeling of worth and well being
we experience.
What are your half dozen?
What are you truly gifted at?
How does the skills and gifting align
with your business?
Are there critical skills for your
business to thrive...what are they?
Can you overlap your gifting with your
critical business skills?
For most people, a half dozen could
mean 5, or 6, or possible 7. It would be
no more than 7. Once you cross that
number you are on the edge of loss of
focus.
Focus will always proceed success. It
even occurs that way in the dictionary.
To be able to distill your thoughts,
actions and
objectives
to such a
concentrated
pursuit
dramatically
increases
your odds of
success.
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Focus on measuring and tracking results:3
In any business there are a few key
performance indicators or KPI’s. There
seems to be a misunderstanding that
a lot of numbers and tracking must
be done. While more numbers can
help in a larger business once you
have mastered the KPI’s, the real issue
is how well have you defined the key
performance indicators or your core
numbers.
While the KPI’s can vary in business
they are usually centered around a
couple of core areas. In most sales
based businesses they are centered
around:
A) Lead generation activities
B) Lead follow up conversion rates
C) Sales presentation to sold
business ratios
A) Lead generation activities:The lead generation activities can
be online or offline with numerous
categories and sources and
subcategories underneath. The real key
again is what are the key numbers and
categories, not every number category.
The online KPI’s would be registrations
to your web presence and the volume
of people that communicate with you
on an engaged basis in the online
world. What are the number of
registrants and social media growth?
How responsive are these registrations
and leads to your custom electronic
communication via email, text or social
media? Are you able to convert these
prospects to live interaction via phone
or face-to-face? What is the volume at
the top of the funnel as well as what
drops out of the bottom?
The offline lead generation is you or
your sales team’s number of personal
contacts or personal prospecting
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daily. While the online world of lead
generation continues to grow and
expand, there is still a large world
of direct interaction for sales based
companies, either phone-to-phone or
face-to-face. How many contacts are
you making to current customers, past
customers and past client to initiate
new business or add on business?
There has been and will always be a
direct connection between the number
of call attempts and contacts and the
earnings of a salesperson.
We certainly have an expansion in
types of communication options
in text, social media, and email as
well. The challenge is those types are
more informational than persuasion
oriented. The truth is sales is a
persuasion business.
The lower the attempts and contacts
the lower the income. A call attempt
is exactly what you might think. It is
an outbound dial to someone that
could be a prospect or refer you to
a prospect. The certainty is that it’s
harder to reach people as technology
advances and makes direct connect
and call screening more common. The
fact still remains that personal and
direct contact is king even though it is
harder to do.
A contact is that you had a
conversation with someone that could
make a purchase of your service.
Too frequently salespeople error in
counting neither or only one of these
two elements. Frequently salespeople
are well below the threshold of
contacts daily that they need to
expand their business and sales. They
fall below a reasonable level so their
sales ratios must be unsustainably
high to achieve their income goals.
It’s the most grievous error in sales
professionals.
Online Leads
Quality Leads
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B) Lead follow up conversion rates:
The lead conversion rates are so
essential to success. Because most
sales businesses are generating leads
and sales opportunities from a large
variety of sources you can’t just track
one overall conversion rate. That is
a key error that is made measuring
sales performance. You must monitor
individual sources of leads to secure a
large conversion rate increase.
In most companies there are vast
differences in lead conversion based
on sources. A prospect that directly
contacts your company via phone
to discuss your service and value will
have the highest conversion rate. The
next highest conversion rate would
be inbound text, IVR systems, social
media, email reply, website, branded
registration pages and stealth site
registration pages.
You can also have conversion variations
based on individual salespeople.
Some might be more effective at
converting IVR leads. Those interactive
voice response leads for some
salespeople are more comfortable
because the prospect can appear more
motivated because they took a strong,
demonstrated action.
It’s been my experience that a large
volume of increased income for the
salesperson and the companies lies
in this tracking of individual sources..
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The advance conversion rates connects
with increased sales revenue. That sales
revenue flows straight to the bottom
line. We have already absorbed the
operating and marketing costs. It’s
usually some small variable servicing
costs. The increase sales is truly a
windfall of profit. Not a small sum, a
truly large net profit can be claimed.
While the first step is separation of the
sources and tracking, we must look
beyond lead source and the current
conversion rate of each. We also must
look from leads generated to leads
qualified to presentation appointments
set. We might even need to evaluate
the size of the business revenue
generated.
There are really three general areas
when we address lead conversion rates:
1. How much?
2. How soon?
3. At what cost?
The first two most sales teams
and salespeople do more readily.
Determining how much is the sale
or how much will I make as the
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salesperson is straightforward. For
example, in real estate sales you can
ask most real estate salespeople what
6% of a particular number and they
will be able to tell you instantly. They
have the “how much” innately.
The “how soon” is another easy
one for most salespeople. It can be
accomplished in a few key questions
to prospects about timeframe and
motivation. The challenge for many
salespeople is the “at what cost”
part of the equation. This takes more
probing from different angles. It takes
more skill to determine the needs,
expectations, intent, and typical
decision making process for this
prospect.
C) Sales presentation to sold business ratios
The presentation to “real revenue”
is elusive because few salespeople
really track this number. This is where
the rubber meets the road. When
you get in front of what you feel is a
real prospect what happens? What
percentage of the time does it happen?
It’s common for salespeople to not
understand their conversion ratios on
sales presentations. For those more
aggressive types reading this you might
call it your kill ratio. The actual number
you do could be very different then
the truth. Salespeople with too high
a number, say in the 85% plus range,
what that really means is that they are
not creating enough opportunities. In
short, they are mot making enough
presentations.
In my travels speaking on five major
continents I frequently have discovered
that the salespeople who have
extremely high sales ratios go on few
presentations. It’s often like a badge
of honor their high “kill ratio”. The
challenge with protecting an artificially
high ratio is you never know how
good you are when only selling to
your grandmother, friends or previous
accounts. Your ratio should be high,
but when you exhaust these sources
your ratio will frequently drop like a
stone because you are not prepared
to compete for business and sales. We
must put ourselves in situations where
we experience competition. Where we
have to test, stretch, and use all our
skills to land the business.
1010 Key Actions To Explode Your Success
Focus on production not perfection:4
The action and intentional act of
production beats out perfection every
time. It will take you as long to achieve
a 95% rate of success and service even
if you are at zero as it will take you to
go another 5% from 95% to 100%.
Your time would be best utilized in
securing another opportunity and
taking yourself to 95% with that
opportunity. Too many people are
obsessed with the last 5%. You can’t
be focused on that last 5%; it will cost
you big in revenue and sales.
At 95% you have probably beaten
99% of all competitors in your field
in service, quality and value. The last
competitor you didn’t beat will be a
small niche player because no one of
competitive significance could invest
the level of their time and resources
to perfection. and achieve a large
volume or market share in sales. That
doesn’t happen in any industry. Even
as wonderful as all the Apple products
have been, even as obsessive as
Steve Jobs was at perfection of those
products, there were design, software,
and hardware flaws when they began
sales of the iphone and ipad for
example.
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Stay positive...even when you are behind...make errors or have setbacks:5
The art and decision to have a positive
attitude is exactly that...a decision.
Each one of us will experience being
behind on our goals and objectives.
The real question is what will we do
about it when it happens; not if it
happens, but when. The ability to
remain calm, focused and positive in
that moment will determine whether
you catch up or not. The errors can
be compounded, and setbacks more
serious if we don’t remain positive
about our opportunities.
I watched firsthand throughout my
childhood and adult years my mother
deal effectively with some serious
health issues. She certainty was dealt
numerous setbacks due to her multiple
sclerosis. She was diagnosed when
I was 3 years old. By the time I was
in 2nd grade she was confined to a
wheelchair. I never heard her utter,
“Why me?” “This isn’t fair.” or any
other setback oriented pity party
statement. I am sure there were times
she talked with my Dad about her fears
and concerns but to all in the outside
world she just focused on raising her
kids and living life to the fullest.
Success is really not contained in how
well we implement plan A. It’s how
well we adapt to plan B and stay
focused and positive in doing it. We all
live life off of plan A. In almost every
situation you will encounter you will be
working plan B or lower....
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Take immediate action on goals, objectives and priorities:6
Successful people don’t wait. They are
action oriented. There is a step before
action which is to first know what you
want and desire. Before you can take
immediate action on your goals you
must have them. There needs to be a
level of organization and strategy as
well. Once you know what you want
then you will need to prioritize them.
What’s most important and then what
are the steps?
In many years of working with high
achievers I have coached people
through goal setting systems.
Frequently when you step back and
evaluate goals it comes down to a
choice. There are times that two goals
or objectives are incongruent with each
other. You are then forced to prioritize
which of the two is most important,
because you can’t have both or you
can’t have both at the same time. If
I wanted to loose weight but I also
wanted to eat at McDonald’s four days
a week and have Big Macs, those two
don’t align. I realize this is an extreme
example but we often create goals that
are out of alignment.
There could be goals and objectives
that run counter to the season of life
you are in currently. At those times
a choice needs to be made between
goals. I had that happen a few years
ago. The life of a speaker and author
can look very glamorous but the travel
and being gone can have an affect on
your family life.
I have always enjoyed the experience
of travel, impacting a wide audience,
coming back and hearing the stories
of what I shared before and the
success earlier attendees achieved. The
downside is being away from family.
My ultimate life goal is raising my
children to find their gifts, help them
find a way to develop and use those
gifts and to develop their relationship
with God. The two were incongruent
and difficult to accomplish together
without assuming a large risk of being
absent and not accomplishing the
ultimate goal for them.
1310 Key Actions To Explode Your Success
I decided to cut way back on my travel.
Rather than traveling a few weeks
a month I now travel a few weeks a
year. I transitioned to writing more,
developing and delivering our content
in our Live Virtual Classroom. This shift
has not been easy, but well worth it.
We now, at Real Estate Champions, do
more Live Virtual Classroom programs
for companies and salespeople than
any other company or brand in the
real estate and sales industry. We are
truly the expert for increased sales
performance through this medium with
validated measured matrix of success.
We would not be heading into the
future without one closing the door on
the past.
There is often an order to even
aligned goals. It isn’t enough to have
goal alignment. You must have the
right prioritization. If you think success is a one step process...think again! What is the right
order execution? Which series of steps
reduce the risk and increase the odds
of accomplishment? Eventually it all
boils down to action. What specific
actions need to take place...when are
you going to start doing them?
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Focus on making small incremental progress:7
Success oriented people fixate on
movement and progression. Earl
Nightingale said, “Success is the
progressive realization of a worthy
goal.” The key to success is movement
toward, rather than away of your goals.
As long as you are moving forward
then you are a success. We vastly
overestimate what we can accomplish
in a day, week or month. We vastly
underestimate what we can do in a
year, a decade, or career.
If we merely improve ourselves 1%
a day with compounding we will be
100% better in 77 days. Most fortune
500 companies are trying to increase
business less than 10% a year! If you
received 10% return on your money
you would double your money in less
than 8 years. The key is steady and
continuous movement.
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Invest time with the right people:8Our time can be invested or wasted.
The biggest waste is continual exposure
to the wrong people. It could be
members of your family that are the
wrong people. There are four categories
of people I invest my time with:
1. People I can learn from
2. People I can have fun with
3 People I can profit with
4) People I can teach or mentor
1) People I can learn fromThis category just feeds you. It revs
up your mind, knowledge base and
passion. There is so much to learn
in life. It isn’t always about business,
but all areas in life. There are guys I
hang out with because they are great
Dads and I want to learn from them.
They are either naturally or because
of observation and learning, they are
wonderful fathers. Some are farther
down the road with older kids so they
have already walked the ground that I
am in the early stages of experiencing.
I want to be around people I can learn
from.
That’s also one of the reasons I love
what I do so much. In working with
our clients they bring unique problems,
challenges, and issues to us for our help
in solving and implementing solutions.
This relationship means they trust us to
help them make their businesses better.
We also are on the front lines or on
their board of directors and advisors.
It would be similar to what any large
company has but small entrepreneur
companies can’t afford.
2) People I can have fun withThere is a need in us all to have one
good evening out with friends to
fellowship, laugh, and tell stories
with. It’s a way to recharge your
batteries from the grind of sales or
entrepreneurialship. Most of us have a
small group of real and true friends.
Be sure you are spending enough time
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with them. We all work to fund our
life. I have caught myself at times not
having enough fun and being too
focused on the future or on the next
mountain to climb.
3) People I can profit withMost people of financial success did
not accomplish it alone. They engage
with others in a creative or new idea.
There were two guys, not one, who
created Google. Larry Page and Sergey
Brin needed each other to succeed.
It’s usually a collaboration that creates
the biggest opportunities or to seize a
great opportunity.
As I have grown older I have also
realized that many that have achieved
their financial goals have done so
in leveraging other people’s money
to expand and gain access to more
opportunities. When an exceptional
opportunity appears don’t be hesitant
to seize on it even if you have to share
it with others. If you lack the resources
work to attract the people who have
them. If sharing minimizes your risk
or exposure it’s probably worth it. If
someone else’s funds can help you
expand your opportunities be action
oriented.
4) People I can teach or mentorThis was the smallest of all of these
groups when I first realized the four
types of people to invest in some 20
years ago. It has grown to my largest
group over that time frame. It has
taken over for me as my life’s work and
legacy.
For anyone, there is no greater joy in
life than having the front row seat in
another human being’s success show.
To watch them progress toward goals
and be able to celebrate their victories
is a thrill like none other in life. This is
true whether it’s your children, friends,
associates at work, or coaching a kids’
baseball team. The technology world
of today allows this to take place in a
more expanded way than ever before.
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Maintain balance in your life:9It’s easy to hyper focus on a singular
area of your life. The focus on
your business to the exclusion of
your family or health doesn’t take
any particular skill to accomplish. I
have observed a large number of
financially successful people who have
achieved spectacularly in the wealth
category only to fail miserably in their
relationship categories of life.
Too frequently we are measuring
success through the financial lens. I too
was guilty of that at a younger age. I
admired someone in my younger years
because of his wealth and earnings but
it became clear that by his third wife
all he was doing was creating financial
success. He was, and is today, clearly
not an example but a warning of how
a disastrous lack of balance can be. He
is presently in his 5th or 6th marriage. I
have lost count...failure.
The money or wealth area is the easiest
to achieve. The duration of a thriving
relationship with your spouse or
significant other, children and friends is
far more challenging and valuable for
your health and well being. I remember
a story my father shared with me some
25 years ago upon his retirement in his
late 50s. His accountant expressed in
a meeting that he had enough funds
to retire well off. He followed up his
comments with a statement that my
father had done well. To enable that
to occur his accountant expressed,
“The one key thing that had ensured
his retirement...he still had his first
wife.” The growth and enduring of
relationships is a true measure of
success.
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Keep things simple:10A few years ago I had a large health curveball thrown at me. It was probably God’s way of trying to get my attention to change, slow down and simplify. My life had gotten too complex, stressful and anything but simple. The extensive travel, speaking domestically and internationally had complicated both my businesses, family life and it affected my health. Sometimes more was not better and it took a wakeup call for me to cut back and simplify.
It was on a flight heading east when I experienced a vertigo episode that finally got my attention. I had experienced a little mild vertigo and some hearing loss for awhile but this episode was severe. I was literally laying in the aisle of a 757 with my head and body spinning and being sick. How I managed to complete my speaking and travel schedule that week; I still don’t know. I needed to find out what was causing these issues. I was diagnosed with Meniere’s disease which is an inner ear disease that affect hearing and balance. There is no cure,
only the opportunity to mange the effects. The worst of which is vertigo.
Being forced to slow down was not easy for a type A person. To simplify my schedule and life was also not easy; truly I had no other choice. I am grateful for what this experience has taught me and continues to teach me with each passing day. We all tend to complicate our lives, and increase stress beyond what is reasonable or even long-term manageable. The most gratifying things in life are free or un-complex yet we take them for granted.
What do you need to cut out?
What would improve your life?
What should you simplify?
Have you gone through your stuff and purged recently?
When is enough...enough?
The American philosophy of whoever has the most toys wins the game...is flawed. We are in the experience business with our lives. It’s not about toys but experiences. There are
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some toys that can help us create
experiences with others but when we
are all done and we are at the end of
our lives here on earth everything we
have left goes back in the box of life
and gets put on the shelf.
I hope that these ten rules will
continue to guide you in your quest
for expanded success and fulfillment in
your life. In all my travels I have never
met anyone who didn’t desire to be
more, have more or live more. I am
sure because you are reading this the
same is true for you.
Each of us is uniquely gifted. We all
have talents and blind spots with
regards to these ten rules. Some of
these ten you probably do well, while others are a massive struggle each day or week. No one achieves perfection on the whole list. It’s how we are progressing to expand our life. I want you to take action right now.
I want you to rank these in order of importance to you. Which of these 10 would have the most significant impact for you based on where you are at right now in your life? Take a moment rank them in the form below. Then rank them as well on a scale of 1 to 10 in how well you do them; with 1 being low and 10 being high. This will give you two clear scales by which to craft your next series of actions you need to take.
I wish you all the best in your journey to goals, dreams and objectives. There will
be times where we will need luck, prayers and the well wishes of others. If I can
be of aid to you in your journey please feel free to contact me either through:
www.realestatechampions.com
www.facebook.com/realestatechampions
877-732-4676
To your journey,
Dirk Zeller
2010 Key Actions To Explode Your Success
10 Key Actions to Explode Your Success
Step 1: Rank these actions in order of importance to you
Step 2: Rate yourself for the following actions on a scale of 1 - 10 in how well you do them
ACTION RATING Step 1 Step 2
1. Focus on being productive, not just busy ______ ______
2. Focus on your half-dozen things ______ ______
3. Focus on measuring and tracking results ______ ______
4. Focus on production not perfection ______ ______
5. Stay positive...even when you experience setbacks ______ ______
6. Take immediate action on goals, objectives and priorities ______ ______
7. Focus on making small incremental progress ______ ______
8. Invest time with the right people ______ ______
9. Maintain balance in their life ______ ______
10. Keep things simple ______ ______