Here is your ACTION STEP… at the start of the year we put together a plan. The goal was to ensure that Jerry won all three “races” that he entered (Hard Wok Derby, Database Stakes, & Daily Routine Stakes). Here was the plan:
BK’s THOROUGHBRED PLAN
1. Know exactly how many transactions you intend to complete by December 31, know how much money you intend to earn.
2. Identify and quantify the activities required to reach those targets (contacts made, appointments set, listings taken, listings sold, buyer sales).
3. Create a daily and weekly schedule to support the year-end targets using the above activities.
4. Have solid accountability in place to make sure that everything happens as planned.
This skills required to win all three “races” had to constantly be improved on an ongoing basis. Here was the strategy for each of the three races:
TRIPLE CROWN STRATEGY
1.The Hard Work Derby… all successful Salespeople must work hard. We had a specific weekly schedule in place that made it very clear on two fronts…a) when to work and when not to work & b) what specific tasks were to be performed when working (lead generation, lead follow-up, buyer showings, listing appointments, negotiating offers). We tracked his activity on daily basis. There was no slacking off during work hours… none! Jerry won this race because he worked very hard all year long, on the days he was supposed to work.
2.The Database Stakes… all successful Salespeople must build up a large Database of past clients, centres of influence, and referral sources. Jerry started the year with a list of approximately 125 names. His assignment was to add one name per day from one of two sources…a) clients identified from his new transactions & b) individuals identified from his ongoing prospecting (20 contacts per day). By the end of the year Jerry had over 260 names in his Database. He won this race because he never lost sight of the need to expand this very valuable source of business. I had him track this number on an ongoing basis. Much of his $129,000 increase in Sales came from winning this race!
3.The Daily Routine Stakes…all successful Salespeople must be consistent in the pace they set while running this “race”. Jerry set a solid pace right from the start in January and never let up. Why did he win this race?… Because most of his competitors were not consistent! Too much start/stop/start/stop. This race is the toughest one of all to win… those who figure out how to stay consistent and keep up a steady pace (i.e.: ROUTINE) always end up in the winner’s circle. I made sure that Jerry came to work at the same time every day, started his prospecting at the same time every day, and kept his mornings clear. He learned very quickly that the competition always had an excuse as to why they couldn’t do that. Once Jerry had his routine in place, winning became much easier.
There you have it… the formula for winning the Triple Crown in Sales. Use the same strategy to run those three races and you too will be a Triple Ground Winner!
One final caution… don’t look for shortcuts. You have to stay on the racetrack and run the complete circuit. It basically boils down to 3 things … work hard, build a database, and create a routine of consistency (hence the Triple Crown). It worked for Jerry, it has worked for dozens of other Superstars I have Coached. It will work for you… are you up to the challenge? NO Excuses