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The Sales Coach eNewsletter by SALES CHAMPIONS |
14 April 2004 Issue No. 32 |
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Hello
Here is your latest edition of "The Sales Coach" by Sales Champions, your Australian Real Estate Sales Coaches. The Sales Coach is your fortnightly eNewsletter that includes tips and articles for helping you to get more Listings and Sales. What a fantastic seminar we just had! Tuesday night (if you didn't make it) was our Business Planning for Fun & Profit Seminar. And we'd like to thank everyone who made the time to come and join in on Planning for their future success. Especially, we'd like to thank Bryan Barclay of Opportunity International for letting us know about the great work they are doing helping 3rd World Entrepreneurs. If you've never heard of Opportunity, click on to their website www.opportunity.org.au and get involved. It's a great feeling! If you'd like to receive the Seminar Programme for the rest of the year (so you don't miss out on the next one), please email us by clicking here. We also attended Chris Howard's "Breakthrough to Success' weekend and that was fantastic. Dennis is now a raving convert to NLP and all it offers so he insisted that I write something for the Newsletter. Read on, and participate. Warm regards, Narelle & Dennis
Motivate and Activate Yourself Today (If you just knew how to sustain it!)
by Narelle Stratford Well,
the times they are a' changing! And that's certainly true for
real estate. Many Agents may be starting to feel just a
twinge uneasy about their future as listings start to shrink a
little, and buyers are not so keen to throw money at you. When you look at cycles in the Real Estate industry, you can notice whether there is a boom time - lots of sales, high prices that continue to escalate (excitement), and conversely a down time - prices may start to decline, vendors decide to sit tight and buyers hold onto their money (boredom). Like shares, these cycles can be shown on a graph: up, across and down; and so on.
Just as these cycles affect shares and real estate, they can affect us, so you might have noticed that same up, across and down pattern in our own life. For many of us (and not just real estate agents) there is a cycle of up and down struggle away from financial debt. Often you hear the cry "I just need to make $x to meet the stack of bills. I'm sick of borrowing from Peter to pay Paul. I'm sick of being in debt...." and so it goes on as the bills mount up. And then you feel yourself relax a bit, ease off, go down, as you meet those expenses. When the pressure is on, there can be a hive of activity to work harder, to earn or make more money (excitement) and never is this truer than in the commission-based world of sales. Then, as you meet those deadlines, you feel yourself start to ease off the pressure a bit. And for most people, they will also ease off their dollar productive activities as well. It's as though because the pressure has been lifted, the urgency to take active steps is released, and then, of course, you are not consistent in your actions. And we all know that the biggest sin in day-to-day life is inconsistency, don't we? Inconsistency of actions brings inconsistent results. Remember too, that the hubbub of activity to get away from those dreaded bills also creates adrenalin. And adrenalin is something that many people are addicted to, without even realising it. Take a look at entrepreneurs, for example. Most of them love the hive of activity and action when they start a new business (and that's usually because they wanted to get away from the boredom of what they were doing) and then when it becomes 'ho hum', 'smooth', 'just rolling along nicely', that's the dangerous phase because they lose interest. Once you lose interest your business will suffer. There's an expression that goes like this: "Business goes where your energy flows." If you lose energy (interest) in your business, then your energy will go into dreaming up new ideas and push you to start afresh! And of course, with the decrease in business through your loss of energy, there's the confirmation that the business wasn't right for you, or that marketing tactic didn't work, anyway. So you might as well start something new! In essence though, in all these situations, you are moving Away From something else, and it is the moving away from those negatives, that motivates you. From a goal-setting standpoint you are constantly looking back over your shoulder to see what it is you need to get away from. Maybe it's the boss breathing down your neck, maybe you can see the stack of bills, or maybe you can feel the boredom of things going too smoothly? Whatever it is, let's turn around now and leave it behind you now. That's right, turn and face what you really want. Create a big image of exactly what you do want - what would be the final piece of evidence that would convince you that you had achieved this goal? Would you have to touch it, taste it, feel it, see it, get excited about it, smell it, hear yourself whoop with delight or punch the air as you leap up? Is your image of your goal close to you, or far away? The closer it is, the more real it will feel. Bring it close now.. Make it colourful, full of sounds, animation and action. Step into that image and really imagine what it would be like to achieve that goal... That's right.. you know the one I mean.. Now step out of the image and make a decision to do what it takes, to actively achieve that goal, as you keep your eye on it. Just like a mountain climber who only ever looks toward the peak of the mountain, anything that's in front or above you is just a stepping-stone or handhold to help move you up the trail. This will give you Towards motivation, which is much more powerful than Away From motivation. It's sad that so many of us haven't learnt how to focus Towards our goals. We've been focussed on just getting by, or have become habituated (addicted) to the adrenalin of a hive of activity after too much discomfort. So, decide to change, and change yourself right now Towards and to be the best you can be. How do you look, sound and feel, having made those changes now? FANTASTIC! Wouldn't you rather your graph looked like this?
(This article may be reproduced, or copied, as long as all attribution is retained, and no changes are made.) © Narelle Stratford Apr 2004 Sales Champions Mob: 0412 251 196 |
WINNERS ARE GRINNERS!
This month's subscriber winner is Jennifer Williams! Congratulations, Jennifer, you have won a set of Sales Champions coffee mugs.
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DIRECTORS:
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End 4101 Qld Australia ABN: 2304 241 2603 We reserve the right to alter prizes and prize values at any time. At no time will cash be substituted for a prize. Feel the current market is forcing you to Telemarket, much as you dislike it?
Narelle is experienced in working with Clients to shift those feelings so that Telemarketing is easy and can even be fun!
Book in for a half hour phone session (what a timesaver & it could be a lifesaver) because you can do what you need to do, easily and effectively.
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Copyright 2004 |
Sales Champions |