by Julie Escobar
“What the mind can conceive and believe, it can achieve.” That classic Napoleon Hill concept certainly has withstood the test of time, hasn’t it? Think about the high achievers you know, and take a look at the commonalities that have led those talented sales professionals to the pinnacles of success.
Now, while the sales industry as a whole doesn’t offer up a college degree, you can be sure that studying the principals and practices of super-achievers will earn you higher response rates, productivity, profitability and a career you can be proud of.
So, to keep sharp this summer – be sure to don that thinking cap and consider these seven elements that you’ll always find at the very core of the very best:
1. They are believers. It’s more than self-confidence; successful people embody the belief that anything is possible. They think expansively rather than seek the closed door of failure.
One of the greatest gifts we have is the ability to open our minds, hearts and lives up to all of the resources within our reach. Mega-producers shift from “I think I can” to “I know I can” each and every day.
As the amazing Walt Disney once said: “It’s kind of fun to do the impossible.” Believe that you can; it’s a tremendous place to start.
2. They live in the present. Of course they do. Doesn’t everyone? Sadly, no. How many people do you know who wallow in the past or are paralyzed by fear of the future — what could or might happen tomorrow?
Top achievers recognize that today is what they have. This minute, this hour is what they can control. They become masters of the moment. They embrace the day, the conversation, the relationship, the business and sometimes even the silence.
It’s amazing how these people with so much to do and so much to accomplish each day seem to do it with ease and joy. Consider how much lighter your load would be if you left the past firmly behind you and the future out in front of you. Don’t you think that would make today much easier to walk through?
3. They work hard. I’m stating the obvious here as a reminder that success doesn’t happen by accident.
Top producers get up earlier, stay later, go the extra mile for their customers and strike the best balance in life — all while counting their blessings rather than complaining. They consider their career part of who they are and what they love — making work a lot less like, well, work.
In today’s market, the “pie” is smaller, which makes the competition for each “piece” tougher. Know that it takes more prospecting, preparation, time management, skill building and closing to stay ahead of the competition. If you want to travel on the high road, you have to be willing to go the extra mile.
4. They consider themselves “works in progress.” Anthony Robbins calls it CANI (Constant and Never-ending Improvement). The great Og Mandino tells us: “Take the attitude of a student: Never be too big to ask questions; never know too much to learn something new.”
Real winners are successful students; they never stop learning. They’re passionate about absorbing everything there is to know about work, life, relationships, balance, etc. They recognize that our world is abundant in resources that can help them learn, master their crafts and expand their horizons. You’ll find many are both mentors and protégés, as ongoing teaching and learning are necessary not only to make it to the top, but also to stay there.
5. They take responsibility. It’s amazing how much we can accomplish when we take personal responsibility for our actions, successes and failures. Too many people try to look busy, place blame or find reasons why something won’t work rather than doing what it takes to make it to the top.
Leaders accept the challenges before them, step up and learn from their mistakes and don’t wait for success to come knocking at their door.
6. They are resourceful. Top producers think ahead and actively acquire the skills, strategies, tools and techniques they need to keep their edge in any market. They not only create new ways to “build a better mousetrap,” but they also set out to build a better “self.”
They think ahead of the trends and seek out the lessons they need to thrive. Rather than saying, “I don’t know,” winners add the words, “but I will find out.”
Get creative. Explore the resources that are available to you — from libraries and the internet to mentors and mega-producers. Keep your finger on the pulse of what’s new and what’s working in today’s ever-changing market. Powerful new programs like Every Door Direct Mail™ and MLSMailings are helping agents just like you reach more people, with little cost, little effort but BIG results!
7. They put people first. Successful people think outside of themselves. They understand that their customers are the lifeblood of their business and that the care and keeping of those customers is a top priority.
They also realize that living an exceptional life requires a delicate balance among work, family and self. All work and no play usually makes for someone who ends up alone. They cherish and guard family time with as much fervor as they use in cultivating business relationships.
How do they do this? By using prospecting systems that ensure they stay in touch with their customers every month and putting time-management systems in place to ensure their family time is uninterrupted.
I challenge you to continuously study your profession and hone your skills and knowledge base. Incorporate these elements into your own life and business, and realize that you, too, can conceive, believe and achieve greatness.
Need help? Call our inside team at 866.405.3638. Cool people. Great answers. Serious systems.