Rates are low but loans are very difficult to close. So many of my prospects are under-water or don’t qualify because of income and credit issues. It is hard to keep up a positive outlook when things are so tough. Is there going to be a light at the end of the tunnel? Chris from Nevada
What Can You Do About The Present? There are five things I think you can do right now to help you deal with the present challenges we face. I will address each of these in “Business Planning 2012” webinar December 14. To register go to https://www2.gotomeeting.com/register/135469970 (it will be recorded and also repeated in January for those who can’t make it).
- Start with yourself. The most important sales tool is not what you think it is. It is a mirror. You need to think about how you are holding yourself back. For example, many during this period are depressed and for good reason. However, not only do you have to rise up and overcome these feelings, but you must lead others out of their depression. You can’t improve your deficiencies unless you admit you have a problem, and there are many areas you will need to access. Results always come “within” and any action you take will be less effective without this all-important first step. For the first time in our history, people are questioning the worth of home ownership. You need to be behind the concept 1,000%!
- Decide what is important. What do I mean by important? Rise up over the day-today details and decide what you are trying to achieve. This is exceedingly difficult in an era in which many are scrapping to stay above water. However, if you take your eyes off the brass ring for a long time you will lose your purpose. What are long-term objectives? How about retirement and health? How about education of your children? In this day and age, it may be getting above water on a house. This is a perfect example. If you pay off your consumer debts, you can then attack paying off your home loan. This is not going to happen in one year, but it is a plan you need to put into place today. All goals are achieved through the first step.
- Set your goals for next year. While the big picture is important, you will not get anywhere without taking care of the “medium-term” picture. This means that you need to decide exactly what has to be accomplished next year in order to achieve progress with regard to the big picture. Once you have set these goals, make sure they are publicly stated. You must make a commitment.
- Now you must segment these goals. Moving from the big picture to tomorrow, what exactly must you do in order to achieve next year’s goals? I call this “drilling down.” You must be very specific in this regard. In essence, in this segment you will be building your marketing plan. That means the identification of targets, tools and actions that will help you achieve your goals. And the key is specificity. You must know exactly what you are going to do with regard to each target and what you would like to achieve. It is not enough to say–I will get more business from this referral source. How are you going to do that? What actions will you take and often will you take them and when will this take place?
- Remove implementation obstacles. Remember all the plans you have made in the past that have not come to fruition? There were implementation obstacles in the way and you could not overcome them. Some are external but the solutions are controlled by you. What obstacles do you face every day that get in the way of doing what you know needs to be done?