Posts Tagged ‘Training’

This Week’s Featured Product: How to Build Your Business Using an Assistant

December 1, 2010

We’ve lowered our prices on several of our downloadable audio products!
Many now just $19!

This week’s featured product:
How to Build Your Business Using an Assistant

Most Real Estate agents that need an assistant don’t get one because they are worried about training them. Perhaps you are too busy to train an assistant or just worry that you wouldn’t know what to do with one if you had one.

Learn how to find the perfect assistant for your personality type and business style and learn how easy it is to keep them busy with task oriented duties. Learn to leverage your time and multiply your income using an assistant.

AUDIO PRODUCTS AVAILABLE FOR DOWNLOAD
Select a title to view more information and purchase

How-to Series:
How to Hold a Successful Client Appreciation Event
How to Handle Floor Calls
How to Manage Your Tasks, Not Your Time
How to Build Your Business Using an Assistant
How to Create a Business Plan that will Make You Money
How to Get Started in Real Estate
How to Handle Any Objection
How to Handle Floor Calls
How to Lead Your Office to Unprecedented Success
How to Make Money Now … Not Later

Presentations:
Powerful Listing Presentation Techniques

Lead Generation:
Classes
Networking Groups
Niche Marketing
Blogging for Business
Your Website

Marketing Help:
Successful Closings
Creating a Buyer’s Package
Creating a Seller’s Package

Visit our website for more information!

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The Safari — Your Trek to Success

November 30, 2010

This Safari will kick your 2011 off right and is chock-full of amazing customizable material! And the best part? It is all about YOU! Your business, your habits and way of doing business, your custom solutions – there is no “one-size-fits-all” system at Safari:

  • Review your personal journey. You are at a crossroads and we need to take a look inside your rucksack—your belief system, conflict style, confidence, work style, personal pace, and habits.
  • Time to repack! A review of the “10 Essentials” and what you need to bring with you.
  • Where do you want to go? Building a successful business roadmap that runs parallel to your personal roadmap.
  • Elephant, jeep, on-foot, swinging on a vine – how do you like to travel? An in-depth investigation of the four personality types, how they affect your business, and how to adjust your natural style to communicate effectively with anyone.
  • Your Challenges; Your Solutions an open forum where you can tell us what the ‘roaring lions’ are for you, and where we teach you how stand your ground.
  • You’re out of the jungle and into the light! Planning for an amazing 2011 – creating custom lead generation, follow up, client care, and presentation plans for your personality type (capitalize on your strengths and avoid the quicksand!).

January 12th and 13th in the Seattle area.

Learn more about this exciting two-day event!

Click here to register today!

Don’t Fall Into Holiday Mode — There are Opportunities Galore at this Time of Year!

November 29, 2010

Every year in mid-November I hear the same complaint from agents. They come to me and say:

“Denise, everything is slowing down. I feel like there’s no point to doing anything right now. So I think I’ll just ramp things down and plan next year.”

Wrong!

While it’s a good idea to plan next year, it is a very BAD idea to slow your business down to a crawl just because we’ve entered the holiday season. If you’ve been enticed to put in less effort just because the world is entering “holiday mode”, I want you to stop it right now.

There are opportunities in November and December that just aren’t available to you at other times during the year.

First and foremost, there is a serious lack of competition. Because of the very fact that most agents fall into “holiday mode”, that means more business for YOU. That’s the simple math part.

By staying “ramped up”, you’re going to be the agent catching all the transactions swirling around like snowflakes—because the office is near-empty and nobody else is putting in the effort. Ramp up!

When I say putting in the effort, I mean getting in contact with your clients right now.They too are in danger of falling into “holiday mode”. Your mission is to rescue them—to pull them out before they fall into the abyss.

  • Remind them of the tax advantages of closing a transaction before January.
  • Remind them that deals are more plentiful because there is less competition at this time of year.
  • Remind them that we don’t know what’s going to happen with interest rates in 2011, so now is the time to take advantage of the historic lows.

It’s really all about mindset. While that may sound simplistic, I can assure you it’s not. I’ve seen it in action year after year. Agents who embrace the holiday season with a strong mindset do well.

They just do. It’s a fact.

A healthy mindset can be tough if you’re surrounded by negativity. And if there’s one thing most agents excel at, it’s negativity. You need to avoid it like the flu.

Pretend that you can catch negativity just by being in a room where two agents are whining and complaining about how slow things are. Get out of that room! Get back into your office, your car, or your home. You can’t afford to be exposed to one negative thought! It will make you sick.

What about “quality of life”, though? Don’t I always preach that it’s important to take time off? Why not take time off during the holidays to spend with your family?

Yes, absolutely take time off. I’m not suggesting that you be out there on Christmas Day at 5am giving a listing presentation. Not at all.

All I’m saying is that you can’t let your business slide during November and December. If you want time off around the holidays, then it’s important to take it.

Just remember the phrase “Work hard, play hard.” If you’re off, then you’re off. Immerse yourself in being off. Enjoy it. Be with your loved ones.

But if you’re at work, then work! Don’t put in half the effort just because tinsel and holly are strewn around your office. Treat a day at work the same as you would in any other month.

I’m also not saying that you should be so busy that you don’t plan for 2011. This is critical. Make sure that you set aside some time to do this important task as well. You need a game plan in place for the new year.

Ask yourself: What is going to make 2011 better than 2010?

Start by reviewing 2010.

  • Did you accomplish everything you wanted to accomplish?
  • Did you really implement everything that was on your to-do list back in January?
  • Did you polish up your presentations so that you win people over like never before?
  • Did you take a good hard look at your branding to see if it’s effective?

If the answer to any of these questions is no, then it’s time to start thinking about what you can do differently.

Need some help with this? In January, The Lones Group is hosting Trek to Success. This is a special two-day “Safari” event to help you see where you are and what you need to work on.

It’s going to be an intense session in which you will learn more about your business than you could ever do on your own. With a group of motivated like-minded people,you will put together a plan to take your business to new heights in 2011.

We’ll start by analyzing everything you’re doing right—and everything you’re doing wrong. The only way to create a plan that works is to face facts and see what you need to change. What better way to do it than with someone who has helped thousands of agents turn their businesses around?

That someone is me. You can’t stump me. I’ve seen it all. I really have.

I don’t say this to boast. I say it because it’s a fact—gained from the experience of working with thousands of agents. I know what causes an agent to fail. I know what causes an agent to succeed.

Please allow me the opportunity to bring my expertise to your challenges. I want to help you make 2011 the best year ever for your business.

Click here for more information.

Can’t wait to see you there!

By Denise Lones CSP, M.I.R.M., CDEI

This Week’s Featured Product: Powerful Listing Presentation Techniques

November 23, 2010

We’ve lowered our prices on several of our downloadable audio products!
Many now just $19!

This week’s featured product:
Powerful Listing Presentation Techniques

Most real estate agents don’t have well-prepared listing presentations. This is the most important tool to master in a world with more agents than ever competing for the business.  Agents who get the business do come prepared with knowledge of the market, a proper introduction of who they are, and an awareness of what the client wants and needs and how they can meet those needs.

Don’t wait for the client to ask the questions, show them what you have that will work for them. Give them ideas and show them who the expert is. Be visual and use visual representations to help clients to better grasp what you are saying to them. Follow an agenda and let them know how you will use pricing as the centerpiece and communication, marketing, going beyond decluttering to staging and other tools to get them the best results.

AUDIO PRODUCTS AVAILABLE FOR DOWNLOAD
Select a title to view more information and purchase

How-to Series:
How to Hold a Successful Client Appreciation Event
How to Handle Floor Calls
How to Manage Your Tasks, Not Your Time
How to Build Your Business Using an Assistant
How to Create a Business Plan that will Make You Money
How to Get Started in Real Estate
How to Handle Any Objection
How to Handle Floor Calls
How to Lead Your Office to Unprecedented Success
How to Make Money Now … Not Later

Presentations:
Powerful Listing Presentation Techniques

Lead Generation:
Classes
Networking Groups
Niche Marketing
Blogging for Business
Your Website

Marketing Help:
Successful Closings
Creating a Buyer’s Package
Creating a Seller’s Package

Visit our website for more information!

Out of the Jungle and Into the Light!

November 19, 2010

There’s no doubt that the past 2 years have taken a toll on agents. Some of you are worn and torn, and really tired. Some of you are exhausted. It’s been really tough. It’s been harder than it’s ever, ever been. For some of you, you probably feel like you’ve been totally lost in a deep, deep jungle.

Some of you have lost your confidence. Some of you may have a depleted bank account. More of you have lost your morale. You know what, though? You may have felt completely lost, but you’re actually still here. Right now, you’re sitting here reading this. You’re still here.

You’re still here and it’s time for you to recover.

I know what you’re thinking: It’s hard to be hopeful that business will ever get back to where it was before. The thought of it being better than before is nearly impossible to think about.

But do you know that these past 2 years have been incredible training ground for you? Do you know that the skills you have been pushed—or forced—to learn will actually (if utilized properly) be tools you can take with you forever into your future?

It’s time to take a good hard look at who you are, and where you’ve been in your business. It’s time to find out what you truly want to achieve, and figure out how to get there.

I’m inviting every one of you who read my Zebra Reports, every one of you who are my clients, every one of you who have attended my past Safaris, and anyone who has been in business for the past 2 years to join me for a 2-day, jam-packed event that will truly change the course of your business in 2011. You will never do business the same way again after you spend these 2 days with me.

I’m going to show you how to take what you’ve been through (and I know it’s not been pretty), and use it to propel you into a better & stronger business. I want you to get your mojo back. I want you to find your way again—I want you out of the jungle.

Here’s a quick look at THE SAFARI 2011.

  • You’ll review your personal journey. You are at a crossroads and we need to take a look at your rucksack including your belief system, conflict style, confidence, work style, personal pace, and habits.
  • It’s time to repack! A review of the “10 Essentials” and what you need to bring with you.
  • Where do you want to go? Building a successful business road map that runs parallel to your personal road map.
  • Elephant, jeep, on foot, swinging on a vine – how do you like to travel? An in-depth investigation of your personality type, how your type affects your business, and how to adjust your natural style to communicate effectively with anyone.
  • Your Challenges; Your Solutions – an open forum where you can tell us what the ‘roaring lions’ are for you, and we’ll teach you how stand your ground.
  • You’re out of the jungle and into the light! Planning for an amazing 2011 – creating custom lead generation, follow up, client care, and presentation plans for your personality type (capitalize on your strengths and avoid the quicksand!).

If you think you don’t have 2 days, you need to think again. These 2 days will change your business. These 2 days will give you your slowing-eroding hope back. These 2 days will give you real live, personalized tools that you will take with you and that will help you make money right now.

But here’s the thing. Don’t come unless you’re ready to take a good hard look at who you are, what holding you back, what mistakes you’ve made, or if you’re not willing to get some good, honest feedback. This is for people who seriously need to get out of their rut. It’s for people who need to get their hope and mojo back and get their plan back on track.

Want to know more?

The dates are January 12 and 13, 2011.

The registration fee:

  • Option 1: $449 if paid in full by November 30, 2010
  • Option 2: $475 if paid in full by December 20, 2010
  • Option 3: Two payments of $250 (half down now and final payment due by 1/3/11)

You’ll get:

  • Two intensive days of training with Denise Lones in the Seattle area.
  • A comprehensive manual complete with personal journal sections, exercises and business plans that you can use in 2011 and beyond.
  • A customized 2011 business and action plan.
  • A complete personality analysis.
  • Pre-event exercises that will start you on your path.

If you know you need this, then you need to register today. If you’re not sure, and you want to talk to me personally so I can help you determine if this is the event for you, email me at Denise@thelonesgroup.com.

This is your chance to talk to me one-on-one. It won’t cost you anything. Take advantage of it. I’ll talk to you and I’ll get you registered if I think this is the program for you. But I can’t help you if you don’t help yourself. And you don’t help yourself if you don’t email me.

If you’re ready to sign up right now—if you’re ready to find your way out of the jungle and into the light—then do it now. Simply follow the link below, and enroll online at a time that’s convenient for you. Click here to register today!

Or, call us at 360-527-8904, Monday through Friday between 8:30 and 4:30.

By Denise Lones CSP, M.I.R.M., CDEI

Featured Product: How to Manage Your Tasks, Not Your Time

November 15, 2010

We’ve lowered our prices on several of our downloadable audio products! Many now just $19!

This week’s featured product:
How to Manage Your Tasks, Not Your Time

Most Real Estate Agents spin their wheels day-to-day rushing around taking care of the most urgent need placed in front of them at that time. Learn how to run your entire business using task management not time management.

The nature of Real Estate makes time management impossible. The nature of the typical Real Estate agent makes task management a perfect solution for the type of business they are in.

You will be given task management ideas, checklists, forms and plans to completely revolutionize the way you do business.

AUDIO PRODUCTS AVAILABLE FOR DOWNLOAD
Click on a title to view and purchase
Marketing Help:
Successful Closings
Creating a Buyer’s Package
Creating a Seller’s Package

Lead Generation:
Classes
Networking Groups
Niche Marketing
Blogging for Business
Your Website

How-to Series:
How to Hold a Successful Client Appreciation Event
How to Handle Floor Calls
How to Manage Your Tasks, Not Your Time
How to Build Your Business Using an Assistant

Visit our website for more information!

Lessons from Rudolph — A Top Marketing and Branding Guru

November 12, 2010

Today I’d like to introduce you to a marketing guru who is a master of his craft. I myself have learned a lot from him. I’d like to share with you some of the incredible insights I have learned from this branding genius.

He is a master of attracting attention, developing a strong brand, and delivering consistent results. He is a leader, an innovator, and an example for us all.

Who is he? His name is Rudolph. Perhaps you’ve heard of him. In fact, I’m willing to bet you have. You may even know a famous song that was written about him.

Rudolph?!  Denise, you’re not going to tell me youre talking about the red-nosed reindeer, are you?

Yes I am! That is precisely the Rudolph to whom I refer.

Think about it. When someone mentions Santa’s reindeer, who do you think of first? Yes, there’s Donner and Blitzen. And Comet and Vixen. And a couple of others—I can’t always remember their names.

But I ALWAYS remember Rudolph’s name. Why? Because he knows how to STAND OUT.

What does all of this have to do with real estate?

A lot.

You may not be the biggest producing agent on the block and you may not be the biggest real estate company on the block. But neither is Rudolph. In fact, he’s the smallest reindeer. But if there’s one thing the little guy understands it’s branding. EVERYBODY knows who he is.

First, he understands how to stand out visually. In a world of sameness, the only way to get noticed in a crowd is to look different. Rudolph accomplishes this with his bright red nose that lights up. Everybody sees him coming, don’t they? All the other reindeer—while maybe very good at reindeer games—all look the same. You can’t tell one from another.

But ask a kid, “Which one is Rudolph?” and a little finger picks him out immediately.

That’s the power of strong visual branding.

What are YOU doing in your business to stand out? What makes you different from everybody else? Are you just running with the pack or are you doing something that gets people to point at you and say, “Wow! That’s the person I want to call!”

Branding all starts with looking at what everybody else is doing—and then crafting your brand and your message on what is different and unique. Take a look at some of the agents for whom we’ve created marketing materials. Each one is carefully designed to highlight what makes that agent different from everybody else. When people see those images, they are much more inclined to call—because they get a sense of WHO that person is.

Visual branding isn’t all of Rudolph’s expertise, though. The little guy is also a master of COMMUNICATION. He takes full advantage of his celebrity status. Everybody knows who he is, so he plays it up to maximum effect.

The power of branding and marketing can create a pseudo-celebrity effect for you as well. In your community, I’m willing to bet that there is no real estate agent who is known as The Vacation Home Consultant.

Picture it. Sally, “The Vacation Home Consultant”, writes articles about vacation homes—full of solid information and stunning pictures—and sends them to high-income prospects who are most likely to think about buying one. Whenever anyone mentions Sally, everybody knows what she does. She’s the local “celebrity” agent who is known for vacation homes.

What are YOU known for? When someone mentions your name in your community, does everybody recognize it and what you do?

If you communicate like Rudolph, they will.

You don’t have to have the most spectacular presence, either. You don’t need to be a runway model. You don’t need a thundering baritone voice. Little and scrawny Rudolph, with his squeaky voice—which also stands out among the voices of all the other reindeer—speaks and we listen. Heads turn.

The final lesson we can all learn from Rudolph the Red-Nosed Reindeer is CONSISTENCY. He was faced with a tough choice. He could have run away from all the insults and the teasing and the “misfit” label that had been thrust on him.

But no.

To Rudolph, the mission was too important. Christmas had to be saved. Santa had to deliver the presents to all the deserving boys and girls around the world. It was time to put aside personal problems and truly dedicate himself to the task at hand.

Now, every year like clockwork, Rudolph is there leading the other reindeer as they travel the world with Santa shouting, “Ho! Ho! Ho!” He is CONSISTENT. He does what he says he’s going to do—and he keeps on doing it.

Consistency breeds trust. If you’re the agent who declares that you’re the first-time homebuyer expert but then a few months later you’re just another ordinary agent without a specialty, then how can anyone trust you? You came out to the world announcing one thing and then you weren’t consistent with it.

Successful agents, like Rudolph, are consistent in what they do every day, every month, and every year.

So, I hope you enjoyed the lessons of this master marketer. Every time you hear the classic song this holiday season, I want you to ask yourself, “Am I marketing like Rudolph?”

If you do, you will stand out—and you will lead your business to success.

By Denise Lones CSP, M.I.R.M., CDEI

Club Zebra: An All-Inclusive Solution

November 5, 2010

After many years of helping our clients to brand themselves, I can safely say that I’ve pretty much seen it all. But there is one problem that I’ve witnessed over and over again—so much so that I’ve finally decided to do something about it.

What’s the problem? Many agents are not getting the ongoing support they need. They come to me for a specific reason—whether it be a marketing makeover, a business analysis, or branding help. When I start working with them, though, I realize that what they need is long-term help via a friendly hand guiding them through their weekly challenges.

From my personal coaching groups, including my year-long EVOLVE! programs, I have observed that the agents who do best are the ones who are well-supported, receive ongoing training, regularly re-analyze their marketing, constantly work on their presentations, and are surrounded by a group of enthusiastic peers.

Knowing all this, I decided it was time to provide an all-inclusive solution for my clients. I am proud to announce:

This idea was born out of a frustration with agents who were unable to sustain not only a high level of income in their businesses, but also a high level of motivation. I realized I needed to create a program that would keep members connected—providing ongoing training, support, and tools over an extended period of time.

So what’s the difference? Club Zebra provides:

1. A complete brand.

You will learn exactly how to create an identity tailored specifically to your personality and business goals. For those who already have branding in place, Club Zebra provides the tools required to help them stay successful in the long term.

2. A complete business analysis.

30 categories. 452 questions. An intensive look at where you are right now—including your strengths and weaknesses.

3. A “Needs Prescription”.

Based on the results from the business analysis, this is an in-depth report that clearly shows you what you need to add. Every agent has different needs. No two Needs Prescriptions will be alike because it’s based 100% on YOU.

4. Visual learning.

I can write about what a great listing presentation is, but I find that many agents need to see it to “get it”. This applies to many aspects of the business. Club Zebra is going to include video training of me showing you how to do certain aspects of your business.

5. A weekly pep talk and market update.

Every agent needs to be kept aware of what’s happening in the industry. With Club Zebra, you will be prepared to answer tough client questions because you will have had your weekly briefing directly from me. Not only will I provide news, I will also throw in a healthy dose of motivation.

6. Numbers crunching.

Club Zebra looks at the bottom line. We have tools that analyze your production and volume. You get charts and graphs that show you all the hard numbers that maybe you’re currently avoiding.

7. A “Master Plan”.

Again, this will be different for every agent. Because great businesses begin with a plan,  we have given agents in Club Zebra access to our “Master Plan”. This tool allows you to create your very own follow up plan for your clients and allows you to track your points, with the goal of obtaining 36 points per year per client. You’ll know what to do—but more importantly, you’ll know WHEN to do it.

8. Potential Income Tracker.

I’m really proud of this. This is an online database tracking tool that keeps your “Almost Now” clients at the forefront of your marketing efforts. You will see exactly how much income you’re generating—or losing—based on your activity with this group.

9.  A gallery of business-building success modules.

You can pick and choose from whatever you want to work on. If you’re weak in lead generation, then take the lead generation module. If you want to learn some branding techniques, then take the branding module. Education at your fingertips.

10. Private, personal, one-to-one email communication with me.

Got a challenge that’s very specific? You don’t need a “one-size-fits-all” solution. You need an expert’s opinion. Ongoing emails provide you with access to an expert—me. I’m very good at solving immediate problems that seemingly have no solution. Trust me, I’ve seen it before and I know how to handle it. I’ve heard it all. I know how to help you, no matter what the challenge.

As if that wasn’t enough, there is a monthly group call in which you can participate to discuss any of these ten points. You will be connected with other Club Zebra members with whom you can share stories, support each other, and work together toward your goals. There is nothing like being a part of a group of people who are in the same boat as you.

Not to mention all the success stories from this call. You won’t feel down or hopeless anymore because you’ll hear about how other agents are succeeding right now. You will have a constant source of proof that all this works if done right.

I’m so excited. This is my new masterwork. I wanted to create something that nobody else is doing. This is it. You will not find a more inclusive solution in the real estate industry.

If you know it’s time to make a change in your business… if you know it’s time to ask for help… if you know that it’s time to stop blaming outside influences for why you’re not where you need to be…

…then it’s time for Club Zebra.

Want to know more? CLICK HERE!

I will personally contact you with all the information you need. I look forward to talking with you and helping you take your business to the next level.

By Denise Lones CSP, M.I.R.M., CDEI

The Call That Could Change Your Business!

November 1, 2010

If you are ready – I mean REALLY ready – to fix what is wrong in your business, then I WANT TO HELP YOU!!

But I have to warn you … I am not going to suggest buying a $39 CD … I am only going to make suggestions that have the ability to change your business and change your life.

Please join me on Thursday, November 4th at 10:00 am for a phone call that will focus on your particular business challenges. I urge you to hit me with your best shot! There is no one whose business we cannot change – but the change has to start with you.

On the call, I’m also going to tell you about our brand new, comprehensive business-building, branding, and online training program called Club Zebra and we’ll answer your questions about our 2011 EVOLVE program. We have the ability to change the lives of agents right now. Are you one of those agents ready for a REAL CHANGE?

RSVP for this call by emailing support@thelonesgroup.com or calling 360-527-8904. We will send you the phone number information after you RSVP.

You are the Driver of Your Destiny

October 29, 2010

Every day—and I mean every single day—I receive an email from an agent who is frustrated, challenged, or upset about the current state of their business.

I love emails like this.

Because I love solving problems. Problems provide me with the amazing opportunity to do what I love to do best: Help agents find out where they went wrong.

Notice I say where “they” went wrong. I don’t blame the economy. I don’t blame circumstances. I put the impetus of success or failure squarely on the agent.

Because I truly believe that you are the driver of your own destiny. Wherever you are right now in your business, you drove yourself there.

Are you the top agent in your area? If so, then it’s because you held onto the wheel, avoided bad traffic, took good care of your vehicle (your business), and accelerated to your destination.

Are you floundering right now? It’s because you hit a slippery curve and drove yourself into a ditch.

“Denise, how can you say this? You can’t just toss aside the market challenges of the last two years!”

I am well aware of the problems agents have faced since the market took a nosedive in 2008. I know that it is much more of a struggle to survive now than it was 4-5 years ago.

However, I have one piece of information that trumps everything:
There are agents RIGHT NOW who have had the best year in the history of their businesses.

This is such an important piece of information that I’m going to repeat it so it sinks in:
There are agents RIGHT NOW who have had the best year in the history of their businesses.

I know it may be hard to believe, but I know these people. I’ve seen it for myself. No bad economy was going to get in their way. They were determined to succeed, put in the time and effort, and reaped the rewards of their toils.

They also took out insurance by changing their strategy. When the market crashed, they were very smart. They immediately adapted to a new way of doing business. They didn’t do everything the same as they did before—because they knew that we were no longer living in the freewheeling boom time. Different times require different strategies.

They looked at what was happening and didn’t say, “Oh no! Everything is over. I’ll never survive.” Instead, they said, “Okay, fine. The road is getting rough. It’s time to put some new tires on my business and drive forward past the obstacles in my way.”

Yes, the road has been rough. Yes, it’s not easy. Yes, you have to take action in ways you never had to before.

But the very fact that there are agents out there who are having their best year EVER is a sure sign that you, too, could be one of them. Because all they did was drive their business toward the destiny of lots of paychecks—regardless of the world falling down around them.

You can do this too.

Wherever you are right now, it’s time for you to take 100% responsibility. It’s time for you to ignore the boulders crashing down on the road on which you’re driving. It’s time for you to develop the resilience to drive around them and keep plowing forward.

Do you have leads right now? If not, then it’s time to get your lead generation campaign rolling. Don’t tell me that there are no leads out there. The agents having their best year ever found them. If they found them, then you can find them.

Are you getting referrals from your past clients? If not, then it’s time to fix your follow-up system. Don’t tell me that nobody is sending any business to anyone right now. The agents having their best year ever had a TON of referrals. If they can get them, then you can get them.

Are you taking 100% responsibility for the success or failure of your business? If not, then it’s time to get honest with yourself about what you’re NOT doing that you should be doing. Don’t tell me that you’re not the driver of your own destiny. The agents having their best year ever decided that they absolutely were. If they can adopt this mental attitude, then you can too.

You can get yourself out of any jam. You really can. Whatever the problem, challenge, or struggle—you have the power to get out of it.

All it takes is honesty. Get honest with yourself about what you need to do. Develop an action plan to tow your business out of the ditch and get it back on the road. Stock up on provisions and fuel—lead generation, follow-up, client care—and get behind that wheel.

Drive yourself to a new destiny.

By Denise Lones CSP, M.I.R.M., CDEI


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