By Bruce Keith
The experts tell us that 99 per cent of our behaviours are as a result of following habits. Our habits are firmly in the driver’s seat. Apparently we are boringly predictable! Obviously there are good habits in our makeup along with some bad habits. The good news is that our habits were developed over time and as such can always be changed. Here is an interesting two-part self-improvement exercise that I know will help you in your sales business:
Part A – Getting better every day
Step 1: List your top three personal goals. Write them out (example: lose 20 pounds in 60 days).
Step 2. List all of the bad habits and behaviours that are sabotaging this goal. Write them out (“I don’t eat a healthy breakfast, I do eat too many French fries, I drink too much soda, I eat too much for dinner… and too late”).
Step 3. List all the new habits you will take on today that will replace all the items in Step 2. Write them out (“Have a great breakfast every morning to get me started, no more fatty foods… none! Maximum two cans of Coke per week, no more second helpings at dinner and never eat after 8 pm”).
Step 4. Get on the scale once a week (not more frequently) and enjoy the benefits of the new you.
Part B – Same exercise for your sales business
Step 1. List your top three business goals. Write them out (example: get one extra sale in the next 30 days).
Step 2. List all of the bad habits and behaviours that are sabotaging this goal. Write them out (“Not starting early enough in the morning, too many interruptions when prospecting, ‘winging it’ on my presentation, waiting for them to say yes and not closing”).
Step 3. List all of the new habits you will take on today that will replace all the items in Step 2. Write them out (“Be at my desk by 8 am. Prospecting routine: turn off cell phone – no emails – no inbound calls, practice my presentation until it is amazing, ask for the listing a minimum of three times… preferably five to seven times”).
Step 4. Track your results weekly and enjoy the benefits of the extra sales you will make.
Changing your behaviours is all about changing your habits. It’s about Step 3 above… both personal and business. Small, simple decisions to change the way you do things add up and can make an incredible difference.
You are 100 per cent the result of the decisions you have made so far in your life. As leadership expert John C. Maxwell says, “Nothing in your life will change until you change the things you do every day.” Take the time to go through the above two exercises. Pick one item for personal and one item for business and create a series of new habits for each today. It will be hugely liberating for you and you will be setting some great examples for those around you. No excuses.
Bruce Keith, the “Results Coach” has over 23 years of experience. He is a sales and marketing coach and seminar leader in the real estate business, teaching what to say and how to say it. His high-energy, high-impact training style is sought after and acclaimed across North America. He says, “Success is possible; there are no excuses”. www.brucekeithresults.com.
Bruce Keith is a leading Real Estate Coach/Author/Speaker. Like Bruce Keith Results on Facebook or connect with Bruce on Linkedin. Email Bruce Keith.
