In This Issue...
Words of a Champion
Dirk Zeller
CEO
We are at a milestone of reflection in “2010”. The first half is behind us. How did we do? Are we on track? More importantly, have we built momentum?
Momentum is created though activity and attitude. The activity to do daily what we should. The attitude that we will do it or else, or we will do it until. Doing things until it gives you power. I will practice the objection, “will you cut your commission”, until I get it right. I will prospect until I get to 10 contacts or one appointment or whatever “until” you set.
Here is my caution. You have to create the right attitude mentally or the “until” won’t matter. You first process a positive, expecting attitude. We are here beside you all the way. If you are struggling with your attitude give us a call. We are here to help you through the peaks and the valleys; to help you build your attitude so you can achieve your goals in life. Success is attitude based.
To your success,
Dirk Zeller, CEO
RealEstateChampions.com
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Focus on the Questions
I have always believed that the questions that I ask myself will shape my future. There is nothing more important to my business and individual success than the questions I ask. The questions I ask myself ultimately shape my attitude and my actions. The questions I ask a prospect in a sales situation determine their attitude and actions as well, now and in the future.
Too many of us are valiantly searching for answers when we should be focused on the questions. We spend our lives looking for solutions when we should invest our time searching for the right questions. The answer to greater success always comes to those who ask the right questions. This philosophy and focus on the questions first aligns with the law of cause and effect. Asking the right question is the cause of any future success we experience. The answer to that question is merely the effect.
Let me give you a series of questions that will move you to the answer of your life faster. They will speed you along to your goals at a rapid pace.
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Why do I work as hard as I do? To really tap into our passion and emotion we must know why we are doing what we do.
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Do you have enough character to accept only your best effort? There is an old saying that character is revealed by what you do when no one is watching. No one else knows if you are truly giving your best effort but you. Is it OK to play at half speed and give a marginal effort? I often characterize half speed as no speed.
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What do you really want to accomplish? We live in the most prosperous country in the world. What do you really want? There is not a better place or time to have what you really want in life, to achieve all that you want to accomplish. If not now, when would be better?
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What additional skills or knowledge must you acquire to help you achieve your goals and perform at your best?
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What activities or daily actions would dramatically increase your productivity and the probability of your success? We need to strive to establish new habits of activity. These actions will lead to new behaviors that are better and lead to greater success than the behaviors that we currently possess.
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What is the one committed action you must take right now? Or, what is the one thing, if you mastered it, would make the biggest difference in your life?
Take a separate piece of paper. Write each of the questions down with enough space to respond to them in writing. Don’t delay, do it now! Write down your answers to each question. Then, put the questions away for twenty-four hours and pick them up again and review them to see if there has been a change in your response.
If they are consistent at the end of twenty-four hours, lay out how you plan to implement them. Spend the time on the questions, so you acquire the answers for your life that you need. This will enable you to have and be what you were meant to be.
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Staying Motivated
One question I get asked constantly from Agents is, “How do I stay motivated?” They further state, “If only I was more motivated, I could do more.” For any producer in life, there is a constant exposure to de-motivating situations, people, and pressures. The more we do, the more potential exposure we have to the de-motivating factors of life.
To really understand the ebbs and flows of our personal motivation, we have to understand what we are seeking. What are the things we are striving for to create satisfaction in our lives? To really stay motivated we have to clearly know what drives us or what motivates us. Most people have a key driver that causes them to act. There are only a handful of key drivers for human beings. Each of us will use one of these key drivers to increase our effectiveness in life. Knowing which one is primary for you allows you to use it to your advantage.
There are people who are motivated through comfort and fulfillment. They are focused on completion of the job. They feel that a particular order or system must be applied to reach the completion or fulfillment of the task, goal, or system. These people desire a high level of comfort. It doesn’t mean they need the best car, house, or clothes. It addresses the need for security. Achieving a level of security or comfort is essential to this person. This individual will work long and hard to feel secure and comfortable.
Each individual who fits into this category has his or her own individual definition of comfort and security. It could be $100,000 in cash. It could be $1,000,000 in net worth. It could be a certain number of listings or sales made. Each definition is unique to the individual. If you are motivated by comfort, one of the ways to stay motivated is to define what comfort is for you. Determine the criteria for comfort, so you can see your progressive realization of that goal of security. Too often, people move the goal line for their goals. It’s like playing a football game on a changing field. We make the field 120 yards longer after we get within thirty yards of the goal. That can cause us to be de-motivated because we are still too far off!
Another significant motivator or driver is competition and triumph. There are some of us who thrive on competition. We love to compete at anything we engage in. We must put ourselves in that competition regularly to feel alive. I understand this style well because it’s the motivating factor for me. I love to compete and win. If the competition ceases for this individual, they find another avenue for their competitive nature to be exhibited. In the business world, there is competition. In real estate sales, being a full commission game, we are in constant competition. We are in competition with other Agents and other buyers regularly. When we are on a listing presentation, and the seller is interviewing other Agents, this is competition in its purest form. You either feel the triumph of victory or the agony of defeat. You either have an opportunity to receive compensation for your efforts, or you are out of the game with zero compensation. For many Agents, putting themselves in competitive situations regularly allows them to stay motivated toward their overall success.
In the end, for us to stay in a motivated state for longer periods of time, we must clearly know what motivates us. What are the hot buttons that move us quickly through a lack of motivation? The real difference between Champion Performers and the rest of the field is the span of time they allow de-motivation to take hold. Champion Performers get back on track to success more quickly than low performers. They spend less time in the unmotivated state. The problems they face don’t take them out of the game for a week, or even a day. It might bother them for an hour or less.
Make it a priority to clearly define what motivates you, so you can achieve Champion Performance. Write them down and review them whenever you feel unmotivated and need help getting back on the track to success quickly or when you come across the de-motivating factors of life. This will allow you to stay motivated and on top of your game.
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Success Requires Discipline
It’s amazing to watch the world through the eyes of a child. The exposure we gain is immeasurable. The evaluation skills we can take and the questioning of everything by the child gives pause to our often routine, busy lives.
Wesley, my son, does all that and more for me. He causes me to really evaluate and question the most important skills, abilities, attitudes, and actions that must be undertaken to create greater success.
Most of us look at success as a very complex combination of skills, abilities, attitudes, and actions joined together in a magical or secret formula to achieve grand results. Recently, in evaluating success, I realized that one thing reigns supreme. It struck me that if I could instill that one thing in Wesley in his lifetime, his success in anything was assured. That one thing is discipline.
Discipline is the fundamental building block that most people utilize to achieve greater success in life. Once you have acquired the skill of discipline, it doesn’t matter what the economy is doing or what business you are in, your success is within reach at all times. You possess the most important tool to help you through the storms and changes of life.
Discipline is a crucial missing piece for many people. I believe that, because our country has become so prosperous, we take the need for discipline for granted. Older people in our society remember the sacrifices they had to make to achieve a greater measure of success.
People like myself, who were born in the 1960’s and beyond, have grown up in a vacuum compared to older generations. We are far too removed from the World War I generation, Depression generation, World War II generation, and even the Korean War generation. Those generations needed discipline just to survive. In modern day America, you don’t need discipline to survive. We have slowed the train down so undisciplined people can stay on the train. Discipline is the “secret weapon” of successful people. It is the one big tool that separates them from all others.
If we can control and discipline three key areas of our life, we can control and discipline anything. These three areas are the toughest for most people to discipline themselves to take control of:
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Our Finances:
I meet too many high production salespeople who can’t control their money. Their hands are like a colander with lots of holes . . . the money just runs right through, and it all runs out. In the end, it’s not what you gross – it’s what you net. It’s not what you make – it’s what you keep.
I always tell salespeople that I can easily teach them how to make another $100,000 in less than a year, but if they only net 20 cents on the dollar I haven’t really helped them that much. We have to learn the skill of increase, coupled with the skill of discipline and control, to dramatically change our financial picture.
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The Cleanliness of Our Home:
It takes discipline and hard work to maintain your home. For Joan and I, the battle increased exponentially with children. Those of you with children know what a challenge this is daily. It’s easy to let the laundry pile up, to not make the beds, to not control the kitchen. It’s harder to have the discipline to keep the house in order.
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Our Weight:
For many of us, controlling what we eat and how much we move daily is a tremendous battle. I made a decision in the fall of 2003 that I was too short for my weight. Given the low probability of an increase in height, I decided I needed to be more disciplined about my weight . . . what I ate and how much I moved. Through regular exercise and better eating, I was able to shed twenty pounds in a few months. Now the discipline part really kicks in on keeping it off.
Anyone who desires success must have discipline. Success is attracted to you because of the person you become. It comes to you due to the plan you are working and the specific actions you take to implement the plan.
It takes discipline to plan; to set the necessary time aside to evaluate the conditions; to construct the plan that takes advantage of the current conditions and skills that you possess. You also must evaluate the weaknesses that must be addressed to increase the probability of your success.
It takes discipline to plan, and it also takes discipline to implement the plan. Most people quit before the plan can take full root and work. We live in a society where we all want instant success without significant effort. If we really knew the grand future that awaits us, if we could really see it, touch it, and feel it, we would be ready to implement disciplined activity to achieve it. In short, we would be willing to pay the price to get there.
An effective strategic plan should inject emotion and passion into you. You should be able to feel that emotion and passion. And that feeling, coupled with discipline, will move you to take action. Taking action is really the goal for a successful person.
Resolve today to decide on one disciplined action you should take, and do it. Don’t wait until tomorrow; do it today. Don’t wait until you feel like it, because you probably never will. Make the decision right now to do it!
Discipline is not magical; it’s merely movement . . . regularly, consistently, purposefully. Discipline is the link between your thoughts and your accomplishments – connect them today!
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