The goal of
our company is to create Champion performers. The other day I was working
on the thought, what is a Champion? What does it take for someone to
become a Champion? What makes some people Champions and other people
not?
I came up with seven
key concepts that Champions adhere to. See how many you put
into action regularly. I would encourage you to post these
and work on them daily.
1. A Champion realizes
there is a price to pay. To be a Champion in any area of your
life there is a price to pay. The price is either in time or
resources. You have to be willing to invest your time and resources,
or both.
To be a great salesperson
you have to invest your time practicing scripts, dialogues,
listing presentations, and buyer interviews. You must prospect
regularly. You must invest your resources of money in training,
coaching, audiocassettes and seminars to give you tools you
need but don’t have today. Are you willing to pay the price?
To be a great parent
you have to invest time with your children. Your time investment
is the price you pay to bring your children to full maturity.
You also invest your resources of money, emotions, and knowledge.
Are you willing to pay the price to be a Champion parent?
2. A Champion is ready
and willing to make the sacrifice that is necessary. All success
requires sacrifice. A Champion will access what is necessary
and put forth the effort of sacrifice plus a little bit more.
The key is aligning the right sacrifice needed for the situation.
Many Agents will stop short of what is needed.
Some Agents will sacrifice
much more than is needed and are on the road to burn out. Remember
you can kill a fly with a bomb but it’s really too much energy
and sacrifice to use when a fly swatter would be just as effective
and also more efficient. Are you currently making the right
amount of sacrifice to be a Champion?
3. A Champion has
the skill to focus in the moment. The most successful people
have the power of focus. They are intently able to do what
needs to be done even when the world around them is falling
down. They put aside the distractions and put into action the
top priorities for the day. They take things to completion
before moving onto the next activity. Do you have skill of
focus that you need?
4. A Champion accepts
nothing less than excellence. For a Champion, great is not
good enough. That does not mean they are paralyzed with perfectionism.
There is an element of diminishing return beyond excellence.
A Champion knows that fine line between perfectionism and excellence.
To execute with excellence the fundamentals is enough to be
world-class at any endeavor. To execute excellently your prospecting,
lead follow up, listing presentations, buyer interviews, objection
handling, planning processes, cost analysis and leadership
will create an income beyond your imagination. The question
is, are you exceptional in all these skills or just good? Are
you maybe even below average in some of these?
5. A Champion realizes
it’s not what happens but how you react to it that counts. A true Champion has as many slumps, challenges, or struggles
as the average performer. The Champion has deals that fall
out, difficult sellers and assistant problems as well. The
difference is the span of time they let it affect them. They
understand their reaction is more important than the situation.
If you control your reaction, you have a chance to control
the situation. If you don’t control it you have no chance.
The more someone is
a Champion the shorter the span of time they let adversity
affect performance. The deal falls out and some Agents take
a month to recover, others a week, others a day. The Champion
performer lets it affect him for less than an hour. They move
on to what they can control. You can control your prospecting,
your lead follow up and your ability to practice the skills
you need, if you focus on them.
6. A Champion is intent
on self-improvement and creates inner pressure to achieve the
desired result. The ability to seek improvement is reserved
for only the most elite performers. Most people are not born
with that desire of self-improvement. It is either instilled
through relationships or circumstances. If self-improvement
is spurred by relationships, you are around the right people.
It means that you are proactively improving yourself. If self-improvement
is sought because of circumstances you are reactive. You are
seeking improvement because of a problem or challenge you are
facing. When the problem is resolved, you will stop your self-improvement.
Are you constantly investing in self-improvement? Are you reading
books, working with a coach, or attending seminars? Do you
have the skills today to be a Champion performer? If not, where
are you going to get them? Who could help you get there?
The truth is, no one
has all the answers. Your job is to search for the answers
that will craft the life you desire. Where are you searching
for the answers? I can tell you it’s not contained in nightly
TV.
7. A Champion always
has a game plan and thinks and works on their plan. Most people
just take what life gives them. They have no real plan to accomplish
more and achieve and acquire more. You have to have a plan
to achieve what you want out of life. How is your plan? Does
it need work, or even to be written for the first time? Take
the first step and write down a series of goals for the next
year, three years, five years, and ten years. You have to know
what you want.
Back in the 1950’s
they did a study of a group of recent Yale graduates. They
asked each of them if they had goals for their future. They
also asked them if they were specific and written down. Only
3% of these graduates had specific written goals.
They did a follow
up study years later. The researchers found out that the 3%
that had written goals had achieved much of what they wanted.
They evaluated the net worth of the Yale graduates in this
study as well. They found out the net worth of the 3% was more
than the net worth of the 97% combined! You have to have a
plan and work on it regularly to become a Champion!
I would encourage
you to re-read this article daily for the next thirty days.
I would set some specific goals around each point on a separate
sheet of paper. If you don’t have the skills necessary to execute
all seven points I would encourage you to seek wise counsel.
There is a Proverb that says, “plans fail for lack of counsel,
but with many advisors they succeed”. Do you have advisors
in your life? Do you seek their counsel on important matters?
A Champion seeks wise counsel.
If you are determined
to become a Champion performer, if you need help with a plan,
the skills, or any of the other steps to become a Champion,
the very first step is call us at Real Estate Champions. We
will offer you a complementary coaching session if you truly
desire to become a Champion. You can reach us at 541-383-8833.
Becoming a Champion performer is a process that we have applied
to hundreds of people. We have created hundreds of Champions.
The truth is everyone deserves to be a Champion!
We've made available to you a FREE Business Review & Evaluation Coaching Call with one of our Professional Coaches. These are the same coaches that have helped our clients achieve an average $100,000 increase in income, and they're here to help you as well!
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