Executing in a Frustrating, Shifting Market

If you have the right mindset, your lead generation techniques will hold the key to your success. Here is how you can get your head in the right space.

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I’m back again with even more tips from the book “Shift” by Gary Keller. Today we’re talking all about lead generation. In our last two messages, we’ve talked about how to get the right message together and knowing your preferred method for reaching out to prospects. Now we’re onto the third phase: ramping it up.

“To ramp it up, you must subscribe to one simple belief: Dealing with business never takes precedence over finding business. Never.” -Gary Keller

I love this quote because it really goes right into the mindset of how we self-manage ourselves and our time. If we go into a mode where we start our day by dealing with existing business and allow that to take precedence over creating new business, that will affect the entire day in a negative way. Today I’m going to share my simple system and mindset to help you manage yourself and your time.

Here’s how it works. You win the day, then you win the week, which allows you to win the month and win the year. In my experience, to win the day, you only need to win two hours of it. This means that the first two hours of your day need to be spent on business development. Then you can maintain your business for the rest of the hours in the day.

Statistically, you don’t even need to win five days out of the week. If you win four out of the five days of the week, you’ll win the week. If you win three out of four weeks, you’ll win the month, and if you win nine out of 12 months, you’ll win the year. If you can win the day every day, it makes it impossible not to win your week, month, and year.

If you'd like a copy of my time-blocking system, I’d be happy to send it over to you.

To win the day, you only need to win two hours of it.

The next natural question that comes out of this is, “What exactly am I going to do during my business development time?” For those two hours of the day, you can break it into three things that come right from “Shift”:

1. Prepare
2. Take action
3. Maintain

I spend 30 minutes every morning preparing by figuring out who I’m calling, what I’m saying, what my call to action is, etc. It’s hard to hit the phone when you don’t have something planned or compelling to say. Next, I take action. This can involve door knocking, hosting open houses, making calls, going to networking events, marketing activities, and more. Finally, you need to do maintenance by adding to your database, putting leads into your lead pipeline, managing your follow-up time with appointments, etc.

Again, I have a simple system for this and I’d be happy to send it to you. I’d also be happy to send you a copy of “Shift” if you want to learn even more. In the meantime, if you have any questions for me or want me to send something over, don’t hesitate to give me a call or send me an email. I look forward to hearing from you soon.

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