22 REM NOVEMBER 2012
The fountain of youth
SALES COACH
By Bruce Keith
S
omebody asked me the other day, “Bruce, who writes all these daily sales tips that you send out?” I was rather taken aback. It seemed like a rather strange question. I responded, “Why, I do, of course. That’s one of the responsibilities I have taken on…. That’s what I do.” I thought more about that question later on. In retrospect, I was glad the person asked me. It made me reflect on all the benefits of writing meaningful daily sales tips day after day. Doing so has created some amazing benefits for me. At this juncture, I know I have
sent out in excess of 700 different tips. Here are some of the paybacks I have accrued: Writing these tips 1. Forces me to keep growing, never getting stale. 2. Induces me to research and learn new material. 3. Opens my mind to bigger thinking.... getting outside my box. 4. Connects me with and helps literally thousands of people I would not meet otherwise. 5. Constantly reminds me of the incredible power of a rock-solid routine. 6. Bottom line... it keeps me young! Now let’s talk about you. What can you do to grow and keep young? Consider these personal growth questions: 1. What new challenges are you taking on to stretch yourself? 2. What books are you reading? 3. What seminars are you going to? How about something outside your current business universe? 4. What changes are you making to your sales presentation?
5. What routine changes could you introduce into your life right now? 6. What new aspects to your health regimen should you take on? How much are you growing? Are you the same person you were 12 months ago? Centuries ago, explorer Ponce de Leon set out in search of the “Fountain of Youth”. He never found it but you can! It’s called grow every day. Make sure you have a plan to do so. No excuses. 60 yards to go: In the sales business it is easy to get wrapped up in “stuff” while the main goal gets lost in the shuffle. Consider if you were the quarterback for a football team and you were trotting out on the field with your teammates and it was the first down. Here’s what you would be thinking: 1. My main job is to get the ball over the goal line, which is currently 60 yards away. 2. I can see the goal line from here and I know there is going to
be some opposition but it can be done. 3. In order for me to get there I have to maintain control of what we are doing and move the ball forward 10 yards at a time. 4. The best part is I don’t have to do it all at once. I can move towards the goal line gradually. 5. For now, all I have to decide is: What play am I going to call next? Do we run the ball “off tackle” or do we do an “end around” or do I “throw a pass”? 6. For now, all I have to do is keep the goal line in sight and keep moving the ball forward, one play at a time. The business of selling is exactly the same as the process described above. Here is how it plays out: 1. Decide on your ultimate goal for the next few months. 2. Post this goal on the wall and keep it in sight at all times. 3. Keep moving the ball forward. 4. You don’t have to get to the goal line in one play... be patient and keep doing the right things
over and over. You will get there! 5. Critical point: You don’t have to know what play you are going to call every step of the way. You just need to know what play you’re going to call next. Have faith in your ability to get to the goal line. Things will become clear as you move down the field. Don’t expect to have all the answers before you get started. You don’t need that right now. The quarterbacks who fail are those who try and throw the “long bomb” and hope for the best. They want everything to fall into place without doing the hard work. Make sure you are one of those quarterbacks who follows the process to the goal line by marching down the field slowly but surely... doing all the right things over and over. This way you will score every time. 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. He says, “Success is possible; there are no excuses.”www.brucekeithresults.com REM
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