Are you working your business like the way you play Monopoly?

Most people, when they sit down to play Monopoly let's say, are just looking to have some fun.  While others play the game focused on only one thing -winning.

Two different people, playing the same game, with a different perspective and a very different goal in mind.  The person who is there to win, will play that game very strategically, where the person who is looking to have some fun is just there to pass the time.

Same is true in business isn't it?  Some of us are determined to win and use a winning strategy while others seem to just want to have fun and pass some time.   So ask yourself, "Am I here to win or just pass the time?"

If you are building your business to "win the game" then strategy is how you will do it,  You will need to assess every situation and think competitively.  You will need to out think your opponent or competitor and outplay them as well.  Good sportsmanship is a must and winning is the only option.  Top performers are competitive people and they love what they do AND they think strategically.  As a result, their business and its results take on a whole new level of achievement.

Now keep in mind, rules and strategy are two different things.  Rules are (how you play) and strategy is (how you win).  Rules are to be lived by but they are not necessarily going to show you how to make money. They are about conduct.  But strategy is your game plan.  It is the way to develop the winning outcome.

So what is your business strategy?
How will you stand apart from your competitors?
What are the numbers you need to hit in order to meet your goals?
And do you have a coach to help you get there?

If you are here to win, don't apologize for it or make excuses about it either.  Play hard and press on.   Don't let anyone convince you to play any differently.  Winning teams expect that every player is there to play, bringing their best so the team can score and ultimately win the game.

When you go to work every day to build your business your focus should be to give and gain the most you can.  And your attitude should be no different than when you sit down to play that game.  If it is important for you to want to win at Monopoly then you should not play your business any other
way.

Does coaching really work?

This afternoon I took a call from one of my coachees and was delighted to get the following feedback ..."I just wanted to call you and thank you for the great coaching session we had yesterday.  I feel completely different today and I am having a very productive day.  It is amazing how much perspective I gain through talking to you and it has added incredible value to my business.  Truthfully I think coaching has changed my life."

To know that the work you do as a business coach makes such an impact in the lives of the people you work with is the most gratifying feeling.  It is extremely validating to know that what you have chosen as a career path is the right one for you.  Helping others see the possibilities within themselves personally drives me to be a better coach.  Helping business owners play a bigger game and pursue success at a higher level gives me a profound sense of accomplishment and purpose.

And what is really exciting to see, is the growth that occurs in the lives and businesses of the people I have the privilege to coach and work with.  Coaching is a catalyst for this growth.  It is an empowering, collaborative process that allows the individual to set and achieve goals that might normally be out of reach or would take much longer for them to achieve if they were to go it alone.

Coaching is inspiring, exciting and a smart investment in one's future.  Success is simple (believe it or not) but never easy.  People who succeed are set apart by their behaviors and their mindset.  They have clear goals, determination, drive and most important purpose.  The other thing that most successful people have is a coach.  Someone who can help them achieve and sustain greater levels of success and results.

Coaching can unlock a person's potential.  It is a partnership between the coach and the coachee in a thought provoking and creative process that inspires them to maximize on their personal and professional potential.  This is so important, especially in today's ever shifting, complex and competitive market place.  As a coach, I always honor my client as the expert of their own life, the captain of their ship, the boss in their own business.

I believe we all have the answers we seek, the problem is we don't always trust or believe that what we know or think to be the answer, truly is the answer.  Therefore, coaching and the relationship that develops with a coach can be what helps you to self actualize and develop game winning strategy.

Honestly, would you expect an Olympic gold medalist to win without the help of a coach?  Could you imagine a soccer team hitting the field without any coaching?  Would you expect the winning team of the next Super Bowl to achieve such an accomplishment without the help of numerous coaches?

Coaching works because it enables the individual to focus on their goals.  It empowers you to achieve results while giving you the support and the accountability to stay the course and not get distracted or loose sight of what it is that you are working for.  Coaching is also about identifying solutions and generating opportunity for growth.  The right coach with the right experience can also become an invaluable resource when developing your personal and professional skills.

The coaching process can dramatically improve your outlook on work and life while improving your leadership and business development, just ask anyone who has ever worked with a coach about the results they have achieved.

Five Myths That Are Holding You Back from Lead Generation

Lead generation is the engine of your business and focus is the fuel.  Without a solid, consistent lead generation plan your business will not create the income you want.  Without a steady stream of leads coming from a well worked lead generation plan you will never build a business worth owning.  The only way to get a steady stream of leads coming into your business is to make lead generation your daily focus.

Lead generation is the one career-building, business-growing, life-changing activity that matters most.  And what gets in the way of making this a daily habit are the things we think when we think about lead generation.

Here are the 5 myths that are holding you back from lead generation:

Myth #1 - Leads are not always good leads
Not true, all leads can be good, they're just not all the same.  Some leads will bring you small pieces of business others may come with bigger opportunities.  Some leads might be more motivated or ready than others therefore a relationship needs to be built and follow up scheduled.  So some leads will generate business in ways you can not predict at the time they show up.  It is important to understand that the only way to get to qualified leads is to talk to a lot of people.  And each new encounter can connect you to additional business opportunities and referrals...so don't underestimate the power of meeting new people and who those people can connect you to.

Myth #2 - Lead generation is difficult  
Lead generation is simple, it just takes time and effort.  Don't confuse your feelings for lead generation with the ability to get it done.  If you don't like something, you will not make the time to do it and many people create an aversion to a task they don't like by convincing themselves that it is too hard to do.  You might not like all that is involved in lead generation, however you can understand how the leads you generate can lead to new business and how that can impact your bottom line.  Let's face it, when it comes to any professional sport, I doubt many of the players really love or enjoy practice.  But they know if they plan to win when they get on the field then they have to do the things they don't always like in order to reap the benefits and rewards later.  The truth is, the more we do something the better we get at it.  The better we are at something the more natural it becomes and the more we look forward to doing it.

Myth #3 - I don't have time to lead generate, I am too busy working
Lead generation is part of your work or job.  It's really not about having the time, it is about making the time commitment.  We all face struggles with time management.  Usually, most people who struggle with time are not really having a time issue, it is a prioritization issue.  To be successful in business it is not always about getting a lot done in a day.  It is about getting the most important thing(s) done in a day.  And what could be more important than lead generating for new business opportunities?  Lead generation is the engine of your business and what will drive you to have the things you want most.

"Your lead generation plan must always be more ambitious than your income goals." as written by Gary Keller, co-founder and chairman of the board of Keller Williams Realty International in his national bestseller The Millionaire Real Estate Agent 

Myth #4 - I don't need to lead generate - I have enough business. 
Really?  Can we really have too much business?  You may have a lot of business right now, but what about later?  What happens when the business you have changes or gets wrapped up?  Where will your future business come from?  We always need to lead generate, regardless of how busy we are.  Lead generation is not for the business you have now, it is to set the ground work for future business.  And if we spend our time consistently on lead generation than we will have consistent leads and consistent income.  Continual lead generation is the foundational ongoing activity of all successful businesses.

Myth #5 - I don't have a lot of financial resources for lead generation
Never let the amount of money you have or don't have stop you from growing your business and attracting new clients.  It doesn't always take money to make money.  While it is true that some lead generation or marketing opportunities may require money and can be a good investment, there are plenty of ways you can generate new business opportunities with no or little money.  Most of your prospecting will require investing time rather than money.  Networking and connecting with people in your area to build relationships can produce just as effective results and leads as anything else.

Sales Success with Scripts

Why do powerful sales scripts work?  Because human beings respond in predictable ways and scripts provide predictable results.  Scripts are also powerful and are free of our emotion.  They allow us to say things that will make sense to the other party.  And when we have the right words, we express ourselves better and we can move people forward to a making a decision.

Scripts can not only give you the right words to say and keep you on point, but they also provide the desired responses you seek.  Remember, a powerful script will move your buyer or seller forward.  Words affect the brain.  

Great sales people are great by choice, because they choose to develop mastery by studying and implementing great things.  When you are seeking different results in your business, you must be willing to change and improve your skills. 

Here are 5 tips on using scripts:

1.  Get your scripts from a trusted source like another top producer, your sales leader or coach.  Not all scripts are created equal!  Just because it's someone's "favorite script" doesn't mean it will be effective.  Look for evidence that the script works.

  

2.  Transform your language from telling and talking to asking questions.   The most successful sales people ask the best questions.  Selling is not telling, it's asking!  Your sales success will be based on your ability to ask a series of questions to get a desired response.  Get in the habit of asking powerful questions because it will give you control of the conversation.  Control of the conversation gives you your ultimate outcome - the appointment and the close.  

3.  Listen ...with good intention.  That means actively and patiently listening to their answers in order to understand the reasons behind their response.  Don't just ask another question for asking sake; ask questions that allow you to build a conversation.

4.  Mimic, mirror and match the prospect.  Listen to their tone of voice, speed up or slow down when necessary based on how fast or slow they're talking.  93% of communication is non-verbal, it's body language and tonality.  That means that only 7% of our communication are the words we use or the questions we ask. 

5.  Practice daily for mastery.  Time block every day to practice your scripts.  All top performers know the importance of practice.  NFL teams practice 50-60 hours for a 1 hour game.

Scripts are powerful and they work.  We are programmed to use scripts and we operate from them all day long.  The question is, is your script effective?  Are the words you’re using providing you with the desired outcomes you want?  The language we use will directly impact your success rate.