EVERYBODY KNOWS TODAY COUNTS 2X
Henry Ford was 100% correct…..”You can’t build a reputation on what you are going to do.”
What we do counts. What we are going to do….doesn’t. Period.
We are what our record says we are.
So today counts 2x.
Not only is it a measure of our performance, it reinforces our habits. Long time readers of this blog [thank you very much] know that as long as we blame people, places, things or circumstances…..we lose the opportunity to look at ourselves and improve.
The nonsense of blaming prospects for being dumb or closed minded prevents us from understanding that it was not them, but the words we used.
I mean, let’s face it. Every time we talk to a possibility or prospect a sale is made. Every-Single-Time.
Either we sell them ….on why ……or they sell us on why not.
In 1993 I discovered that December was the best recruiting month of the year. Most people don’t feel that way…..and they let me know it. But I had already broken from the traditional bullshit mantras people repeat about networking and found that the right prospects were everywhere. It’s always been my best month personally.
Finding the right people……for me……had been replaced by finding the right words. Let’s face it…..NO ONE is the right person, a good prospect until when? We talk to them. That change in thought created entirely
different results………massive results.
So I decided that if the masses were wrong about ‘finding the right people’ …..perhaps they were wrong about December.
And, much to my delight, I found that people were just as wrong about December as they were about ‘finding the right people.’
But…..it was bigger than I could think. Instead of trying to get my teams rolling in February, like everyone else…..I hit 1994 with new, motivated people, reinvogorated vets and had a 90 day jump on everyone…..they all packed it in around Thanksgiving or the first week of December and didn’t get back up to speed until mid-March.
And….still, it was an even bigger advantage……because, surprise…..no one was recruiting in December! No competition. YIPPEE!
Used this simple idea and 3 little things year in and year out….always pulling away while others were trying to pull teams together.
So why is December so great? Here you go…..
THREE SIMPLE THINGS
Over the remainder of November, meet with your team and do these 3 things…..
1. December is great for recruiting. Give them social proof just like I did in the video.
2. Have them fill out that form I mentioned with you and pay attention to the things they want to achieve and the feelings they associate with having them. Explain to them ‘to get those things we need to contact people’ [remember, focus on behavior, not results]. You simply link the desires they have to the behaviors. And here’s a great tip….read that document daily yourself and commit to their dreams. Get them what they want and you’ll get more than you can imagine.
3. Schedule several sets of 3-ways with them…..and every single time you complete a set of 3-ways with them, schedule another set. Light the fire and keep throwing on the wood.
Share with them the simple close I shared with you in the video.
And, obviously, if you use the right networking skills…..you’ll help them hear the word ‘yes’ more often and sponsor more…..talk about piling wood on the fire.
What you do …..or do not do in December will determine your first quarter of 2013 and the first quarter will really determine the year……
This is why I’m saying today counts 2x. By setting the correct things in motion today, you get better results….that’s 1x……and determines the habits for tomorrow…..that’s 2x. The same is true about December…..and 2013