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by Rick Baker
On Oct 27, 2010
Sales Tweet #73 Who is the most successful real-estate sales person in your community? What's the story there?
The Thinking Behind the Sales Tweet
Expanding on Sales Tweet #63. Why not pick 5 market sectors and find out who is the best sales person in your community. Then contact that sales person and ask for help. Obviously, be respectful of these people's precious time…but don’t be shy. Successful sales people will help you if you ask the right way.
by Rick Baker
On Oct 26, 2010
Rhonda,
Thank you for your question.
The quick answer is, “One must change the way one thinks about time”.
Time is a concept. Time is an underestimated abstraction.
Now, I recognize this sort of theoretical mumbo-jumbo will not be helpful so I will limit it [for now] and only make a few points. First, a century ago, Einstein altered the way Man considers time. The way Man viewed time before Einstein is an example of what I mean by an ’underestimated abstraction’. And, Einstein only scratched the surface of time…granted he made a huge scratch.
Here’s another point, not quite so theoretical: a person’s perception of time is influenced by many things.
Here are a few examples:
- People facing imminent danger often experience time in slow motion
- As we get older it seems time moves more quickly
- When we enjoy experiences time moves quickly
- When we are in pain time moves slowly
In the same way we can accept situations alter our perception of time, we can also accept our mind, the human brain, is a tool that links each human being to time.
Each of us has a unique personal relationship with time.
So, if we can change the way our brains work then we can change the way we perceive and experience time.
An example: if we accept people perceive time as if it were moving in slow motion when they experience extreme stress such as being robbed at gunpoint then is it possible those same people could create for themselves the same mindset without the extreme stress? The answer must be, Yes – that is possible.
Another point with practical value: I believe a person’s self-esteem influences the way that person experiences and uses time. The higher the person’s self-esteem the more effective the person’s time will be used.
So, the first practical thing one must do is work on maximizing one’s self-esteem.
Some successful people were born with a predisposition to possess high self-esteem. I am sure that has not been proven…but I believe it is true.
Other successful people learned how to maximize their self-esteem either unconsciously or through conscious effort. Again, I doubt this has been proven…but I believe it is true.
Regardless, each of us can work at maximizing our self-esteem.
Two more points:
- Considering self-esteem, many human factors come into play: personal strengths, confidence, mood, vested interest, etc.
- Some time-management gurus claim the act of employing personal time management has a very positive impact on one’s ‘mindset’…Brain Tracy, for example. Success at managing how one uses one’s time could tend to increase one’s self-esteem. Even if that isn’t true there are other benefits, which have been catalogued by the time-management gurus. So, Yes, for a number of reasons it is a good idea to commit to personal time management.
Time management is a misnomer. Better to approach this as ‘personal organization’.
Think about Napoleon Hill’s observation…when required to sum it up in one word he said successful men and women were ‘organized’. That is, successful people appeared to live organized lives.
I hope this helps.
Rick
by Rick Baker
On Oct 26, 2010
Sales Tweet #72 Ernest Seller has a plan: he is figuring out how to look at people while he is not listening to them. The Thinking Behind the Sales Tweet What a worthy endeavour! Ernest can hardly contain his genius. Well, to make sure I don’t mislead you…Ernest is not containing this brain-child of his genius. He has already impressed family, friends, and co-workers with it. Here’s the big, hairy, audacious thought behind this Ernest brain-child: if Ernest can feign attention while his Clients and prospects are talking then he figures he can double his sales. Ernest has a Bonus Thought: when he hones this skill he will finally be able to tolerate those incessant lectures his [unreasonable] boss lays on him.
by Rick Baker
On Oct 25, 2010
Sales Tweet #71 Free up some time by improving your memory skills. CDs and books provide advice and memory exercises.
The Thinking Behind the Sales Tweet
In response to the Thought Post titled ‘Successful People Have More Time’, I am writing a series of Sales Tweets containing suggestions on how to make better use of that most-precious resource – Our Time. This Sales Tweets series is called “Free up some time”. Each tweet in the series starts with the words Free up some time…so this series of suggestions will stand out in the www.spiritedezine.com website. Note: I have avoided calling these ‘time-management’ suggestions. A more accurate description would be ‘action-management’ suggestions….or ‘thought-management’ suggestions. As the introduction - Free up some time – states, the suggestions are aimed at creating Good Habits that, at the end of the day, allow us to feel ‘WOW - that was a day well spent’. As the series progresses, I will begin to provide CD and book recommendations. A link to the ‘ Successful People Have More Time’ Thought Post.
by Rick Baker
On Oct 22, 2010
Sales Tweet #70 Client Culture: observe your Client's work environment...what 'group norms' do you see and hear?
The Thinking Behind the Sales Tweet
Every business has a Culture...either a planned one or one that has just developed. By observing the business culture at your Client's workplace you can adjust your expectations and actions. For example, if it is clear to you that your Client works in a firefighting atmosphere then you will want to consider that. Or, if your Client works in a high staff-turnover environment then you will want to consider that. Before you leave a telephone message or send an e-mail...try to put yourself in your Client's shoes and in your Client's chair.
by Rick Baker
On Oct 21, 2010
The first two, equally-important, Rules of Procrastination For Success are:
- You must minimize, with a view to totally eliminating, the annoyance factor
- for others and
- for yourself
- You must set aside the common wisdom of the time-management gurus and give yourself a fair 60-day trial period [including the time you feel you need to cover your procrastination].
Why these Rules of Procrastination For Success?
To Procrastinate For Success
- You must not over-promise and under-deliver...that's poor form...that annoys other people and, because you have pride in your performance, it causes you to annoy yourself with anxiety or worry.
- You can not stress yourself because that reduces your ability to be effective...you are a procrastinator or else you wouldn't be reading this. So, procrastination aligns with the natural state of your character and your talents. Don't fight procrastination. Make the most of it.
How does one go about Procrastinating For Success?
Action Steps to Procrastinate For Success
- First, spend some time every day telling yourself you Procrastinate For Success. Make that a daily affirmation...write it on a mirror, repeat it at least twice a day, say it, sing it with emotion, scream it from an open window - I procrastinate for success, I procrastinate for success, I procrastinate for success…
- Next, tell other people you procrastinate for success....tell your boss, tell your co-workers, tell your Clients...and explain to them how your acceptance of this fact will benefit one and all.
- Once you have completed those first 2 set-up-for-action steps Take Action. Take Action as follows:
- First, immediately, drop every thing you are doing and finalize your To Do List:
- Ensure your To Do List is complete
- Force-rank your Most-Important work items: as you do the force-ranking consider the urgency of the work, consider the time required for each item, and set the limit for your total available time at 8 hours/week. This step creates your work plan.
- Next, immediately following the setting of your work plan – Do Absolutely No Work…do nothing. This is a critical step. This is the procrastination step.
- Then, when you hit the point where you must do the work under your procrastination plan, do that work at lightning speed, with laser-like focus, and with genius-like concentration.
Benefits of Procrastinating For Success
- It builds trust. And, trust is right up there with time - a truly precious commodity. Trust begins to build immediately because you will no longer feel the need to tell fibs about getting stuff done under unrealistic time lines. Since you will be comfortable talking with others about your procrastination, your over-promising will stop, your on-time delivery will increase, and trust will build all around you.
- You will be aligned with rather than fight against (Pareto's) 80/20 Rule. Knowing and accepting 80% of your production must happen in 20% of your time, you will stop wasting the remaining 80% of your time thinking about, worrying about, and fighting the natural laws of the human condition, i.e., you will not struggle with procrastination. You will be a comfortable procrastinator and you will make the most of it.
- You will free up a huge amount of time. Embracing (Pareto’s) 80/20 Rule you will free up 32 hours of prime time per week. And, this freed-up time will be devoid of the problems linked to having to be productive.
- You will never complain about being too busy to do this or to do that because:
- 80% of the time you will not be busy at all and everyone will know it so you will be very reluctant to claim otherwise
- the other 20% of the time you will be far too busy to complain and everyone will know it so they will not lay trivial requests on you
On top of this, you will reduce your overall stress and, all else being equal, that will prolong your life so you will have even more time to Procrastinate For Success.
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