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| Bob Hafer,
MIRM, CSP |
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Happy New Year!
I know it is hard to believe but 2007 is over and 2008 is here. Are you ready for the New Year? Have you thought about what you’re going to do throughout 2008 to be successful? If you haven’t taken the time yet, then this newsletter may be written just for you. The first article provides some ideas for goal setting; the second teaches you how to mentally rehearse and the third reminds you how important it is to practice. I hope you will find each article helpful and timely.
Why do you need goals?
Goals give you direction in all areas of your life: family, personal, professional, spiritual, physical, and financial. Goals give you a purpose in life – a reason to get up early in the morning and go to bed late at night.
Several years ago a young woman I knew lost her husband in an automobile accident. I went to the viewing to pay my respects and heard this young woman eulogize her husband. She said her husband once asked her why she got up each morning. That question got me thinking about my own life. And maybe it will get you to think about your life. Why do you get up each morning? Stop and think about your answer. Your answer may be your purpose in life.
Not having a purpose in life is similar to sailing a ship across an ocean without a map. Goals, like maps, help you get to your destination much faster than sailing though life aimlessly.
How to set goals
First, you must dream! Dream of everything you want, and have always wanted in every facet of your life. There are no limits. Ask yourself, “What would I attempt to do, if I knew I could not fail?” “What would I want for my life if I knew I could have it?” Allow yourself to dream like you did as a child. Let your imagination run wild! Brainstorm. Write your ideas down on paper and decide which ones are the most important to you.
Now its time to define your dreams precisely. Which of your goals are most important to you, and why? On a fresh piece of paper, write down one goal at a time. Beside the heading, write down a deadline for achieving that goal. Be sure that the deadline is realistic.
To achieve a long term goal, set a time-line using short term goals. For example, if your 2008 professional goal is to sell 48 homes this year, set short term goals leading up to the long term goal. In this example, you might set a short term goal to sell 4 homes per month. This is an effective way to evaluate your progress and help you determine if you need to make changes to your action plan.
The secrets of achieving your goals
Define your goals with clarity – Be precise in what you want. The more clearly defined your goal is, the easier it will be to attain. Let’s say you want to sell one house per week. To say you want to sell one house weekly is not enough. You must define what you are willing to do daily to make it happen. For example: You might consider writing - I will participate every day in each of my prospects home buying experience. I will demonstrate my model to every prospect. I will ask each prospect to walk homesites with me. I will contact each prospect by phone or email to let them know how much they are appreciated.
As you can see there are many things you may do daily to achieve your goal. The more you are willing to do, the more likely you are to achieve your goal. I have a favorite saying - Be willing to do what others are not willing to do. What are you willing to do to achieve success? Identify those things and you will be successful!
Constantly evaluate your progress – Having an action plan is not enough. Unforeseen obstacles are sure to arise throughout 2008. Notice what is working and what is not. If a sales approach is not working, don’t waste your time with it. Change your approach.
Never lose sight of your goal – Take time to review your goals weekly. This will keep them fresh in your mind. If you think reviewing your goals weekly is too much, maybe you should reevaluate what it is you want. Ask yourself, “How important is it to me that I attain my goals?”
Don’t procrastinate – Procrastination is a “silent killer”. Understand that the only way to achieve your goals is to take action now!
A good example is knowledge. Knowledge means nothing if you don’t apply it. How many people have you come across with an unbelievable amount of education working a mediocre job? The world is full of people who don’t apply their knowledge. On the other hand, chances are you know of people with less educational background who apply everything they learn. These people are usually the ones who are most successful in all areas of their lives.
Do something right now that will help you to achieve your goals. There is no time like the present – get started today!
Send to a friend
Before reading the next two articles, I have a favor to ask. I want you to send this newsletter to 5 people who you feel will benefit from the ideas and principles included. My goal is to send this newsletter to at least 1000 people monthly. I added 358 people to my subscription list in 2007. To achieve my goal of 1000, I need to add 500 people in 2008. I need your help. At the bottom of the newsletter you will find a ‘Send to a Friend’ button. Just click and follow the easy introductions. Thank you in advance for helping me and your friends achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit click here, email Bob at Send Emailor call 972-795-5926.
Good Luck and Good Selling!
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What you think about you bring about
In the book, The Secret, the author Rhonda Byrne writes ‘What you think about you bring about’. This idea has been written about by many authors throughout the ages. I want you to consider adopting this powerful idea in 2008.
I want you to 'think about' your sales presentation. I want you to see yourself meeting and greeting people. I want you to see yourself building rapport by aligning yourself with your prospects behavior. I want you to see yourself asking questions to discover what is important. Then, I want you to see yourself demonstrating all your products that represent value. Then, I want you to see yourself overcoming objections and asking for the order.
Make this mental practice a daily exercise. Almost immediately you will begin to notice a difference in your sales presentation. You will hear things from your prospect you missed before. You will see and feel things that will allow you to position yourself to ask for the order. And all you have to do is practice your sales presentation in your mind.
What is mental practice?
Mental rehearsal is practice in the imagination, and since the body and mind form one system, it prepares and primes the body for the actual situation. Imagining success is a consistent pattern that is found in all top sales performers
Giving the brain strong positive images of success programs it to think in those terms, and makes success more likely. Expecting success in a sales presentation becomes a self-fulfilling prophecy.
Mental rehearsal can also be used to generate new behaviors. If you want to greet and qualify better then practice it in your mind first. If you want to demonstrate your model and inventory homes better, practice demonstrating in your mind first. It is true – 'What you think about you bring about'.
What can you do differently?
You might consider running through the following steps each night before going to sleep. As you review the day, choose something you did very well, and something you were not happy with. See both scenes again, rehear the sounds, and experience them again. Then 'step out' of the experience and ask yourself, “What could I have done differently?” How could the good experiences become even better? You may well identify some other choices you could have made in the not so good experience.
Now replay the experiences fully, but with you behaving differently. What does it look like? How does it sound? Check your feelings. Mental practice will build in new choices. You may identify a signal in the not so good experience (something your customer said or did) that will alert you the next time it happens, to use another choice that you have already mentally rehearsed.
Consider it this way – 'What you think about you bring about'. If you want to improve the way you handle resistance then imagine the objection in your mind first. See yourself listening carefully to what is holding your customer back. See yourself handling the objection smoothly. Keep replaying it until you are satisfied. The results you get in the ‘real world’ may not be the same but if you continue to practice ‘in your mind’ you will improve.
The longest journey
The longest journey begins with a single step – begin today to take steps ‘in your mind’ to develop success patterns for every phase of new home selling. You may not be the best salesperson in the world but you will be the best salesperson within a 5 mile radius and that is all you need to achieve additional sales and income throughout 2008.
Send to a friend
Before reading the last article, I have a favor to ask. I want you to send this newsletter to 5 people who you feel will benefit from the ideas and principles included. My goal is to send this newsletter to at least 1000 people monthly. To achieve this goal I need your help. If you have already sent it, thank you. If not, please stop and do it now. Remember, procrastination is the 'silent killer'. At the bottom of the newsletter you will find a ‘Send to a Friend’ button. Just click and follow the easy introductions. Thank you in advance for helping me and your friend achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit click here, email Bob at Send Emailor call 972-795-5926.
Good Luck and Good Selling!
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Practice makes perfect
Confucius is given credit for saying, “What you hear you forget; what you see you believe; and what you do you understand.” I would like to add something to these words of wisdom, and it is “What you practice you learn.” I believe that practice is the ‘mother of skill’. As you prepare for 2008 I want you to think about making practice a part of your daily routine. You can practice with your partner or you can practice in your mind. You know how to do both – the question is – are you disciplined enough to do both? If you are, then success during 2008 is almost a sure-thing.
Read, listen and join
Sometimes it’s necessary to remind yourself about the skills you need to practice. I suggest you consider the three options discussed below. Each will provide you with enough ideas to keep you busy.
- Spend at least 30 minutes every day reading a book on new home sales. I suggest you consider my book, Building Results. In Building Results I take the reader step by step through a surprisingly uncomplicated program, teaching readers how to create an environment in which they psychologically embrace the buyer and develop a profound understanding of customers' needs and desires. I believe Building Results will positively revolutionize the sales process for sales professionals throughout the nation. My book can be purchased directly from this newsletter or visit my website, www.BobHafer.com.
- Spend 30 minutes a day listening to motivational books on tape. Become a member of www.audible.com. You can download the best motivational books directly to your Mp3 player or iPod. The cost is minimal and you have easy access to powerful messages.
- Put together a group of like-minded salespeople and meet weekly to discuss sales ideas. Always associate with people who are looking for ways to succeed. Avoid salespeople who complain and are finding ways to fail.
- Join your local Homebuilder’s Sales and Marketing Council. Become an active member by volunteering for committees. The Homebuilders Association is a great resource for information. Visit the National Association of Homebuilders website www.NAHB.com and take advantage of all their education opportunities.
If it is to be, it is up to me
Remember these words, if it is to be, it is up to me. You are working in an industry that will give you anything you want as long as you’re willing to work for what you want. Start working today and you’ll be amazed at the results you will soon achieve. Success is always a choice – choose to be successful.
How to integrate new skills
To master a skill, technique or even a thought, it is important to take one step at a time. It is most effective to stay with one step or technique until that technique is thoroughly yours: inside-out, backward and forward. And that does take time, discipline and patience.
To learn new skills apply the following rules:
- Only commit to integrating a new sales idea when you fully understand why it works and why you are implementing it.
- Practice the idea at least for 30 repetitions per day for 21 days. Include mental repetitions in your practice. A habit takes 21 days to develop. Developing effective habits is one of the keys to sustained peak levels of performance.
- Give full attention to each idea you are practicing. Do not practice just to be practicing – have a specific intent.
- Evaluate only the sales skill you are practicing at that time – stay focused!
- Separating practice from performance is a valuable idea.
Practice in order to integrate new skills for use in performance and then be sure to put practice and performance back together again.
- Make life and learning enjoyable. You are intelligent, and intelligent people continue with what they enjoy doing.
Nothing begins until you begin
Nothing will happen with the ideas discussed in this newsletter until you initiate, implement and integrate the ideas into your personal selling style and habit patterns. There must be a beginning and that is up to you. Remember a journey begins with a single step – reading and considering the ideas discussed this far is your ‘first step’ – it’s your beginning. Have fun and enjoy 2008 and remember these wise words, If it is to be, it is up to me!
My goal
One of my goals is to provide service to the homebuilding industry. I am grateful for everything homebuilding has given me. I want to give back - and I know that's possible only through service. If I can be of any service to you, in any way, please do not hesitate to ask. I can be reached by email or phone. My email address and phone number are listed below. I commit to you that you will receive a response within 24 hours. I wish you the best throughout 2008 - together I know we can make it GREAT!
Send to a friend
Thank you for reading Building Results, The Newsletter. If you have already forwarded this newsletter to friends and colleagues, thank you. If not, please take the time to do it now. My goal is to send this newsletter to at least 1000 people monthly. With your help, I can achieve that goal in 2008. At the bottom of the newsletter you will find a ‘Send to a Friend’ button. Just click and follow the easy introductions. Thank you in advance for helping me and your friend achieve their goals. It is appreciated!
Robert E. Hafer Seminars
To learn more about Robert E. Hafer seminars and workshops and purchase Building Results – The Ultimate How-To Guide For New Homes Sales, visit click here, email Bob at Send Emailor call 972-795-5926.
Good Luck and Good Selling!
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