Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales

Chapter 87. Become a Champion Performer

Dirk Zeller

Sales Champions and Real Estate Champions

Do you have the desire to receive recognition from your peers, to be recognized as one of the top agents in the country? If you do, you need to start by taking dead aim daily. It is the disciplines we do each day that make the difference between being on top or being part of the crowd.

Start each day focused on the success of your business. You want to begin each day by reviewing your business plan. Focus in on the activities that will lead you to the successful result you have set forth in your plan. Long-term success is built on top of achieving daily performance standards for weeks and months at a time. If your business plan is not broken down to the daily activities or daily performance standard, you should take the time to do so now. I call these daily activities "The Disciplines of a Champion." We each have activities that, if left undone daily, will cause our business to suffer.

Some of the "Disciplines of a Champion" could be:

• Prospecting for a specific time period.

• Doing lead follow-up.

• Contacting a certain number of past clients.

• Spending time in personal development.

• Practicing scripts and dialogs.

The "Disciplines of a Champion" are quantifiable and trackable. They consist of a specific amount of time or a specific number that must be achieved. To have power, the disciplines must set the time frame or the quantity. It is too easy for us to opt out and not accomplish our goals when we ...