Good morning to all of you fantastic salespeople and growth-minded businesspeople! As ever, another day is coming at you live … a day that was definitely made for talking to people and setting appointments—here’s to YOU being a huge part of that process!

Continuing our loose theme of touching on a number of basic concepts that success-minded agents should know about, I have just three simple thoughts today … put in the form of questions, of course.

1) What are you doing?

2) What are you saying?

3) What are you thinking?

So just what ARE you doing? If a film crew were to follow you around all day and monitor the number of hours that you ~actually~ spent doing things that were worth more than $25 per hour, how many hours would they log you in for? Another way of asking this might be, ‘If you were arrested and brought before the real estate board under the accusation of being a highly productive agent, would there be enough evidence to convict you?’ We MUST be honest with ourselves about what we’re really spending our time on all day long and what the outcome of our activity truly is.

Second: what are you saying? More importantly, what questions are you asking the people that you’re speaking to—are they effective? When it comes right down to it, do you speak more in questions or do you still find yourself doing far too much ‘telling’? How do you know? What if we had that same film crew recording your prospecting calls, lead follow up, price reduction conversations, and even your presentations to evaluate you? Could YOU start doing this today…?

Finally, what are the thoughts that dominate your thinking most of the time? Are they ‘reactionary’ thoughts or are they ‘assertive, intentional’ thoughts about your goals, commitments, and the exciting outcome of taking consistent action? Don’t get me wrong, there is plenty to think about that isn’t all that exciting or empowering … but don’t let those things hog that internal dialogue that you have with yourself. Decide (*key word) that you are going to take a couple of times throughout the day to do a ‘thought check’. Write down what you’ve been thinking about for the past few hours and whether it’s been helpful or hurtful. Imagine if we got the secret tapes of your internal dialogue and could actually hear what went through your head all day long!

In many ways, what we do … what we say, and what we think really defines who we are. Let’s continue to work on becoming the absolute best salesperson and businessperson that we can possibly be so that when our documentary crew shadows you for a few days, you will be absolutely thrilled with what it reveals.

I guess we all need to make today count…

(Photo courtesy of infoproc.blogspot.com)