Wouldn’t it be great if you could get just one more deal completed and commission collected before the year-end? Well you can, keep reading.

Be in Massive Action

Be in massive action every single day. Don’t let a day pass without adding a big handful of action steps to your day. Make 5 more calls, write 5 more emails, add 30-minutes of focused research time, think of and act upon 5 new opportunities.

It’s simple – successful people take more action steps each day than others!

Work Your Client Base

The single best source for new business is your existing client base (this includes old clients as well as current clients. There’s an old but relevant statistic that states you have a 1:14 chance of doing business with someone whom you have never done business with, a 1:4 chance of doing business with someone you have had a relationship with but have stopped and a 1:2 chance of doing business with an existing client.

What does this mean? Communicate more often with current and past clients–focus marketing and sales resources inward. Build a loyal herd of followers and use your client base to drive repeat business and referrals.

Target Those Making Deals

Now please be smart with your massive action plan. Take time to identify who may possibly be a prospect – you know – who’s making deals. This information is readily available by reading online trade journals, googling, asking around and by calling out of town brokers to see who’s active in their marketplace.

Measure Results

Remember Albert Einstein’s quote about the definition of insanity – “Doing the same thing over and over and expecting different results”? Take stock regularly about the action steps you are currently taking and if they’re not working, change them, don’t keep repeating them or you’ll continue to get more of the same result — nothing.

For example, if you’re making 5 calls a day, leaving messages and not getting callbacks, you’re probably leaving an ineffective message — change it. If you’re calling 5 people a day, getting through and still no business maybe your calling the wrong people. If you’re calling 5 of the right people a day, getting through, have a great script and still no results — take a new tactic, cold calling isn’t working for you! Try sending a 5-piece direct mail campaign so the prospects get to know, like, and trust you. Then when you call you will be more successful because it will be a warm call.

Get the idea? I’m not suggesting you give up. Just be smart with the way you’re using your time, constantly measure your results and tweak your action steps when warranted.

Fail Forward

Fail your way to Success! Adopt the good enough is good enough policy. It’s far better to implement, take action and hit a few snags along the way then not to try at all. FAIL FORWARD, it’s a technique the ultra successful use constantly!

By following the above 5 strategies, I am certain your Holiday Season will include an extra commission or two!

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