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If you want to achieve success, all you need to do is find a way to model those who have already succeeded. That is, find out what actions they took, specifically how they used their brain and body to produce the results you desire to duplicate. If you want to be a better friend, a richer person, a better parent, a better athlete, a more successful businessman, all you need to do is find models of excellence.” – Tony Robbins

There is no need to reinvent the wheel. If you build your real estate business around the model of success that Top Agents use, and execute on that model, then you can achieve the success you desire. All Top Agents use some form of the following formula:

1. Define Your Vision – Why did you get into real estate? What are your expectations? How do you see living your life as a result of being a top agent? What will it mean to the other areas of your life if you are a top agent? How much time are you willing to dedicate to being a top agent.?
• Example – I became a real estate agent because I enjoy working for myself and wish to earn a six figure income that allows me to provide the lifestyle and security for my family that would come as a result of being a Top Agent.

1. Specific Goals– Goals are nothing more than a dream with a date. Specific Goals are expectations that allow you to make plans that have sequential actions steps that can be scheduled and executed.
   • Net Income
   • Sold Volume
   • Closed Transactions
   • Listings Closed
     • Listing Contracts
     • Listing Appointments
     • Listing Contacts
     • Listing Leads
   • Buyers Closed
     • Buyers Agency Agreements
     • Buyers Appointments
     • Buyer Contacts
     • Buyer Leads
2. Marketing Plans – Based on the specific goals you set, you can now set up the marketing plan that you must enact in order to generate the leads you need to set the appointments to get the contract to earn the commission that allows you to earn the net income you desire in the time you wish to commit.
   • Define Target Prospects – FSBOs , Expireds, First Time HomeBuyers, etc?
   • Budget – How much can you afford to spend on marketing and/or prospecting?
   • Activities to Employ – Direct mail, advertising, bought leads, networking, door-knocking, referral calls, blogging, social media networking, etc…
   • Time Blocking – Once you determine how much time your marketing and prospecting activities require, you need to block off time daily to take action…
   • Systems – Define the systems, strategies, and technologies that will allow you take action in a effective and efficient manner…
   • Tracking – Track what works and what doesn’t work. If it is not working, is it the market or your skills? Change what needs to change…
3. Continuously Improve your Sales Skills – Once you generate leads, you must convert them to appointments. At those appointments, you must be able to reach agreement for services. To do this requires sales skills…
   • Understanding the Five Dominant Buying Motives (DBMs)- In order to convert leads to appointments – you must understand the wants and needs of your target market. Write out how your services can satisfy the prospect’s needs based on their dominant buying motives.
     • Pride
     • Profit
     • Love
     • Need
     • Fear
   • Follow Up – Do you have action plans in place to follow up with each type of lead generated automatically?  Do these action plans contain these essential elements:
     • Personalization
     • Obligation
     • Urgency
     • Solution to their DBM
   • Dialogue Scripts – Do you have written scripts that you have memorized and personalized that lead the prospect to choose your services over that of another agent. Are they professional? Do they ask the right questions? Do they have a call to action?
   • Presentation – Do have professional listing and buyer presentations that are up to date that present your Unique Selling Proposition (USP)?
   • Objection Handling – Do you have a list of the most common objections and answers memorized? Do you have testimonials and statistics to help you overcome these objections?
   • Closing- Do you close for the appointment? Do you close for an agreement of services?
4. Student of Success -Top Agents are always increasing their knowledge base. They know they they must not always learn just to keep their license up to date, but to keep their business thriving. Top Agents study:
   • Current market trends
   • Consumer behavior methods
   • Current financing options and mortgage products
   • New technologies
   • Business books, magazines, blogs,etc…
   • Self-Improvement books, magazines, blogs, etc…
   • Anything that can help them grow as a person and as an agent…
5. Increase Your Ability to Execute– All plans are meaningless if you are unable to execute consistently on them. Brilliant execution requires tremendous courage, commitment, and conviction. You must have the Personal Power to achieve the results you desire over time.
   • Who you are? Do you have the energy, mission, and attitude necessary to execute?
   • What You Do? Do you set goals to turn your dreams into targets, make plans to support your goals, prioritize what you focus on and where you need to spend your time?
   • How You Do It? Do you synergize with others, organize your activities, optimize your time andtake action to make things happen?
   • (If you want to measure your ability to achieve based on these 10 elements, please click here to take a free assessment.)

Never let other people decide your limitations or capabilities. There will always be those who will say you’re not smart enough, old enough, young enough, etc. to accomplish your goals. Don’t listen.

You know what you’re capable of better than anyone. Remember, you can accomplish anything you set your heart and mind to accomplish!

Today’s TQ Challenge: Commit to Actually DOING Whatever It Takes — Then DO It.

1. Choose to be CONFIDENT! Does anyone currently question your capabilities?
2. Choose to be OPTIMISTIC! How can you distance yourself from those who make you doubt yourself?
3. Choose to be SELF-RELIANT! What’ll you do to impress yourself today?

Success is the direct result of taking the right actions, the right way, at the right time for the right reasons. Understand this and you can take on anything with confidence. Just discover what the right actions are and do them. Your success isn’t limited by past mistakes — but by your willingness to take the right actions right now! If you have no confidence in your ability, you won’t even try. But, if you’re committed to do whatever it takes until you get it right — you will eagerly proceed with the confidence to succeed.

“Nature arms each man with some faculty which enables him to do easily some feat impossible to any other.” ~ Ralph Waldo Emerson

, and find out how to improve this aspect of your Attitude Color.

Who’s To Say You’Re Not?

Let your heart guide your mission, and your mission guide your actions. Then everything you do will have meaning.

Record every action you take today as evidence of what you believe in the most.

Today’s TQ Challenge: Live Each of Your Top 10 Core Personal Values — Every Day.

1. Choose to be DEVOTED! Have you noticed the way you feel when you work toward something important to you, rather than toward something you don’t care about?
2. Choose to be COMMITTED! What types of activities give your days special meaning?
3. Choose to be INSPIRED! When will you find time today to ask yourself, “What gives my life meaning?”

A testament is something that provides tangible proof. The actions you take and the results you produce are living proof of what’s most important to you. The only evidence of whether you value something is if you make it a part of your life. There’s no getting around this. For you to live your values, they have to show up somewhere other than a framed mission statement on the wall. They deserve to be a part of the legacy of results you leave behind at the end of each day.

“People wait for opportunity to come along…yet it is there every morning.” ~ Dennis the Menace

, and find out how to improve this aspect of your Mission Color.

Are Your Days As Meaningful As They Could Be?

Do like the best. Be like the best.

Take a trait you admire in someone else, and wear it yourself today as often as possible.

Today’s TQ Challenge: Immediately Apply New Ideas and Practice Until Mastered.

1. Choose to be EAGER! Are you doing this task the best way possible? How do you know?
2. Choose to be AUDACIOUS! How would the best minds in your field do your current task?
3. Choose to be CONFIDENT! How will you impress yourself in the next hour?

You waste all the time you spend learning new ideas when you never use them. You have to implement great ideas or they will never make a difference. If you want to change an old habit, you need to replace it with a new one. If you want to become more skillful, you have to practice the skill. The more often you put new ideas into action, the more adept you’ll become at making them your own.

“Motivation is like food for the brain. You cannot get enough in one sitting. It needs continual and regular top up’s.” ~ Peter Davies

, and find out how to improve this aspect of your Act Now Color.

Do-Be, Do-Be, Do-Be Best.

Learning how to organize your work and automate your tasks may take a little more effort. Just keep in mind the time benefits that new systems will bring you.

If you’ve made a promise to learn a second language, write a book “someday,” or travel after the kids grow up, MAKE TIME FOR IT NOW! Quality time doesn’t just happen. You have to create it!

Today’s TQ Challenge: Automate ALL Repetitive Procedures.

1. Choose to be SYSTEMATIC! Which one of your projects cries out for more attention?
2. Choose to be PROCEDURAL! What’s one of the things you’ve been wanting to do with your extra time? Schedule it now!
3. Choose to be ORGANIZED! What’s the most productive use of your extra time this week?

The greater the number of tasks you complete in a given period of time, the more productive you are. Whenever you automate your repetitive tasks — by creating systems and processes, or through new tools or technology — you increase the number of tasks you can complete overtime. Any investment made in time, effort, money or resources to automate recurrent tasks will be paid back in increased productivity and efficiency every time thereafter.

“There are no menial jobs, only menial attitudes.” ~ William John Bennett

, and find out how to improve this aspect of your Organize Color.

Now That You’ve Got It, What Will You Do With It?

This week, we are going to focus on the inevitable challenges to your dreams and goals… challenges that will not only test your resolution, but cause you to pause and question your commitment to your 2011 Resolutions!

at ThinkTQ.com.

A Challenge To Your Commitment.

Effective conversations require you to truly listen to what the other person is saying. There’s a difference between listening and simply waiting your turn to speak. Experience that difference.

Listening is a skill that can be improved. Practice. Practice. Practice!

Today’s TQ Challenge: Speak Clearly — Listen Carefully — Confirm Messages.

1. Choose to be ARTICULATE! How do you know when you’re really listening and when you’re not?
2. Choose to be EMPATHETIC! Did you miss something someone said today, because you weren’t paying attention?
3. Choose to be ATTENTIVE! How can you actively demonstrate today that you hear what’s being said?

The exchange of ideas from one person to another has never been an exact science. You may never understand the other person completely. Neither can you automatically expect others to understand you, and the full background behind the ideas you are trying to communicate. Don’t presume that you know what the other person is thinking. Stop the mutual mystification and get it right the first time. Assume you don’t know. Ask. Listen. Clarify, Reach Mutual agreement.

“Executive ability is deciding quickly and getting somebody else to do the work.” ~ John G. Pollard

, and find out how to improve this aspect of your Synergize Color.

Do You Listen, Or Just Wait Your Turn To Speak?

An excellent way to build a better solution is to include others in the decision-making process. Ask them for their advice. By doing this, you’ll foster their feelings of contribution, and increase the likelihood that the decision will be accepted by others when it’s made.

Involve everyone in the creation of the plan you’re trying to achieve, and allow them to discover how they can accomplish it for themselves, too.

Today’s TQ Challenge: Search Beyond Acceptable — Find the BEST Alternatives.

1. Choose to be WELL-INFORMED! What decisions need to be made today? Who can you get to participate in them?
2. Choose to be OPEN-MINDED! How often do you include others in your decision-making process?
3. Choose to be INSIGHTFUL! Do you share in making your decisions with the people who’ll be affected by them?

Your first idea may not always be the best idea. Nonetheless, it’s the only one you can act on if you fail to come up with better alternatives. You minimize mistakes and create better results by carefully considering your options in advance. Explore additional possibilities before you reach a conclusion. Consider other perspectives: consult expert opinions; test your options; do a little research. Life’s too short and money’s too valuable to do otherwise. So, think it through, ask for help and learn to make better decisions by finding better options.

“The man who gets the most satisfactory results is not always the man with the most brilliant single mind, but rather the man who can best coordinate the brains and talents of his associates.” ~ W. Alton Jones

, and find out how to improve this aspect of your Make Plans Color.

So, What Do You Think?

Rather than knocking off your goals one by one, think of ways to combine similar ones for greater efficiency.

You will double your pleasure and your motivation immediately when you double up your goals.

Today’s TQ Challenge: Take at Least One Step Towards Each Goal — Daily.

1. Choose to be DILIGENT! When you look at all of your goals, which ones could you combine and accomplish at the same time?
2. Choose to be PERSISTENT! Is there someone else’s goal you could combine with your own?
3. Choose to be ASSIDUOUS! Be creative. How can you work on more than one goal at the same time today?

A goal is something beyond where you are. If you want to get from here to your goal, you must take the steps required to get there. Goals don’t just automatically “happen.” Obvious? You bet! But if this is obvious, why do so many people set goals then never achieve them? Goals don’t happen on their own. If you want the goal, you have to do the work. This means taking the steps necessary to get there, day-by-day.

“What is the recipe for successful achievement? To my mind there are just four essential ingredients: Choose a career you love, give it the best there is in you, seize your opportunities, and be a member of the team.” ~ Benjamin F. Fairless

, and find out how to improve this aspect of your Set Goals Color.

Would You Like To Accomplish More And Spend Less?

Keep yourself fresh, aware and tuned in. Take a moment several times each day to empty your mind of all the clutter that’s accumulated — all the petty annoyances and negativity.

As you think, so you act. The more often you can clear your mind, the more productive you will be.

Today’s TQ Challenge: Take Frequent Breaks to Stretch, Breathe & Snack.

1. Choose to be RECHARGED! Has any mental clutter kept you from staying focused today?
2. Choose to be REJUVENATED! Can you take a moment right now to sweep out any “mental leftovers”?
3. Choose to be STIMULATED! Where have you focused most of your thought today? Do you need to make a change?

Working for long periods without a break is counter-productive. Pace yourself. Take a five-minute break every hour: stand up, run in place, lift weights or stretch. Take ten deep breaths. Eat a nutritious snack. Drink a large glass of water. Take a short walk. Switch from a mental task to a physical one or vice versa. Then, go back to work energized and recharged.

“Lost wealth may be replaced by industry, lost knowledge by study, lost health by temperance or medicine, but lost time is gone forever.” ~ Samuel Smiles

, and find out how to improve this aspect of your Energy Color.

Want A Clean Slate? Got An Eraser?