Victory does not happen painlessly or is given to you on a “silver-dish”. Success requires desire, willpower, hope and challenging production. What does achievement represent? Success is Attainment. Achievement is placing a map into accomplishment with a perfect time frame and getting that achievement. It may take a number of tries to accomplish these goals but never give in. Pick up off the floor, brush yourself off, and continue moving onward. Diligence and vigorous drive will let you to be a winner each time

We could compute or describe victory in a lot of ways, depending on who we ask. A dairy farmer’s focus of victory will be to a great extent dissimilar than a trainee signing up for the armed services. No matter how one defines victory, they are possible if we make a sole business diagram and group definable goals to make these successes.

Make for sure your goals are detailed, detectable, reasonable, appropriate and have a time profile. Saying you are going to be well-to-do in two years probably isn’t practicable or manageable and not exact. If money is “success” to you then a goal such as “I’m going to build up my income by $10,000 all three years is more rational. Small period goals may not require as in depth essentials as prolonged term goals might entail. Long term measures are more realistic if you focus on setting “building blocks” all along the track. We might be able to then rate success in “steps”, which will keep us focused and motivated as we realize each stride. Each measure could be measured a rewarding triumph or realization.

Are you pleased with your life and standard of living? Would you reflect on this as victories? Are material things imperative to you? Would this be how you evaluate victories? There is no precise or wrong remedy to these questions. How you characterize achievement is not more or less important than how another person identifies success. What is significant is creating measures and realizing these goals described by the S.M.A.R.T principle. (Specific, Measureable, Achievable, Relevant and Time frame).

Victory is just an expressive state or what is considerable to you. Achievement may be a impression of contentment or solely maintaining a conclusive point of view on your thoughts. A sure attitude alone can be so gratifying. Ever detect folks with “downbeat” attitudes tend to possess more troubles in life?

The dictionary equates “success” as a “positive extinction of attempts or happenings”. This practically sounds vague however reach backward and translate this explanation two or three additional times. It could not be more accurate. Triumphs is not a dimension or estimate of “importance” but instead a favorable attainment no matter how many times it takes us to step to that triumph. This is why goal planning is extremely notable. We cannot attain anything if we don’t plan or place a goal as to what we are trying to attain.

With the present real estate marketplace and unemployment we need be confident and keep moving to the fore. If you have been in a reliable field for years and discover yourself laid off do not get depressed. Focus on the intelligence and experience you have and “jump” those obstacles. You will be astounded what you can do by setting fresh measures, creating a plan and facing “face-to-face” anything that gets in your track. We might have had to put up for sale our home, trade in that Mercedes but with a upbeat outlook we will accomplish something. Reach for that victory, one pace at a time.

Wake up every morning with a plan. Work hard at accomplishing this plan and accomplishment will follow. Complete what you can to the best of your ability and you’ll yet again set eyes on those dreams towards the end of the tunnel.

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One of the reasons a sales position can be so lucrative is that one client can turn into many. How many sales people do you know followed up with you after they sold you something? Personally, if a sales person does not follow up with me, they usually won’t hear from me again. Could you imagine if you were to get one repeat customer a month how your sales could increase dramatically? By not touching base with your customers could have detrimental results.

The Eighty-Twenty Rule in sales usually signified 20% of the sales people did 80% of the business. This could also represent 80% of your business comes from 20% of your client resources. In other words, following up with your clients could generate 80% of your sales. This is true for repeat clients or referrals from these particular clients.

In real estate for example, we need to stay in touch with our buyers after the sale to find out if any problems exist. Remember, they will call you if there is a major problem, but won’t bother you with the “little” things, but it’s those little things that will prevent them from referring others or buying from you again. You will never know if any problems exist if you don’t stay in touch.

In any sales industry, no matter how small or large, following up after the sale is an absolute must. If one client knows 3 people, who know 3 people and so on, just imagine how important touching base with your sphere of influence could result in huge future profits. Take a step back and count the number of sales people who followed up with you after you purchased their product or service.

With computers, technology and the Internet, we have vast resources at our disposal for following up with our clients. Use these tools to your advantage to touch base with your sphere of influence. Postal or electronic emails for Christmas cards, thank you cards, birthday cards or a “Just wanted to say hi” cards are a few of several choices you have.

The most recommended follow up would be with a phone call. It only needs to be two to five minute call. Be concerned with their needs and sound authentic. A short, “Just wanted to call and see that everything is okay” or “Just wanted to see if you had any questions”, etc.

We tend to get busy and lose focus on how crucial our past clients can keep our pipeline filled. There is something to be said for “follow up” if 80% of our business is generated from 20% of past clients and referrals.

To stay on the road to success, be sure you follow up after the sale. This will assure you increased sales and productivity.

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Always expect the unexpected. For whatever reasons, sometime we have employees resign with little or no notice. If we are not prepared, replacing this individual could be challenging. How do we prepare, you ask? Keep recruiting practices as your daily routine. If we don’t, the fear of filling this crucial position could cloud our judgment when we hire a replacement. This new hire might not have the important expertise or might lack the knowledge to satisfy the position.

Recruiting on an ongoing basis is the best practice. Having to perform a quick rebound to a need will only cause problems later. Recruiting only when your company is expanding should not be considered in your thought process. There is turnover in every company and you should always be prepared and one step ahead.

There are many avenues to take when recruiting. Don’t depend on a single approach. A few ads in the Sunday newspaper will not be effective. To obtain quality candidates, use all the available resources at your disposal. The way we market is changing and we have to change as well. You want to be able to “touch” as many prospects as possible.

In-house employees, job fairs, word of mouth and Internet sites are just a few of the tools at our disposal. Take full opportunity to utilize these resources.

First impressions count. Not just employer to employee, but vice versa. Many companies are in competition with one another. As an employer your interview with the candidate must be professional, efficient and responsive. Also be respectful of the recruits time and interests. This can easily be accomplished with organization, not postponing or cancelling the interview and getting back to the potential employee when you say you will. Making a promising impression prior to hiring the candidate will flow over when you do finally hire them as well.

Don’t despair if a top candidate declines your offer in favor of another company. All opportunities are not created equal, and even that “can’t refuse” offer may not look so great after a few months with another company. Stay in touch and you may just get a chance to win your top candidate back. And, even if it does work out, good candidates will be flattered by the attention and will remember you when they make their next move.

Another reason for being proactive in recruiting is even more important in the sales industry. Sales people are also hard to find and overstaffing might not be out of the question. This would be especially true in the real estate market. This will not only expand your team but give you an opportunity to replace a mediocre performer. Having trained real estate agents or sales professionals in reserve who understand the business could be vital to your company’s growth.

Management’s duty is to delegate responsibility. Recruiting is one area that might be better off left in the hands of management. Inexperienced recruiting tactics could be detrimental to your organization, not to mention the cost and ramifications that could be caused by hiring the wrong individual. The initial interview is of the utmost importance as is the final determination.

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Ever notice how difficult it is to start a project? Then once you start it, it easily becomes a creature of habit. Take for example an exercise program. We keep putting it off but once we start, we ask ourselves, “why didn’t do this earlier?” We seem to have the same mindset with proactive prospecting. We continue to find excuses not to prospect even though we know how productive and the positive results that will come from it. So why is it that we will make every excuse in the world not to do it?

Make an appointment with yourself for one hour each day to prospect using your sphere of influence. Prospecting, like anything else, requires discipline. (Seems like prospecting can always be put off until a later day when the circumstances will be better.) Make an appointment with yourself each day to prospect.

Have a specific message. Everyone needs to hear the latest news of markets conditions in your area. It’s likely that they have some misinformation and you can become the expert to help them get a more accurate picture.

Make as many contacts as possible. Before prospecting, you should always take the time to properly define your target market, and try to reach as many of those people as possible.

Before you start prospecting, gather a list of names so you don’t spend valuable time you are using for prospecting. Get an idea of how many customers you plan to call in your allotted hour or two and have at least a one month supply of names.

Remember you have set aside some time for prospecting. Work in an area without interruption. Don’t answer calls or schedule meetings during this time. As you start going through your calls, you will find each call will become easier and easier. Before you know it, you will feel like a pro. You will learn as you go and practice makes perfection.

Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.

Be persistent. Be motivated. Be disciplined. These will be some of your best merits. Most quality contacts are made after the fifth call. Don’t stop or give up. Keep pursuing your dreams. Hard work and dedication will always lead to success.

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The principles of winning in the business world are the same as winning on the athletic field. We all have heard this before. No one person ever described winning and what it takes better than Vince Lombardi, the beloved Hall of Fame football coach of the’50’s and 60’s Green Bay Packers.

Vince’s absent has been forty years but his attitude and viewpoints are relevant in today’s society and business practices. He was also famous for many coined quotes of his era, and these phrases are pertinent in business, politics and sports today.

LOMBARDI TIME – 10-15 minutes early or you are late. Never being late for a meeting or appointment signifies respect for who you are working for or with. If punctuality is reciprocated, you are well on your way to being a winner.

CONFIDENCE IS CONTAGIOUS – SO IS LACK OF CONFIDENCE – A business manager or team leader who demonstrates confidence will breed that same confidence in the work force, if there is consistency of purpose. If you live and believe in what you say, those around you will eventually do the same.

PERFECTION IS NOT ATTAINABLE, BUT IF WE CHASE PERFECTION WE CAN CATCH EXCELLENCE – Setting goals that are easily reached only guarantees mediocrity, whether in business or sports. Setting lofty goals and aspirations, and honestly striving towards them, may not make you the best, but you will become one of the best.

Since the letter “S” comes before the letter “W”, the dictionary will be the ONLY place you find success before work. Practice, practice and practice. Hard work and determination will always reward you with success. Vice had a football play called the Lombardi Sweep. Other teams would know it was coming but their defense could never stop this play. “Perfect practice” and hard work will guarantee you success in life or on the football field.

IF WINNING ISN’T EVERYTHING, WHY DO WE KEEP SCORE? – Whether you are in a foot race, football game, or climbing the business ladder, if you don’t want to be the best, you will be satisfied with second place. It will become a habit.

Believe in yourself and believe in your peers or authorities. Be positive in life and live these ideologies and you will be part of the winning team.

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The economic recession is weighing stress on nearly everyone. The possibility of being terminated from our employer can be emotionally and monetarily overwhelming. Ambiguity and volatility can manifest unneeded havoc.

The number one cause for termination usually is accredited to inferior work performance. Policies and procedures should be clearly outlined and the employee should review this information periodically to help safeguard them from an unexpected departure.

Commitment and loyalty to an employer goes a long way to keeping a job. Commitment coupled with a good work ethic usually goes hand in hand.

Attitude is everything. A poor attitude can cost a company thousands of dollars. Lack of enthusiasm drains the employee and those that surround him or her. A good business plan does not include someone with a negative attitude. Team unity is the ultimate goal.

Work habits such as being late or calling in sick consume overall morale within the work environment. It takes the focus away from work and onto a negative platform which makes it difficult for even the most positive person to work through.

As a person managing others, it’s important to set reasonable expectations for those within your group. A company manual that outlines these expectations will be helpful to all concerned. Heading off the problem before it begins is a great start.

When faced with the difficulty of delivering the bad news, be sympathetic but professional. The discussion should be held in a quiet place, preferably without onlookers. Share with the employee the areas in which they lacked in an effort to help them understand the situation.

As a leader, you too should learn something from your experience. Something as simple as a suggestion box in the break room may allow an exchange of communication which could help prevent a reoccurrence of the same situation. Communication is key to a long term employee to employer relationship.

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We are each provided with 24 hours in a day. How we invest this time is totally up to us. The coined phrase “working smarter” not “harder is meant for us to focus on our time better, not to become lazier. Our strategies, whether personal or business minded, to utilize our time management are varied, but we can all agree that making better use of our time, will improve our performance.

PROCRASTINATION. We can easily point to ourselves for examples. Is there anything you have ever “put off until tomorrow” that you later regretted not doing? Perhaps it was an exercise program or some other regimen, such as a plan to quit smoking. What about your daily business plan?

If we are self-employed, does this measure the amount of self-discipline we have? Are we more disciplined if we have to report to our superiors? No matter what the case, we are responsible for our actions. Our actions determine the appropriate mindset that is required for our success. It will also determine the amount of “energy” we will need to accomplish our goals

We tend to get so caught up with our customers and clients and want to provide them with the best service possible. This will at time give us the inability to say “NO”. We can accomplish this tactfully without disrespect to our customers or clients. We are terrified we might lose our customer or their business. We have to be confident in ourselves and this will project through to the client. There will be time we have to say “NO” when a customer is possibly asking for major concessions, a price reduction or additional services.

We most likely communicate with all different types of clientele. Evaluate the current business model you are using and determine if improvements can be made to become more organized. Improved organizational skills will save you critical production time and increase your net worth.

Be careful not to overload yourself with responsibility. We can easily fall into a trap of doing more than we can handle. Creating a daily, weekly or monthly plan through our initial goal setting which of course, is in writing, will assist us in maintaining our control of time. Aiming for our targets without getting sidetracked, will keep us on the path to success.

Our path to success is followed by clear and precise goals. We have defined objectives that are determined by written goals. These defined objectives are crucial to our business growth and development. This provides us with a specific plan of action and is of no value otherwise. Reviewing your objectives daily is of the utmost importance. Reaching our objectives will be interrupted with obstacles along the way. Stay focused, leap over these hurdles and watch your productivity soar.

Our time is valuable and cannot be replaced. Once used, we cannot get it back. What we do with our time is a personal choice and must be measured to perfection. We are rewarded for our performances and controlling how we use our time, will effectively eradicate the “time wasters”. By doing so, could be the difference between a “weak” performance and a “superior” performance.

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The term motivation has many definitions. In the simplest of terms, motivation is goal oriented actions which produce a desired end result. Motivation typically begins with an incentive based feeling or idea.

By one definition, discipline is an activity, exercise or regimen that develops or improves a skill. Motivation is defined as an inducement or incentive. These are two completely different meanings yet they seem to be very closely associated.

Too often, we become involved with everyone else but ourselves. Our children, our spouses, or our careers seem to pull us in many directions and at the end of the day, there is no time left for us. We fail to realize how important our own self grown and preservation is to the very aspects of our lives that are taking too much of our attention.

The source of motivation is derived from a need or want. Whether it’s losing weight, quitting smoking, making more money or achieving balance in one’s life, the feeling must come from within you. It cannot be someone else’s idea or thought.

When determining what inspires you, you must spend a bit of time figuring out what you want and why. A clear visual picture of the end result is critical in staying focused and moving forward. This first step is the foundation for your motivation.

Once you’ve laid the foundation and are clear as to the course you’d like to move, put your thoughts or actions on paper. This becomes your motivational guide. You will refer to this daily to keep you in line with what you are trying to accomplish.

Every morning and every evening find a quiet place where you can spend a few minutes reviewing your motivational guide as well as yours beliefs and feelings about what you are trying to achieve. This is where the motivation comes to life. Reminding yourself several times a day exactly what your plan is and the reason for your plan will allow you to remain focused.

Motivation and discipline can change your life. New direction and opportunity are ever present. Sometimes you just need to open your heart and your mind.

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Many investors and vacation homeowners purchase homes with the intention of leasing them either full-time or seasonally. But what if you were told that you were prohibited from using the property as a rental? It happens more often than you’d think.

Typically, Arizona homes built after’90 are located within a Homeowners Association with restrictions known as Covenants, Conditions and Restrictions (”CC…R’s). As a homeowner within the Association, you are bound by the restrictions imposed within these documents. Simply put, these documents regulate a homeowner’s use of the property.

Restrictions can range from landscaping, paint colors, window treatments and pets. CC…R’s should be read very carefully before purchasing a home to ensure you will enjoy your home the way you intended. Depending on how your Purchase Contract is written, you can usually cancel a home purchase within a specified time after reviewing these documents.

Several years ago, home builders began including provisions within the CC…R’s prohibiting rentals of any kind within their communities. These provisions also included language stating that the buyer would occupy the property until the time the owner sold the home, meaning the home could not be vacant for extended periods of time. Most home buyers were aware of these provisions and agreed to them when they purchased their homes.

Rental properties have often been associated with higher crime rates, declining values and homes that are not maintained. Although this is a perception by most, it is usually not common in every community with rental homes. But a couple of bad apples ruin the bushel.

Is renting our homes today an option? This is a good question. Many HOA’s are trying to amend their CC…R’s to prevent rentals in the community. Where does that leave us? Do we have any leverage or authority in the HOA’s? Can they make these changes without our approval?

When you purchase a home the contract stipulates that any CC…R’s are binding and a part of the contract. So in essence you are agreeing to the HOA Rules and Regulation. Now the question is can the HOA change these rules after you have already agreed to the original ones? A purchase contract cannot be amended unless all parties agree.

Although somewhat difficult these amendments to the CC…R’s are realistic and can be done. Take these factors and considerations to heart when purchasing a home. Your investment strategy decisions could weigh differently in the short and long term.

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Goal setting and planning are not just for the independent contractor but for small and large business entities as well. Companies should have a solid Mission Statement along with written goals and objectives. These of course are instrumental in the success of any business. This is not only beneficial to the Company but employees as well to maintain a balance.

No matter how long you have been in business, you are always vulnerable to the changing economy. Always plan and set goals ahead to help overcome obstacles along the way. Be prepared and be ahead of the curve. This is a must if you want continued growth. Confronting “road blocks” will be much easier to overcome and lead you to the path of success.

With the housing market we have seen numerous agents fail and get out of the business. Their lack to plan ahead and set goals for the future caused them to spiral downward quickly. The old saying ‘to fail to plan is to plan to fail” could not be truer. Every real estate agent I’ve taught to set goals or plan their success has failed that has not taken these practices to heart. It does not matter how smart or intelligent or business-minded we are, if we don’t have goals we will fail. Here are some of the most common analogies I heard over the years from employees and business owners.

I don’t see how this can be so important! Remember to always plan ahead. If you don’t write your goals down, you are preparing for failure. Knowing subconsciously what needs to be done based on previous years is not good enough. Begin goal planning TODAY for the future or the path to the future will be almost impossible.

There are written goals and there are written goals. In other words, goals do not exist in thoughts only. They must be in writing. Talking to your employees about the plan for the company’s success will have no value to the employee. Providing your employees with visual goals will spark their interest even more for their future and the company’s.

GOALS ARE ALL YOU NEED TO BE SUCCESSFUL! If this were true, we never would have heard of Bill gates or Warren Buffet. Success in any business or profession is dependent on the implementation, supervision, and coordination of the written goals.

Once I write down my goals I only review them once a year. This is definitely another myth or misconception. With the constant changing of today’s economy, goal planning must be reviewed quarterly, if not monthly. This will keep you from swerving off course and adapt your road to success. Evaluating your goals frequently must now become a common practice.

Timing is so very important. There are still some tough times ahead. Making the changes necessary when the time is right will keep our company strong. This can only be accomplished through the awareness of our goals and planning. This will determine our future along the bumpy road ahead.

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