and be real about it. Once written down, apply your solution. Only YOU can prepare for your own sabotage or excuses. Successful people plan for hiccups, and they adhere,
adapt, evolve, and react in a way that has them thriving
even in the worst of situations.
4. MEASURE WHAT YOU PLAN FOR!
There are three known ways to measure plans. A)
Compare month-to-month progress of your own actions
and results. B) Compare yourself to your averages on your
teams. This is the watermark, and you should be at the
watermark, not below it. If you are below it, you better
be new and growing. If you are a veteran salesperson and
are below the average, something is wrong and you need
to tweak. Finally, C) measure how you size up against the
number one guy/gal on your team. What are they doing
great? Learn, ask, watch.
Whatever you do, do not hate the top producers
around you. Jealousy is an innate thing, but it’s the destroy-
er of self-advancement. If you want to beat your competi-
tion, then you first need to size yourself up against that
person and then probably adopt some or most of what
they are doing and jump in. Top people are not top by
mistake. You may sell in a unique style, but ask about hours
spent, number of referral partners, ROI on marketing, ef-
forts, what type of marketing, etc.
In closing, every day is a new attempt to move yourself forward. Plans and goals are not reached in leaps, but
many steps strung together. Have a good team around you
that knows your new goals, anchor your plan publicly by
sharing with your key stakeholders (family, friends, peers
and managers), and, more than anything, be willing to work
outside your comfort zone. If you are comfortable, you
aren’t growing. As soon as you get comfortable, move the
Christine Beckwith is a 30-year mortgage industry veteran who
has broken many glass ceilings and blazed a trail for many
female professional generations to come. This year she was
featured in the 2017 Mortgage Professional America magazine
as one of the top 75 women in the mortgage industry.
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