So last time I brought up a quick point about how small of a percentage one person represents in my target list of
clients. I am in sales where we target owners of commercial real estate in Texas. They do not have to be in Texas, but their real estate does. Additionally, we target owners with a minimum total value of assets and a minimum average asset value. I would give specifics, but they really are trade secrets for my company.
I mention this because it is important to know what it is you are after. I know very specifically what I am trying to achieve. I do not attempt to call people who do not fit that profile. It is not a productive use of my time or my company’s time. Also, I mentioned that there are about 750-800 people that actually meet our criteria. I have spent a lot of time compiling a list that I work from. I have a call standard of making 80 dials a day in our selling season. This season lasts about 8 months. I know by my numbers that I can sift through about 150-200 of these leads in a season. My goal is to meet with 50-60 of them. This will produce the number of clients that I hope to gain to grow my business. The Point is: I KNOW MY NUMBERS.
Even in sales, most people don’t know their numbers. They don’t track them, because their numbers SUCK! Their numbers suck because they are not doing what they should be to be successful. They have poor results because their activity is low. Their activity is low because fear tends to grip them more than their needs do. The less activity you have the more value you must place on each of the few calls that you do. The more you know about your numbers the less concerned you are about each individual call. I do not worry about some guy that doesn’t like my style ripping me a new one. I am much more concerned about getting to the other 749 that I have not yet talked to.
If you suffer from low activity, I bet fear at some level of the game is holding you back. Stick with me and I bet you can identify your specific challenge. Once you hone in on where fear is hindering, it becomes much easier to understand where you need to Jump Afraid.