Posts Tagged ‘goal setting’

Video Mystery Shopping: Does this dress make me look fat? The TRUTH about honest Feedback!

November 25, 2013

Part 1 of a 2 part series. Published in Sales & Marketing Ideas Magazine

funny-girls-dress-make-me-look-fat“Boy, do I look FAT in that outfit! And, do I really have a DOUBLE CHIN??” 

“OMG! I can’t believe I wore that suit! Look at how wrinkled my jacket is!!”

“I look so old and tired! They must have distorted MY video!”

If you have ever been on video (or video mystery shopped) one or two of these statements has probably come to mind upon seeing yourself on video. We ALL do, even me! And this is what I do for a living. It is only natural to be critical of yourself when you first see your video. This is why we encourage ALL our clients to watch their videos AT LEAST twice! The first time you watch, you are paying too much attention to your physical self and not really listening to your shop.

Once I did a video and it was shot outside, I actually wore sunglasses because I was so self-conscious about my looks. My company’s sales coach and marketing consultant, Leah Turner, said to me: “Melinda….when you show up to speak, you look the way you look, you can’t change that. It is what it is, and it is time to get over it.”

I hated to admit it, but she was right!! (By the way, I think I look good for 70! Ok, I’m really 60 years old but when I share that with audiences, I get no reaction so I had to bump it up 10 years!)

Anyway, in my role as a professional speaker it is imperative that I watch countless, painful videos of myself speaking in order to improve my performance. Once I get past the physical shock, I can really focus and hone in on my message to improve my presentation. This allows me to continually develop my skill set as a speaker and presenter.

One thing that I have found to be especially helpful and motivating for me is to actually seek feedback from my peers and friends. I welcome it from others and I always listen with an open mind.

You see, your ability to handle candid, brutally honest feedback is in direct proportion to your confidence level. The more confident you are the less defensive and more acceptable to feedback you become.

Remember, you don’t ALWAYS need to follow the feedback, just take it in and decide what works and what doesn’t work for you. If you ask for opinions, you will certainly get them. It does not mean you need to apply every opinion!

If you allow yourself to sift through and analyze the feedback, you will become aware of what you need to pay attention to. The bottom line? Feedback is always about opinions. Not all opinions are the same and not all opinions are right. You have to determine what feedback works for you that will allow you to grow, prosper and be successful.

I have several people who give me feedback, both solicited and random:

My mastermind groups. I sign up and participate in these specifically FOR the feedback. I respect each member of the group and value their input!

Close friends and my boyfriend Howard. This group will ALWAYS tell me straight up how something hits them, how my new headshot really looks, if my new IBS speech is a winner or a flop!

My clients. Their feedback leaves no room for interpretation…it is always crystal clear. When I succeed, they are still a client. When they are gracious enough to give me feedback and allow me to make adjustments to solve a problem, I am very grateful. Sometimes, they just move on to another video shopping firm. That feedback is the most obvious… is basically saying “you’re fired”!

Since I am in the evaluation and “feedback” business (video mystery shopping), I thought it would be helpful to write about feedback, both receiving it (for salespeople) and delivering it (sales managers). The key to a successful experience with video mystery shopping is to provide feedback and use the shop as a learning tool that will allow your sales people to grow.

Next week, I will get into specifics on how you can give (and receive!) effective feedback.



Video Mystery Shopping: Want to KEEP your New Year’s Resolutions? Get some SKIN in the game!

January 4, 2013

new-years-resolutions[1]I read an article this week that asked: “What is a New Year’s resolution?”

The answer was: “A ‘to-do’ list for the first 2 weeks of January.”

Sadly, this is true for many people. We start out with GREAT intentions and action steps to achieve our goals, but after a few weeks we tend to fall back into the same old patterns.  I myself used to do this same thing year after year until FINALLY I discovered a fool proof way to KEEP my resolutions for the long haul. How did I do it? I got some ‘skin in the game’.

Here’s how it all went down. Last year my friend Becky and I were setting some goals for 2012. I mentioned to her that I wanted to start enjoying my weekends more and quit using them as ‘extra’ work days to catch up. You see, I LOVE what I do and when you love your work so much, sometimes you actually forget that it is work, and you end up doing it 24/7. That’s what had happened to me. I was not spending my weekends with my family and friends; I was instead using that time to work!

Becky then challenged me to commit to not working one single weekend for the entire year. Feeling very sure of myself, I quickly agreed! The thing she did next was what I refer to as the ‘game changer’. She asked to put some ‘skin in the game’.

Becky asked me: “Melinda, what is the one group or organization that you would NEVER, EVER, EVER support?”

I replied: “The American Nazi Party!”

“Great,” she said. “Write out a check for $1,000 to the American Nazi Party.  If you keep your resolution of not working weekends for the entire year, I will return the check to you. If you break your commitment, I will personally mail your check to the Nazi’s.”

So, I wrote out a check for $1,000 to the American Nazi Party and gave it to Becky for safe keeping. (I also made a copy for myself to use as a daily reminder). You see, I now had some skin in the game!

From that moment on, my life began to change in a BIG way. I stopped working weekends! I started hiking with friends and going to movies with my daughter. Anytime I got the ‘urge’ to check e-mails or make just a few follow up calls, I simply looked at the check I had written to the Nazi’s and decided against it!

If something came up where I absolutely had to work over a weekend (IE., a speaking engagement) , I had to do two things. I had to get Becky’s approval and then I had to schedule ‘comp’ time for myself during the week to make up for the weekend. This exercise worked for me like no other thing I had ever done before!

This year my goal/resolution is to write a book. I have wanted to do this for a long time, but never seemed to be able to find the time to do so. Well, I just wrote a $1,000 check to the RJ Reynolds Tobacco Company… much do you want to bet that my book will be completed this year??

So, here is my 2013 challenge for you……decide what you want to change in your professional life that will have a positive impact. Maybe it is something as simple as TURNING OFF your cell phone from 6 pm until 9 am. Next, ask yourself what group or organization you would never, ever , ever consider supporting. Then, write them a check and give it to a friend to hold on to for 365 days. It’s amazing how much easier it is to accomplish your goals when you’ve got ‘skin’ (or money!) in the game!

Video Mystery Shopping: Be a New Home Sales Olympian! Bring home the GOLD

July 27, 2012

The Olympics start today! I can’t wait! I love watching the competitions and cheering for Team USA. The spirit, energy and teamwork that are exhibited throughout the 10 days of the Olympics are a true testament to the hard work and commitment of these fine athletes.  These men and women have truly dedicated their lives to their particular sport and the Olympics is the ultimate opportunity to SHINE before the entire world.

As new home sales professionals did you realize that you too have the opportunity to be Olympians? And, the best part about being a new home Olympian is that you don’t have to wait four years to win your Olympic gold. You have the opportunity every day to compete and take home the medal. Your customers and your prospects are the judges. They will score you and determine if your ‘performance’ is worthy of a gold medal.

If you want to sell new homes like a winning Olympian, you need to have the three characteristics that every Olympic athlete has, regardless of what sport they are competing in.

  1. Dedication – Are you dedicated to your profession? Are you dedicated to winning?  Without dedication, it becomes too easy to lose your focus and drive. When a prospect walks into your sales office, your dedication must be clearly recognized. You have to be dedicated to finding them the perfect new home for their needs. Nothing can stop you! When you are dedicated, nothing gets in the way of you and your goals.
  2. Commitment – How committed are you to the job? Are you willing to do whatever it takes to win? Olympic athletes commit to their sport in a way that most of us can’t even fathom. Read about Michael Phelps’ commitment to swimming! This is a young man who spends countless hours in the pool EVERY DAY perfecting his craft. In new home sales if you are not committed to the profession you will quickly be overshadowed by those who are. Only the best of the best athletes get the opportunity to compete in the Olympics. There is no need for a second or third string.
  3. Passion – I believe that passion is the most important trait of all for Olympians. They are passionate about their sport. They will do whatever it takes to master their craft and win! Without passion, there is no game. As you watch the Olympics this week on television, you will learn a lot about the athletes. In addition to their flawless performances, their personal stories will be shared as well. I promise you that there isn’t one competitor that isn’t passionate about what they do.  How passionate are YOU about new home sales? Are you passionate enough to ‘Go for the GOLD’?

Video Mystery Shopping: Invest in your business! Make it EASY to be successful. (Or, why I got an iPad!)

June 14, 2012

Last week I did something pretty wild and crazy in my world; I went out and bought an iPad. Yes, I have an iPhone, and also a laptop computer… did I really NEED another piece of technology in my arsenal of tools? The answer, unequivocally, is YES.

Let me explain my thought process behind the new iPad. You see, my speaking business has picked up immensely this year, and more often than not, I find myself sitting in an airport waiting for a flight. Now, in the past, I have always taken my laptop with me so that I could make productive use of non-productive time. However, the laptop is HEAVY and bulky. I found myself DREADING going through airport security and opening my laptop bag, pulling out my laptop and placing it in the bin (in addition to trying to take off my shoes, belt and jewelry all at the same time!).

I noticed that two of my frequent traveling companions (Meredith Oliver and John Palumbo) seemed to have an easier time with all the ‘airport schlepping’ than I did. Then it hit me like a ton of bricks! They weren’t schlepping NEARLY as much stuff as I was! All of their travel items fit neatly and snuggly in their backpacks. No computer rolly bags for these two!

I decided then and there that I was going to invest in myself (and make my life a heck of a lot easier) by purchasing an iPad. I wish I had done it years ago! Not only does it make my airport jaunts more convenient, it makes my BUSINESS (and my life) run more smoothly.

I have been able to do client presentations, keep up with e-mails and web surfing, and accomplish just as much (if not more!) on my iPad as I did on my laptop.

Think about YOUR business. What tools or new technologies do you need to be more successful and effective in what you do? Technology is changing more rapidly than ever before. Are you prepared? Your customers and prospects expect you to be the expert in your field. If there are items that you need in order to be the ‘expert’ I would strongly encourage you to invest in them.  If your phone still has a ‘flip’ top attached to it, you would probably do well to ‘upgrade’. Sure there is a going to be a learning curve you will have to overcome, but I guarantee in the long run, investing in yourself will pay off in spades!

One final note to all the new home sales associates…..if you don’t invest in and arm yourself with the latest and greatest tools to help you run your business, guess who will??? Your competition! Can you really afford NOT to make the investment in your success?

Video Mystery Shopping Tip – Can you close better than a 5th grader? Are you CONFIDENT?

March 9, 2012

A few weeks ago I wrote about how you need to re-discover your ‘curiosity’ when you are working with your new home sales prospects. I mentioned that when we were in the 5th grade we all had an insatiable curiosity to learn as much as we could about everything! This is an excellent trait to have when you are in sales. Discover EVERYTHING you can about your prospects!

This week I want to talk about another trait that most 5th graders possess that will improve your role as a new homes sales counselor. That trait is CONFIDENCE.

When you are 10 or 11 years old, it is your birth given right to be confident! You just haven’t lived long enough to know what it feels like to have your confidence yanked away from you like a rug being pulled from beneath our feet.

We all have our own personal areas of strength and only when we embrace those specific areas of ourselves and learn to be confident can we truly live the life we were meant to live.

When I was in fifth grade, I had insecurities like every other girl at that age, however I was very confident about one thing…I could play the piano VERY well, I KNEW it, and I wasn’t afraid to tell other people! I never doubted my ability to ‘tickle the ivories’ and I never had any feelings of fear before performing a recital or concert. I was CONFIDENT!

As a new home sales associate confidence is a critical component to your success. Your prospects and clients are relying on YOU to be the new home expert. They want to trust you and let you guide them through the entire new home sale process. In fact, they are expecting you to do that!

So, why is it that we often allow our confidence to slip away during the sale process? In most cases it comes down to one word – Interpretation! If our prospects hang on to our every word, offer no objections and pull out their checkbooks 20 minutes into the sales presentation…we are confident and will certainly ask for the sale! However, if they don’t exhibit the ‘I’m ready to buy today’ symptoms, we often interpret this behavior to mean that we don’t have a snowball’s chance in Hades of making a sale. This is when our confidence diminishes and we morph from high-powered sales professional to meek and mild model home tour guide!

Let me let you in on a little life secret: Never let other people’s attitudes or actions have an effect on your confidence level. You were hired to sell new homes and chances are you are pretty darn good at it! You owe it to your builder, your prospects and yourself to be the best new home sales person there is!

Confidence is a habit that can be developed by acting as if you already had the confidence you desire to have – Brian Tracy.

Video Mystery Shopping Tip – Can you close better than a 5th grader? Become CURIOUS!

February 16, 2012

If you have ever been around a fifth grader, you know they have an insatiable curiosity for and about everything! I remember when my daughter Sarah was in the fifth grade, every sentence she ever uttered started out with the word WHY!

‘Why is the sky blue?’ ‘Why do bears hibernate? ‘Why can’t I have a new doll?’’ ‘Why do you have to work today?’ ‘Why do birds fly?’ Why does Aunt Sophie have whiskers?’

It was enough to drive me CRAZY! It seemed as though Sarah had a question for everything! And then, of course, if she didn’t get the answer she was hoping for, she would tackle me with another round of questioning.

Sarah: Mom, why do I have to go to bed at 8 pm?

Me: Because you are a fifth grader and you need your sleep.

Sarah: But I’m not tired, so WHY can’t I stay up will 9 pm?

Me: Because I’m the MOM, and I said so, that’s WHY!

In my speaking presentations, I frequently refer to Sarah as the ultimate closer! If she didn’t get the response (or answer) from me that she wanted, she didn’t get deterred! In fact, she became more determined! She wanted to know everything. It’s the childlike curiosity that most of us lose over time as we become adults.  I’m not sure if it is because we grow impatient, or perhaps we think we already have all the answers, but one thing I know….in new home sales being curious will help you close more deals!

Think about it, when a prospect walks into your sales office, you really know nothing about them except for their name. This is our opportunity to become a fifth grader all over again and ask them all sorts of questions! Rediscover your curiosity. Instead of immediately launching into your sales pitch when a prospect walks through the door, turn into a curious fifth grader and make it your goal to find out all you can about them, their reason for visiting, the style or type of home they desire, how they spend their time. This is your time to go on a fact-finding mission!

Use more in-depth questioning during your time with the prospect. Start your sentences by asking your prospects to ‘tell you more’ about themselves and to ‘share with you’ their wants and expectations in a builder, community, home site and floor plan. This is the critical information you need in order to properly match your prospect with your product! So remember to act like a fifth grader and be curious. Curiosity may have killed the cat, but it never killed the new home sale!

Video Mystery Shopping: Use YOUR IBS at IBS: Make the MOST of your experience!

February 6, 2012

Are you attending the International Builder’s Show this week in Orlando? I know I am! This is the premier convention/trade show for our industry! So, if you are attending, be sure to make the most of your experience! Remember, people don’t plan to fail, they fail to plan! So make it a priority to spend some time planning your IBS experience so you get the most out of it!

As an IBS veteran for more than 15 years, I’ve finally mastered how to make the most of this convention experience. Let’s face it, it is a BIG convention with A LOT of things going on, you’ve got to know what you’re doing before you get there!

I’ve put together some tips that will help you make the most of the IBS experience!  I call it your Independent Business Strategy (IBS) for the International Builders Show (IBS), so let’s get our IBS moving at IBS!

  1. Have a plan and schedule your time wisely – Make sure you have an idea of what you want to do at the show, read the literature and determine which educational programs you want to attend. IBS has made that very easy with their online planner! If you are going with a group of colleagues or friends, use the ‘divide and conquer’ strategy when it comes to seminars and break-out sessions. GOAL: Spend at least one hour planning your show schedule, including workshops and seminars you want to attend as well as specific vendors you want to see at the trade how.
  2. Don’t sit with your friends! Yes, we ALL feel more comfortable hanging out with our friends and colleagues when we attend events where we don’t know a lot of people; however, I would strongly encourage you to ‘break away’ from the pack and forge out on your own. IBS is a great place to network with and meet some very interesting people from the home building industry.  GOAL: Make it a point to meet 3 new people each day you are at the show.
  3. Don’t get overwhelmed: Chances are you will be attending many different seminars and breakout sessions. A lot of information is going to be given to you, but don’t overwhelm yourself by thinking you have to implement everything you learn in 24 hours. Instead, look for the ‘gems’ that you will discover in each session.  GOAL: Come up with 2 or 3 items from the show that you can begin implementing immediately. For all the other great ideas you get, keep them in a journal our notebook and refer to that on a monthly basis to get ideas for other strategies you can put into place.
  4. Come prepared to network:  There are not many opportunities where you are going to be in the same place with 50,000 other new home building profession. Bring plenty of business cards and don’t be shy. GOAL:  Step outside of your comfort zone. Introduce yourself to people you don’t know. Prepare a brief 30 second introduction for yourself and practice before you go.
  5. Attend the Super Sales Rally on Thursday, February 9th – Experience the most powerful sales seminar of your career! This is the biggest, best and boldest sales education event of the year, designed to provide proven techniques and strategies that lead to immediate results. This year’s sales rally is going to knock your socks off! If you are ready to ‘Get back in the BLACK’ in 2012, you don’t want to miss this! And, if you attend, make sure to say hello to me! I am one of the presenting speakers.
  6. Savor the experience and wear comfortable shoes! I know this one from experience. At one of my first IBS Conventions I wore the cutest pair of sling-back high heels. I was looking ever so sassy, however by the end of the day I could barely walk across the parking lot to my car! Take your mother’s advice and wear sensible shoes (you can always put your high heels in your handbag and change in to them later! Enjoy the experience!

See you all in a few days!

Video Mystery Shopping Tip: Playing piano and selling new homes

January 31, 2012

One of my personal goals for 2012 is to learn how to play the piano. As a child I took lessons and was a pretty decent piano player! However, during my teenage years piano lessons and piano practice were quickly replaced by more important things….like hanging out at the mall with my friends! Now, as an adult, I find that I miss playing the piano! Therefore, this year I decided was going to be the year that I, Melinda Brody, once again master the art of ‘tickling the ivories’.

I realized that in order for me to accomplish this goal, I was going to need some help. You see after more than 30 years of not playing, I had forgotten certain things like how to read music, and more importantly, how to actually play the piano! No worries though, I decided to hire a piano teacher!

After much research, it became crystal clear that THE ONLY piano teacher to hire in Orlando was Dr. Moore. He came HIGHLY recommended from many sources. So, I picked up the phone and gave Dr. Moore a call. To my surprise, Dr. Moore suggested that we meet ‘face to face’ for a pre-piano teaching meeting. He wanted to meet me and make sure that I was committed to my goal of re-learning how to play. Dr. Moore made it very clear in our initial phone conversation that he didn’t want to waste his time or mine. In a sense, he was pre-qualifying me! I loved it!

So, the next week I went to Dr. Moore’s studio, where he conducts private piano lessons. I must admit I felt like I was 13 years old and being summoned to the principal’s office! My nervousness immediately dissolved when I met Dr. Moore. He was welcoming and kind and eager to find out more about my interest in rekindling my passion for playing the piano! Dr. Moore was using excellent questioning and listening skills to better understand my motivation.

For more than an hour and a half he and I chatted. There was no doubt that Dr. Moore was passionate about playing piano and loved sharing this passion with his students. When he realized I needed to brush up on my music reading skills, he starting reviewing the notes with me. We sat side by side at his piano and it immediately dawned on me, he was giving me my first piano lesson right there.  He had ASSUMED the sale.

When I left Dr. Moore’s home, not only had I signed up for a series of piano lessons, I also knew how to read music again.  He did not charge me a fee, and he spent 1 ½ hours of his valuable time talking with me, working with me and assessing my knowledge level….and he got the sale!

So you see, selling a new home is not too much different from selling a client piano lessons. The same strategies and tactics are used, no matter what you are selling. You have to pre-qualify your prospects, use superb questioning and listening skills, assume and ask for the sale, and, most importantly, love what you do!

Well, I have to run now, I promised Dr. Moore that I would practice my piano at least 30 minutes each day, and I certainly don’t want to let him down!

Video Mystery Shopping Tips: Overselling? Underselling? How to ”mix” the perfect SALES cocktail!

November 18, 2011

Howard and I were at a party a few weeks ago, and the hostess offered to make me a cocktail prior to dinner. I accepted her gracious invitation and ordered up a vodka/club. A pretty simple drink, vodka and club soda…………not too hard to screw that up!

Anyway, when she returned with my drink I took a little sip and almost fainted! The drink was plenty heavy on the vodka, and way too light on the club soda. There was NO WAY I could drink it. It was just too strong for my taste!

This experience got me thinking about how new home sales associates *create the perfect new home sales cocktail* for their prospects. Most sales people understand the typical ingredients that go into creating the perfect recipe, but are they using the right amount of each ingredient???

New Home Sales Associates are trained to talk about the following during the sales presentation: the community, the floor plans, the home sites, the builder story, financing options and programs, and whatever other *new* program or promotion the builder has going on at the time.  These ingredients, when mixed properly, create the perfect new home *cocktail*! However, like my host at the dinner party last week, some new home sales associates tend to add too much of one ingredient and not enough of another, which can be disastrous!

Each step of the sales presentation is important and deserves to be discussed; however, if you tend to go heavy on some parts and light on the others, you are not creating the perfect ‘mix’. So, how do you manage this process to ensure you are adding just the right amounts of information? For starters, ALWAYS ask the prospects how much time they have to spend with you. This will help you determine how much time to focus in each area. I have seen countless video mystery shops where the sales associate DID NOT ask the prospects’ time frame, and inevitably the prospects had to leave before the sales associate had the opportunity to get through the entire presentation.

I advise sales associates to prepare two variations of their sales presentation: the Cliff Note version and the Standard version.

The Cliff Note version is ideal for those prospects that have less than 30 minutes to spend with you. For example, a prospect that visits your new home community during their lunch hour and does not have the option to stay longer. During this version of the presentation, you will touch on all the key points, and then make sure to set up a follow-up appointment that will allow you to go into more explanation.

The Standard version of your sales presentation is probably the one you are most accustomed to giving. This presentation can last anywhere from 45 – 90 minutes. You have ample time to hit all the key areas of your presentation and do not have to feel rushed.

And, a final note about *creating* the perfect mix during your sales presentation……………ASK QUESTIONS! Find out what your prospects’ hot buttons are and focus on that; however, do not omit other information in order to do so. The builder’s story is just as important as the energy efficiency program, so be sure to add equal amounts of both. Like the vodka/club example… have to have the right combination of ALL ingredients in order to create the perfect new home sales cocktail! Cheers!

Video Mystery Shopping Tip: 25 Tips to be successful in business (and life!)

October 21, 2011

Last week Melinda Brody & Company celebrated a milestone – 25 years in the mystery shopping business! I celebrated by taking my fabulous staff out to dinner. While we were enjoying a glass of wine and a fabulous Italian dinner at Antonio’s, someone at the table asked me to share my *secret* of success. She wanted to know the one thing that I had done in business that had made the biggest impact on the success of Melinda Brody & Company. Well, as I thought about it, I realized there wasn’t just one secret tip that allowed me to start and grow a successful company (although it would be nice if there was!). There are actually numerous tips and pieces of advice that I have collected over the years that have helped me! So, in honor of my 25th anniversary, I have decided to share with you 25 tips that have helped me over the years, and will help you as well. Whether you are a new home sales associate, a small business owner, or a corporate executive I believe these tips can apply to anyone!

1. Be passionate about what you do. If you don’t have the passion and drive, don’t to it – you will not be successful.

2. Get your personal finances in order so you can handle the peaks and valleys of business and life.

3.  Be patient and persistent, your success may not happen overnight….but it will happen!

4.  BELIEVE in yourself and your dream. You are destined for greatness!

5. Get rid of the toxic people in your life. Don’t listen to naysayers.

6. Align yourself with people who will support, coach and cheer you on (I am in 3 Mastermind Groups that I credit with really helping me stay positive and focused on growing my business)

7.  Separate your work from who you are. I speak and shop salespeople as a business. But, it doesn’t define who I am as a person. If my business slows down or I fail to meet a business goal, that does not mean that I am a failure as a person.

8. Set boundaries. I literally close the door at 6PM in my home office and don’t let work “ooze” into other parts of my home.

9. Create a balance between work and life. I pledged with a friend to not work weekends for one year.  I enjoy working, but I also enjoy my weekends spending time with family and friends.

10. Set a goal to make a certain number of sales calls every week no matter how busy you are! Believe me, it will pay off.

11.  When business is slow, keep yourself busy by doing SOMETHING to advance the cause. Network, get out there, volunteer your time, and don’t become idle.

12. Schedule a ‘me’ day once a month – a mental health day! It’s not selfish – its practicing self-care

13. ‘Give’ more than you ‘get’ – do it often! And, when you give – don’t expect anything in return. No one owes you anything.

14. Learn to delegate – You can’t (and shouldn’t) do it all.

15. Realize that there is no such thing as a perfect work/home life balance. It is all about what works for you! June Cleaver no longer exists, get over it. It’s OK if you can’t remember the last time you ran a vacuum.

16. Remember you are in it for the long haul; don’t get frustrated by little set-backs.

17. Build your pipeline – remember the seeds you plant today will eventually bear fruit.

18. Plan your day – don’t allow it to plan you. Have a clear plan of what you want to accomplish each and every day.

19. Have a mentor – someone who has achieved the type of success you are working towards. Learn from them. There is no need to re-invent the wheel if it isn’t necessary.

20. Sharpen your saw – Attend conferences, workshops, and read business/industry publications.

21. Put a $ value on your time. This will help ensure that you are focusing your time on things that are going to bring you the biggest R.O.I.

22. If you are tired, or feeling a bit burned out – Rest! It’s OK to slow down and re-charge your batteries.

23. Ask for referrals and testimonials from past clients! Don’t be shy about doing it; word of mouth is a great way to grow your business.

24. Keep a book of gratitude or a journal – write down your thoughts and feelings and be thankful for all you have been given in life.

25. Visualize your success. Vision Boards really do WORK. Everything I have on vision board has come true!