Top Producers create their own support systems that drive production.
So how’d you do last week? Did you refer someone to a top referral source? Remember, the get is always in the give! Now for the 4th golden nugget: Think back to a time when you were most productive. Where were you? What was the environment? Who supported your success? For most it’s about structure and accountability. For me it was the corporate culture at Dearborn Financial Publishing and then Nexus Financial Group. The board empowered me with resources and held me accountable to creating and executing our annual strategic plan…..The plan gave us tremendous clarity, focus and an objective framework track results/progress, enabling accountability at all levels. Stay with me now…..Time to land the plane: Whether you’re a c level exec, a professional or a sales rep you can achieve more (dramatically more) with the right support culture.
And now for the great paradox:
We left the corporate world, because we hated the bureacracy, being micro-managed and not being in control of our destiny. We wanted autonomy, freedom and to express our values without being encumbered. We wanted to author our lives and design our ideal daily routines….So how’s it working for you? Did you find the freedom and fulfillment you were searching for? Or did you merely trade one problem for another? Instead of being imprisioned by a boss/company, do you now find yourself enslaved by your own lack of production and the incessant stream of thought/guilt surrounding your lack of engagement?
There is a Solution: Recreate that support culture in your practice/business!
All the Top Producers I’ve worked have these cornerstones supporting them:
1. A One Page Plan
a. Mission/Vision/Goals
b. Strategies/Tactics/Activities.
c. All on 1-2 sheets of paper.
2. Progress Tracking
a. Track Highest Leverage Work Indicators: (Calls/Appts/Referrals/Follow-ups, etc)
b. Simple one page of goals versus actuals.
c. Request my personal spreadsheet/paycheck calculator.
3. Positive Accountability
a. Share Plan and Progress Tracking with Spouse/Partner/Managers/Asst.
b. Give them permission to hold you accountable. Ask them to hammer you.
c. Use some outside the organization to catalyze the process and to ensure the structure gets set-up…..ie business mentor, consultant or coach.
Key Action:
1. Go to my resource page
Download Strategic Planning Template for Top Producers.
2. Honestly assess your production level
Schedule Complimentary Coaching session today! In this 30-minute no strings attached conversation, I will seek to add more value than you get in an entire weekend seminar!
Next week, I will share how Top Producers generate massive lead flow using systems that are completely scalable. These are the same systems I used at Dearborn to generate a 12,000 subscriber base and at Nexus to build the Top Producer brand and a 25,000 opt-in list.