Sales is a game of probability and can be a rollercoaster filled with the highest of highs and the lowest of lows. Momentum is the great exaggerator. When we have it we think we are a lot better than we are. When we don’t have it, we think we are much worse than we actually are.

In real estate, there are a lot of EXTERNAL variables that are out of your control. Instead of the weaknesses and threats of the SWOT analysis, focus on your strengths and opportunities. You can’t control contracting markets or supply and demand. What you CAN control is your HUSTLE.

Here’s a three-step process we use with the agents we coach all over the country to help them break out of a slump. It’s not that ultra-successful (top producers) don’t experience slumps, it’s that they bounce-back and break out of them quicker.

3-Steps to Bust a Slump:

Recommit or Reset Your Goals This is assuming that you’ve taken the time to set a sales dominant focus for your business in the first place. We have a FREE 90-Day Sales Plan that will help with this (www.90daysalesplan.com).

• Recommit – Remember the Purpose of your goals (The WHY) // Go there in the mind BEFORE the body (picture it) // Agent Example: I need to hit a certain GCI each quarter so I can take my family on a “mini-vacation”
• Reset – What’s working? What’s not working? Why are they important? // Maybe the goal you set is no longer a motivating factor or something has shifted. Then it’s time to RESET the goal and commit to a new one.
• External Motivators // Plan a Mini-Vacation and set specific goals to be able to go based on measurable ACTIVITIES // Make more money to Invest back into the business or in real estate
• Exercise: Spend a half day per month (3-hours) to Set/Commit to goals and evaluate their importance. This is a natural motivator.

Change something up (Operationally)

• Your morning/daily/weekly routine(s) // Wake up 30 mins earlier (plan/workout/yoga/mental) // Get into the office earlier // Have dinner with significant other on a weekend (Monday-Thursday)
• Change Habits // X amount of calls then double it (more velocity) // Instead of emails/texts pick up the phone or have face-to-face meetings // Get back to the basics of business
• Learn something new // Blocking time to be creative and let the mind out to play is a great tool to breakout from a slump.

Change Your State (Mindset)

• Mindset Trick = Tell yourself you’re one call/meeting/conversation away from a major breakthrough in your life/business
• State Your Intentions: the Mental state that represents a commitment to carrying out an action(s) in the future. Start with, “My intention is…”
• Use Affirmations: For an intention to be effective, it needs to be present tense, positive, persona., and specific. Start with, “I am…”
• Share Gratitude: Be thankful that each day brings new challenges and opportunities for your relationships and business.

Download your FREE 90-Day Sales Plan About Bruce:

Dr. Bruce Lund has trained thousands of professionals all over the world. Dr. Bruce earned a Ph.D. in Human Performance at age 29 and became one of the youngest program directors in the Texas A&M University System. He was then recruited back into corporate America to help grow a multi-million-dollar sales and manager training company as head trainer and VP of Sales.

In 2017, Dr. Bruce moved from Nashville to Denver to launch 90-Day Sales Manager. Since that time, he has helped thousands of brand-new salespeople and mid-level producers become top-producers by adopting his 90-Day Selling System. Members of his community are 5x more likely to reach their sales goals, and 6x more productive in their daily activities.

Free Sales Training: The 4-Hour Workday Course.

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Book Dr. Bruce to Speak

Dr. Bruce is trusted as the official selling system for some of the most well-respected companies in the housing and banking industry including Homebot, BreakthroughBroker, and National MI. He has spoken on some of the largest stages in the country such as the Los Angeles Convention Center and New York City Marriot Marquis with some of the largest associations including Million Dollar Roundtable with over 65,000 members world-wide.

If you are a broker, team leader, or title producer looking for agent training then check out Dr. Bruce’s topics for your next event (special pricing if you mention Breakthrough Broker!)