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If you have missed this video – take the time to watch it.  It does not really have anything to do with real estate, and at the same time it has everything to do with it.  It is on the long side, but it is well worth it.

Really Achieving Your Childhood Dreams

1 hr 25 min 21 sec – Sep 24, 2007
Average rating:   (1080 ratings)
Description: Carnegie Mellon Professor Randy Pausch, who is dying from pancreatic cancer, gave his last lecture at the university Sept. 18, 2007, before a packed McConomy Auditorium. In his moving talk, “Really Achieving Your Childhood Dreams,” Pausch talked about his lessons learned and gave advice to students on how to achieve their own career and personal goals.

You can also download the transcript at his website – http://www.cs.cmu.edu/~pausch/ 

Most people try and overwhelm people with logic and reason to make the sale or get the phone to ring.  Successful marketing and sales isn’t about either.  It’s not about the charts, graphs, the spreadsheets – they are all great for support, but none have ever made the sale or motivated anyone to do anything. 

It’s the feelings that those things bring to the surface that makes people move.  It’s the fear of loss, the fear of missing out, or even the hope of a wise investment that is based on bettering one’s situation in life.  People don’t move because it makes sense.  They move to satisfy some deeper emotional need or desire.  When we understand that we all make decisions  emotionally then justify them logically every aspect of our marketing or sales efforts will be radically effected and productivity will increase.

Remember, It’s not the height of logic but the depth of conviction that will win people over.

If you are going to do any new initiative, whether it be prospecting, dieting or any other daily habit, do it in 90 day commitments. 

Most of us try to bite off a life change in one swallow.  The government has learned this lesson and employs an active strategy to combat it, whenever they have a bill that is going to be tough (like a new tax), they will propose it as a temporary fix.  Once everyone gets used to it, they extend it into permanent legislation.  They know it is far easier to extend something that you are used to.

Reward yourself for consistency over 90 days.  Work hard for that time without focus on results, look up at the end and measure your progress and you will be surprised how far you’ve come.

Quantity and Consistency leads to Quality.  It is very difficult to do anything with enough consistency and repetition that you don’t develop some amount of proficiency over the course of a few months.  Most of us fall guilty of not sticking with something long enough to see it through. 

I truly believe you don’t need to be good at everything, especially in prospecting.  Show me someone who does a little FSBO, a little expired, a little door knocking, a little updesk, a little of this and a little of that and I will show you someone who is getting mediocre results.  There are only a few productive prospecting avenues (vs marketing where the field is almost limitless).  Find one that works for your personality and do it with enough consistency and quantity and you will soon find yourself excelling and becoming the panel speaker for the subject.