Welcome to 35,000 feet. Most brokers/salespeople never get to this point where they put in the thought, the planning, and the consistent hard work to get their business ("Flight") off of the ground. A high percentage of fuel is used during "Take Off” but the work is not over once you get to cruising speed. Cruising speed could also be described as flow, but it can also get messy. You’ve seen some really good results, you’re proud of your progress but reality is starting to set in. It takes time for your consistent effort to pay off. You realize that it requires patience but you want the end result now… sound familiar?
Today, I’d like to discuss 5 key areas that can turn into traps and take you off course. At 35,000 feet, you'll need to operate differently to land precisely on your destination. Here are those 5 trap areas:
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Lack of Patience - some brokers think the process should go faster. Remember: You plant in the spring and you harvest in the fall. Everything takes time. At 35,000 feet, you need to maintain your momentum by reviewing your progress daily, weekly, monthly and quarterly. If you have a longer flight, you need to do an annual review as well.
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Lost Focus - again, just because you are at cruising speed doesn’t mean that the hard work is over. In fact, the “messy middle” is where most brokers/salespeople get off course. You need to ramp up your daily “mindfulness” practices and remind yourself daily “Why” you have the goal/flight. People lose their way when they lose their why. Remember those 2 questions that drive everything? How do I want to live and who do I want to be? You should be reviewing those daily. Your what needs a why.
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Erratic Effort - your brain wants to look for reasons to get you out of your flow, out of cruising speed. It’ll look for the shiny objects that get you distracted. You need to execute on those unsexy habits, rituals, routines, boundaries and rules consistently that helped you create that momentum that got you to 35,000 feet. I’ve seen brokers have a “big month” and they put their feet up and get out of their routine that helped them create the “big month." Then, 90 days later they are scrambling.
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Stop Learning - self development = fuel. If you stop learning, you risk not having the new ideas and motivation needed to get to your destination.
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Corrupted Mindset - 80% of success is Mindset and 20% is execution. If you let the losses and setbacks corrupt your mindset, you will lose momentum and get off course. It takes “in the moment” skill and effort to maintain perspective and the right “frequency” to get where you are going.
Maintaining “cruising speed” requires effort, skill, knowledge, grit, patience, focus and the right mindset. It requires daily intention to get where you want to go. You need to build the proper processes, habits, routines and rituals to secure success. Next, I’ll help you build an “Ideal Day” that will accomplish this, keep you on course and maintain the momentum needed to get you to your destination.
