Harnessing the Power:
Skills Based Performance Management
A collaboration of the
Women’s Council of Realtors®
and The Pacific Institute®
Introduction
PERFORMANCE MANAGEMENT NETWORK (PMN) DESIGNATION
A
®
REALTOR
designation that
combines skills-based training
and a thriving referral network.
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PMN Designation Requirements
Completion of at least 3 PMN courses
Effective Negotiating for RE Professionals
 Networking and Referral Systems
 The Business of your Business –

People, Planning, Money & Management

Harnessing the Power:
Skills Based Performance Management

NAR's ‘At Home with Diversity’
2
PMN Designation Requirements
Submit documented evidence of closed referral
transactions (real estate sales) within past 24
months totaling 30 points.
 To/from
another national WCR member 10 pts
 To/from a non-WCR REALTOR® *
5 pts *
 From a client
2 pts
*Earn double points by recruiting this REALTOR®

Documentation examples
 company
referral form, copy of check, client lists,
signed statement from broker
 http://www.WCR.org
For over thirty years, The Pacific Institute has been teaching people how to
increase success by improving their thinking skills, and has acquired a
world-wide reputation for having the most effective programs created from
research in the fields of cognitive psychology and social learning theory.
Clients include multi-national corporations; whole countries and
communities; state, federal and local governments; regional corporations
and small business; and millions of individuals who want better personal,
professional, and organizational lives. Graduates report:
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Increased self-efficacy and creativity
Enhanced self-image and self-esteem
Greater success & goal accomplishment in key areas
Higher quality communications and relationships
More self-motivated
Greater accountability
More open-minded & able to make positive changes
Modules
Challenging
Yourself
Change Management
Performance Management
Time Management
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Course Objective
After this course you will:
 Know how to recognize and eliminate self-sabotage
 Challenge yourself to expect more in various areas
of your life
 Develop a personal vision for your business and
other areas of your life, and gain tools for
achievement
 Understand how to minimize resistance to change
and power your performance as a result
 Gain new ideas, skills and tips to organize your
business systems and time
Challenging Yourself
Developing a Personal Vision
Module Objectives
After this module you will
 Know how your mind really works by
introducing The Pacific Institute’s curriculum
with excerpts from the Investment in
Excellence®
 Comprehend the objectives of the conscious,
subconscious & creative subconscious mind
 Learn how Scotomas interfere with your ability
to clearly problem solve
 Understand how to re-regulate self-sabotaging
beliefs and behavior to expand your potential
Anonymous
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Your career success depends on
Solid foundation of knowledge
 Continued education to update info
 Reachable performance goals
 Positive support system
 Confidence in yourself and your abilities
When your confidence is shaken, your performance
suffers through Self-Sabotage.
Knowing how your mind works can provide you with
the tools to overcome obstacles that block your
potential to succeed.

How Your Mind Works
Introducing Lou Tice
Chairman and Co-Founder of The Pacific
Institute, Inc.
 Internationally-known teacher and presenter
in applied cognitive psychology
 Coach and mentor to leaders throughout the
world
 Author of Personal Coaching for Results,
Smart Talk for Achieving your Potential,
Cultures of Excellence, and numerous
articles and features

Belief is the Key
an excerpt from
The Investment in Excellence®
Program
Unit Principle:
We act in accordance with the
truth as we perceive and believe
it to be.
INVESTMENT IN EXCELLENCE®
Belief is the Key with Lou Tice
Count the ‘Fs’ in the sentence above.
3
Scotomas
Scotomas are ‘blind spots’ that derail your
ability to clearly process information and
prevent you from reaching your true
personal potential
 You develop blind-spots to real truths about
your world or yourself due to

 Preconceived
ideas or
 Perceptions given to us by others

Scotomas prevent you from
 Opening
your mind to alternatives and
 Limits your possibilities for solutions
How the Mind Works
an excerpt from
The Investment in Excellence®
Program
Unit Principle:
Change the way you think and you change
the way you run your life.
Investment in Excellence®
How the Mind Works With Lou Tice
Makes you wonder …
Conscious Mind
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Perceptions are created through experiences
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Associations are formed and ‘bounced’ against
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What I’ve stored as ‘reality’ in my subconscious mind
Have I sensed this before? Is this familiar to me?
Evaluation Process
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Negative or positive - stored in your subconscious mind
Gauges probabilities – is this good, bad or neutral?
Decisions are formulated by

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Assessing those past experiences
Often applied globally to a new experience which causes you to act which can yield correct or incorrect results
Subconscious Mind
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Stores Information
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“Garbage In – Garbage Out”
Based on my positive/negative experiences which is
filtered through conditioning yielding
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My Reality
My Truths
My Habits
My Attitudes
My Self-Image
Conditioning is a predisposition to behave or react a
particular way based on what happened before.
Creative Subconscious
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Maintaining Sanity by constantly regulating
 At
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your ‘Belief Level’ not at your ‘Potential Level’
Resolving Conflicts between
 Your

belief of yourself versus your performance
Teleological
 Belief

that there is a purpose to being
Creates Energy to maintain ‘normal’
 Works
hard to ensure that you act and stay the person
you believe yourself to be
It is the Creative Subconscious that sets the
stage for Self-Sabotage.
Time for Reflection…..
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Where am I still making decisions based on
what has happened to me in the past?
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How am I correcting for the mistake of
having too much, or doing too well?

Am I forecasting based upon what I’ve done
in the past, or on what I want in my future?
Change Management
Systems for Individual &/or Team Growth
Module Objectives
After this module you will
 Realize that the process of change requires
the modification of your beliefs
 Understand the necessity of regulating your
self-talk
 Learn the importance of end-result thinking
 Utilize cognitive dissonance concepts to
visualize your new objectives and become
dissatisfied with your past performance
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Understanding the process of Change

Principles of Change Management apply equally to
 Individuals,

Teams and Organizations
It is natural to want to avoid changes since
 They
alter the dominant picture in our minds (right/wrong)
 Things are comfortable the way they are

Change Management requires that we
 Minimize
fear
 Help them experience the benefits of the goal

Process of altering our existing beliefs
 to
attain optimum performance standards through
questioning, benchmarking and testing
Beliefs Regulate Effectiveness
an excerpt from
The Investment in Excellence®
Program
Unit Principle:
Our beliefs set the limits on the
use of our potential.
Investment in Excellence®
Beliefs Regulate Effectiveness
with Lou Tice
Time for Reflection…….
What activities or situations am I currently
avoiding because I feel out of place?
 Professionally, when have I sabotaged my
success?
 How will I apply this information to selfregulate at a higher level of performance?

Self-Sabotage occurs
when your habits, attitudes,
beliefs & expectations limit
your achievement
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Self-Sabotage

Your creative subconscious mind ‘regulates’
your performance and effectiveness by
 Actively
‘helping’ you to maintain who you
believe your ‘normal’ self is
 These beliefs keep you in a box that prevent
you from attaining your true ability to achieve
When things in your life go better for you
than they should, you have a
tendency to self-regulate
based on your view of what
your ‘normal’ self should be.
Self-Talk Cycle
Your best friend or worst enemy.
So, what’s ‘good’ about you?
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Beliefs = Your Perception of Reality
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Belief – An emotional acceptance of a
 Proposition,
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Belief System – Coordinated body of methods
 Whereby

statement or doctrine
one’s beliefs encompass the whole
Belief without Evidence – a Conviction
 Confidence
 An
in a truth
ability to establish a goal without first
considering the means whereby it will be achieved
Thumb Exercise
5
How to Build New Beliefs
Focus on what’s right – Change what’s wrong
Replacing the ‘Old Tapes’ with ‘New Tapes’
empowers you to re-regulate negative Self-Talk to
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Evaluate and assess your own behavior

Neutralize self-sabotage by reaffirming who you are
 By
reacting to your own self-evaluation or
 Someone
else’s evaluation of performance

Influence or modify your self-image

Redirect your energy in a positive way by creating
 Goals
that will unleash your personal potential
Turning Beliefs into Goals
Goals are set by
 Accident
 Goals of others, positive or negative
 Default
 Absent new goals you default to past levels
 Intent
 Conscious reaching beyond your grasp
 “Identifying your Finish Line” is pivotal step
 Whether you believe you deserve them or not
Once a goal is set, your brain will automatically seek
opportunities and the means to reach the goal.
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How to Create Vivid Goals

IxV=R
 Imagination
times Vividness equals Reality in the
subconscious mind
Imagine your end result as who you are today
 See it clearly
 Through consistent self-talk, your
subconscious believes it to be
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 Your
‘new’ reality by making you
 Dissatisfied with ‘old/current’ situation
 Allocates energy to make it happen
Fast Forward to the Finish Line
Setting the End Result
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Using present tense statements, state your career aspirations
Setting the End Result
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I make $30k/mo
I work 5 days/wk
I have a team of 5
I take 2 family vacations
I take 6 mini vacations
I have a large 401k
I save 10% of gross inc
I have $$$ left after bills
I have low credit card debt
I buy 1 investment property per year
Using present tense statements, state your career aspirations
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Obstacles to attaining goals
Lack of Self-Esteem
 Need for perfection, loss of control
 Depression; Burn-Out; Lack of energy
 Refusal to allocate time or focus
 No desire to achieve goals
 Fear of failure
 Frustration with setbacks
 It’s not the dominant picture in your mind of

 Who
you are or
 What you can be
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Cognitive Dissonance
Uncomfortable psychological condition
created when a person experiences contradictory or
conflicting opinions, beliefs, attitudes at same time
 Emotional state where two simultaneously held
attitudes or beliefs are inconsistent or
 Conflict exists between belief and overt behavior
 Resolution
of conflict serves as basis for attitude change
 Belief patterns are modified to be consistent with behavior

To manifest change in yourself you need to
 Identify
and assess the gap between where you are today
with where you have chosen to be in the future
4
Measuring the Gap
Since the objective for your creative subconscious mind is to
create energy to resolve the conflicting pictures you need to
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‘Lock-out’ your picture of your past and
 ‘Lock-on’
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to your picture of your future
You lock-on to your desired end-result by
making it your dominant picture by
 Stating
it clearly in writing
 Visualizing what it will mean to you
 Feeling the emotion surrounding that goal

Bringing your future into the ‘today’ helps you
 Recognize
this ‘future you’ as the ‘real you’
 Become dissatisfied with past beliefs about your potential
Measuring the Gap
The Future ME
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The Current ME
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Measuring the Gap
The Future ME
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I make $30k/mo
I work 5 days/wk
I have a team of 5
I take 2 family vacations
I take 6 mini vacations
I have a large 401k
I save 10% of gross inc
I have $$$ left after bills
I have low credit card debt
I buy 1 investment prop/yr
The Current ME
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I made $10k/mo
I worked 24/7/365
I had no team to help me
I took 1 family vacation
I took 1 long weekend
I had a small 401k
I couldn’t save any $$$
I struggled to pay bills
I had high credit card debt
I have no investment property
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Loading your personal Tool-Kit
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Write your goals down and
create new habits and
systems to support or
reinforce them
Separate them according to
which aspect of ‘You’ it is
Create a ‘dream board’ with
pictures of goals
Review them daily to keep
them in your mind
Celebrate successes rather
than focusing on ‘failures’ or
setbacks – Reward yourself
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Partner with a ‘Coach’ who
supports your dreams,
holds you accountable and
reminds when your actions
are in conflict
Identify a Mentor who
demonstrates the results
you seek
Surround yourself with
positive, motivated, happy
people
Learn and gain inspiration
through books, seminars,
tapes, people, events
Performance Management
Systems for Individual &/or Team Focus
Module Objectives
After this module you will
 Create a career vision statement
 Create a career mission statement
 Identify your core values to build credibility
 Understand how to test your actions to
increase your performance management
ability
Anatole France
4
Performance Management

Standard of quality delivered through
 Organized
and efficient systems to provide
consistent results by an individual, team or entire
organization
An overall business plan is essential
 Systems and results are periodically tested

 To
ensure they are meaningful, relevant
and build credibility with every action

Systems must be consistent with our
vision, mission and core goals/values
Mission
for the
present
Vision for
the Future
Vision
Vision
Mission
Goals for Success
Core
Core Values
Values &
& Principles
Principles to
to guide
guide you
you
4
Business Plan ensures credibility

Vision Statement for future
 What
do you want to be
 All efforts will continuously strive to attain

Mission Statement for present
 What
is your purpose; Why you exist
 Used to initiate, evaluate, refine all activities

Vivid Goals for success
 Consistent
with Vision Statement
 Consistent with Mission Statement

Core Values
 Principles
and Beliefs
http://about.com/business/
3
Visioning Requires Creativity Time

Spend time imagining your desired future
 What
do you want to be when you grow up?
 Daydream alone; Brainstorm with others

Ask ‘What If’
 What
if $$$ weren’t an obstacle
 What if time wasn’t a factor
 What if I could create whatever I wanted to

A vision statement should embody
 Direction
and focus on the horizon line
 Generate strong emotion and sense of pride
Sample Vision Statement

"Year after year, Westin and its people will
be regarded as the best and most sought
after hotel and resort management group
in North America." (Westin Hotels)
My Career Vision Statement is …
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Meaningful Mission Statements
3 Key Ingredients of Meaningful Missions
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Pass the Mother Test: A mission statement must be a
concise paragraph describing what your company does and
for whom. Show your mission to your mother, if she does
not understand it, start again.
Self-Igniting: Your mission is for you and your business. It
does not have to be an earth moving statement. It can be
whatever inspires you.
Value Alignment: Forget the money. A meaningful mission
goes beyond the dollars and cents. If your small business is
creative, focus your mission on creativity. Try to be what
your core competency is.
Each sample mission statement conveys the business
founder's core beliefs and values.
http://www.About.com Business Section ©2005 About, Inc. All rights reserved.
Ben & Jerry’s Ice Cream Mission
A product mission stated as: "To make,
distribute & sell the finest quality all natural
ice cream & euphoric concoctions with a
continued commitment to incorporating
wholesome, natural ingredients and
promoting business practices that respect
the Earth and the Environment."
This mission inspired Ben and Jerry to build
a cause-related company.
http://www.BenandJerrys.com
My Career Mission Statement is …
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My Career Goals are …
Taken from - Setting the End Result!!!
Using present tense statements, state your career aspirations
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Building Credibility through
Core Values and Business Culture
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What values drive you?
 How

do they support your vision
Prioritize the values
 Distill

into your personal and business identity
Develop operational rules to deliver the
 Experience
that makes your ‘Culture’
Identify and communicate your focus
 What commitments are necessary from

 Me,
my Firm, my Team, my Client
 If I did this, Then what could I or others expect
Core Values that build Credibility
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Core Values that build Credibility
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Honesty, Integrity
Concern for others
Business Ethics
Knowledge of Laws
Great Reputation
Flexibility
Empathy
Sincerity
Results Oriented
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Professionalism
Efficient, Effective
Cooperative
Balanced personality
Consistent
Experience
Team Player
Sets Ego Aside
On time performance
Putting it All Together
My Career Vision is
 My Career Mission is
 My Career Goals are
 My core values will create a culture that

Putting it All Together
My Career Vision is ………………………………………………
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 My Career Mission is ............……………………………………
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 My Career Goals are ………………………………………........
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 My Core values will create a culture that ……………………..
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3
Challenge the ‘Status Quo’

All systems and ideas should be challenged
good to be true? – Research thoroughly
 Follow the money – Budget/Cost Analysis
 Timing off, No Team Buy-In
 Too
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Some great ideas are shot down
 By
working on ‘automatic pilot’
 With excuses rather than reasons
We’ve always done it this way
 We tried it once and it didn’t work

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Creativity and testing required to obtain
high performance management results
http://www.informationbuilders.com
Change Mgmt
securing Buy-in
Vision, Mission,
Goal Setting
Benchmarking
and Testing
Daydreaming
and
Brainstorming
Change is the vehicle to attain optimum performance results
Evaluation Tools
Manual and/or Electronic
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Evaluation Tools
Manual and/or Electronic
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Consumer Surveys
Client Report cards
Comment Cards
Testimonials
Performance Results Charts, Graphs, P/L
Written goal boards
Posting work plans
Benchmarking
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Creative Brainstorming
Attend non-real estate
courses & seminars
Read variety of industry
and non-industry books
Outsource tasks/projects
Attend Nat’l conventions
Hiring outside experts
Mastermind group
3
Testing Considerations

Troubleshoot the current format for ‘leaks’
 Are
there problems; are adjustments necessary
 Are they the same/different circumstances
 Is the system utilized to handle this efficient

What new elements have come into play
 New
threat, opportunity or challenge
 Are they internal/external
 Are they within our control or not

What resources are needed to increase quality
 Time;
$$$; Staff; New Information; New Skills
Information Needed
Sample Forms available in the Networking & Referral
Systems and Business of your Business courses

Mission & Vision Statements

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SOI, B2B, Prospects, Agt2Agt
contacts
Details A,B,C value levels
Incoming/Outgoing Referral
Tracking Forms

Overviews what’s referred
Multi-Year gross income
analysis
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Referral Tree Tracking Form

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Core Beliefs/Team Values
Your Database of contacts
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Multi-Year expense
analysis
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$; #B/S sides; type of contact
Detailed & itemized
Multi-Year Cash Flow
Worksheet

Details Gross Income; #B/S,
total business expenses,
savings/reserves, net income
Annual comparisons of monthly breakdowns yield best analysis results
Time Management
Evaluating Priorities
Module Objectives
After this module you will
 Understand that priority setting is the premier
time management component
 Know how to capitalize on your peak
performance time
 Identify tools that are required to yield
efficient systems
 Use time management techniques for life
management results
Anonymous
Setting Priorities = Time Management
Creating concrete Goals and Objectives for
your Life and Career will help you in setting
your priorities which will yield a framework for
effective Time Management through balance.
 Assess & determine what is truly important in
every aspect of your business & personal life
 Concentrate your focus on passions & talent
 Eliminate or minimize activity that you do
because others guilt you into it
 Your time is a valuable asset
Balance
Wheel
Your Self-Assessment Tool
If You Would Like More….
The Pacific Institute (TPI) helps individuals and organizations to
unleash the tremendous potential they all possess.
• TPI is a REALTOR Benefitssm Partner of NAR. As a member,
you receive special discounts on curricula & coaching software
that focus on increasing your ability to think & manage in ways
that create greater success. For more info, contact a
representative from The Pacific Institute below:
Location
Philadelphia
Seattle
Seattle
Atlanta
Atlanta
Contact
Doreen Lecheler
Leif Johnson
Betty Bonnett
Kimberly McOmber
Buz McOmber
Phone
(717) 540-0384
(800) 426-3660
(800) 426-3660
(404) 467-0039
(404) 467-0055
You May Visit Us at www.thepacificinstitute.com/nar
Email
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Tips for achieving balance
Schedule Everything!

For the year – Major Items and Milestones
 School
& Family Vacations, Birthdays, Anniversaries,
periodic long weekends
 Business meetings, conventions, conferences

For the month and weeks – Secondary items
 Day(s)
off
 Showings, Listing Appointments, CMAs, Education
courses, Floor/Opportunity Time, Counseling Sessions

For the day – Minor Items
 Errands


Program in time buffers around major appointments
 Allow extra time for unanticipated circumstances
These are now BUSINESS APPOINTMENTS
Load your “Big Rocks” first
Before adding your “Pebbles and Sand”
‘Big Rocks’
Priority Items of
your life that
require blocks of
time and are
blocked out in your
calendar as far in
advance as
possible
‘Pebbles’
The container is
your obligations
Secondary items
added surround
the priority items
in your calendar
‘Sand’
Items to be done
which are filled
into time gaps
5
Business Systems for Efficiency
Manual or Electronic

Combo To-Do/Phone Log
 Master

Task List & Voice-Mail Phone Log
Contact Management System
 For
Email In/OutBox
 Schedule Organizer
 Contacts

‘Business-Ready’ tool-kits for the mobile office
 Listing
Box; Buying Box; Marketing folders; Sign Riders;
Lock Boxes, etc

Ability to parlay your efforts by generating business
 Delegating
work to others by partnering or teaming
 Supervise effort of others
3
Primary Focus of a “Sales” Career

Your success is directly proportionate to
 Your
ability to initiate New contacts and
 Generate referrals from existing & past contacts

Focus overall efforts on
 Prospecting,
Presenting & Troubleshooting
 Putting the right systems in place
 Delegating and Supervisors others

All other activity is secondary
4
Family Tip …
Separating Business from Home Life

When entering the door at home
 Stay
off the phone for 20+ minutes
Give your family the
attention they deserve
 Sit and Listen
 After 20 minutes – they’re done with you!

3
Procrastination
A ‘Creative Avoidance’ trick
the mind plays on us to defer, delay,
postpone, prolong an action or activity
 A pattern of self-abuse that undermines our
true potential by reinforcing negative beliefs
to drag us back to our perception of ‘normal’
 Form of depression that overwhelms our
ability to act reinforcing our perception that
we are not worthy

14
Solutions to Short-Circuit Procrastination


Create a short list of all major
jobs-Post it
Prioritize Master List better
Break up large jobs in
manageable parts
Schedule time to work on
your project
Start (finish) Unpleasant
Jobs first thing
Consider delegating

Pay someone to do it for you

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







Habits make unpleasant
tasks bearable
Set Deadlines & Rewards
Get someone to ‘Nag’ you
Visualize the ‘Opportunity’
within the task
Focus on the Goal
Set a goal beyond the
current one to move you
forward past where you are
Just Do it!
6
What Changes would you make
in living your Life if …?

You had 10 years to live?

You had 5 years to live?

You had only 1 year or less to live?

How much time are you spending
on the things that REALLY matter?

Do you take action by your own choice

Or, act through obligation?
4
Axioms of Life Management

Set Peace of Mind as your Highest Goal
Organize your Time & Life around it

Time with your Family
Devote 100% attention

Remember
Quantity of Family Time
Quality of Work

Effective Time Management
Yields more LIVING out of life
More time for the people and things you enjoy!
Reading Resources
http://www.Amazon.com
Reading Resources
http://www.Amazon.com
Reading Resources
http://www.Amazon.com
Reading Resources
http://www.Amazon.com
Reading Resources
http://www.Amazon.com
Reading Resources
http://www.Amazon.com