Are you having the right conversations?

Huge breakthrough!!! Long post but worth the read!

Are you having the right conversations? Both with yourself and with those around you or those you may be leading.

I want to take you inside one of many in depth conversations and breakthroughs we had yesterday at our quarterly Go To The Board exercise

This exercise is extremely powerful but yet extremely simple

It is a quarterly review of...

1. Where are you at vs where you committed to being at beginning of year? Check in on your goal

2. What has worked for you so far?

3. If there is a gap, what is the gap? Own it!

4. What is the 1 activity you need to commit to moving forward? Either continue doing to stay on track or start doing to get back on track.

5. Be SPECIFIC!!! How much... by when? Vagueness kills progress and momentum.

6. When you reach your goal, what will that do for you in your personal life that has not happened yet as a result of you keeping your commitment and reaching your goal?

See, simple right?...

If you aren't doing this exercise you need to. Makes a massive impact everytime!

Anyways, back to one of the many breakthroughs from yesterday.

An agent came up and transparently shared they were off track. We went through a self discovery path of where the gap was.

They owned it 100%

After taking ownership we moved on to would you like to keep your goal. They said yes.

Awesome, so what is the 1 activity you need to commit to, to get back on track. This agent chose conversations.
Awesome, how many...by when?

5 per day

Great, if you hit the 5 per day, will that reach your goal of 10 closings in the last half of the year?

Yes! (P.S. we have these numbers broken down for our agents and as simple as it sounds... in our organization 5 conversations per day leads to well over 20 closings per year)

Then we went to my favorite part of this exercise... we went deep on why that was important to them. What would they accomplish in their personal life as a result of hitting this commitment.

This agent shared a couple things but we went deep on one. Yes just one! Go deep, not wide.

This agent shared that this commitment would allow them to have extra income to accomplish something that they have been working on for years.

Awesome!

This is where the magic happened... funny enough this is where most people stop.

I asked for permission to go further... agent agreed. So, I asked... when you hit this number how much income will that generate for you?

Surprise, the agent gave a vague answer. So we went deep and down to the penny of what that projected number was for them. Then I asked is that number enough for you to accomplish ____ that you said was important to you?

The agent thought and said... no it's not ( see this is why we go deep)

We went through self discovery of the difference in the numbers and then I asked... so would you like to revisit the activity you committed to?

No, I want to stick to that commitment...

This is where I asked permission to be honest. Agent agreed.

I said... well then I can't help you... dead silence... I left it awkward on purpose...

The agent confused then asked why not?

I said we'll you already established that x activity equals y result which equals x income... correct?

Agent agreed...

Perfect so which would you like to change? Your goal or your activity?

Agent started to push back again and then it happened...the light bulb went off...

The agent realized what was happening (and so did the entire room of agents)

Then the agent re committed to more activity because their why was strong enough for them to commit to more activity to get the result.

I'm telling you it was magic for that agent but also for the room.

The magic was in the self discovery that happened. We all know that activity equals result. Input equals output.

But we either tell people that or we keep it vague and not specific.

If you facilitate and allow them to self discover and make it ultra specific magic happens.

If you made it this far thanks for listening to my Ted talk and I hope it helps 😁