Your past does not predict your future

The problem is, so many of us have come to believe that past behavior predicts future behavior.  Not true, unless you keep repeating the same dumb mistakes.

We are creatures of habit, but habits can be broken.  Your future is determined by today’s actions. The books you decide to read.  The plans you put into actions.  Today’s choices and commitments.

Are you tired of the way things are? Are you fed up with the current state of things?  Terrific!  Dissatisfaction is the first step to breakthrough.


Two beliefs you can’t afford

Here are two beliefs that will guarantee falling short of your revenue targets this year…

First, accepting that the current economic difficulty is your lot in life.This attitude may be convenient and even true to a some degree.  But, it is disastrous.  To drift along thinking that this is just the way things are for now will leave you up stream without a paddle.  Too many professionals are far too willing to ride the economic ups and downs, taking only what comes their way.

Second, thinking you can’t do anything about it. Of course you can do something about it.  The economy doesn’t determine your income or productivity.  Your philosophy on attracting and serving clients determines your income.  Is your philosophy one of  scarcity or abundance?


5 traits of top producers

The audit partner said with sincerity, “If I had known this job involved such a focus on sales, I would have chosen a different career.”

Most professionals find themselves being pressured to sell more work in this economy.  So, if you’re one of those people who prefer to deliver the work rather than making sales calls, what are you to do?

Consider emulating your peers for whom rain making comes natural. Find out how they do it and what drives them to succeed.  Then go and do likewise.  If you will interview them, here are a few things you might expect to learn.

1.  Relentless focus on the client, not on their feelings about prospecting

2.  Probing and getting the client to share information on their problems energizes them

3.  Confidence in their ability, and that of their team, to deliver a great solution permeates their persona

4.  Passion about their area of expertise that is convincing and influences the client to buy

5.  Genuine connection with key people in the client organization and demonstrating a sincere commitment to helping them succeed

You may also learn that the top producers are driven by fear. Fear is a good thing.  The fear of not being your best, not succeeding, or not delivering on commitments made to colleagues and family, keeps most of us productive when we want to quit.

No matter how you’re hard wired or what your personality, you can do these things as well.  Master them.