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Key Actions To Explode

Your Success

10

210 Key Actions To Explode Your Success

10 Key Actions to Explode Your Success

Success is a subjective term. The

definition can be different based

on who you are speaking with. You

could also evaluate success based

on different areas of your life like;

financial, health, relationships, career,

etc. People can be successful in one or

two areas but be failures in others. The

truly successful person has high marks

or scores or is progressing to those in

each of life’s key areas.

As a reader you will have to define

what success is to you. In this report

I will reveal tenants, principles

and strategies for your increased

achievement. You must be the one to

set the targets.

Successful people have left clues for

thousands of years. While the world

has changed in those thousands of

years through improved transportation,

technology, and communication,

many of the fundamentals are still as

effective today as they were in the

time of Abraham or Solomon. Whether

it’s acquiring wealth, increasing

your influence at work or at home,

climbing the ladder of success at work,

or developing those deep enduring

relationships with loved ones, all these

for many people denote success.

There is a stark outcome in differences,

influence, lifestyle, experiences and

mental well being for truly successful

people. Because of their knowledge

and application of the ten principles

contained here, they are more able

to cut through the fog of day-to-day

living and create experiences and

memories for a lifetime. They can

choose to live more fully with more

time off, travel, earlier retirement,

and expanded options in trying new

opportunities.

If I have briefly described what you

have been looking for in your life

please turn the page and walk with me

to a more successful life for you...let’s

start together.


Focus on being productive, not just busy:

There is a difference between

productivity and busyness. Anyone can

be busy doing something. The question

is, it the right thing? Is it the one thing

that will create the biggest growth in

you personally, in your income, expand

your opportunities or relationships?

We will all experience ebbs and

flows to busyness. The economy

will surge, our market niche will

surge. We can even become the

“flavor of the month” as a person or

professional. The real “secret sauce”

is being productive before and during

those surges so we can advance our

business, initiatives and goals.

There is no badge of honor in claiming

that you work a lot of hours in a week.

There have been many times when

either an applicant who wanted a

position in one of my companies or

someone who wanted me to coach

them said, “I work 60 - 70 hours

in a week” trying to demonstrate

their level of commitment, passion

or toughness.” In my mind it

demonstrated a lack of skill in

productivity. They either had a skill

deficiency in prioritization, organization

or time management. Success requires

a price of hard work, but it does not

require that level.

There is a requirement of time that

is necessary. Few successful people

have done it without hard effort and

hours of work. The 40-hour work

week doesn’t produce results for many

people who are climbing to the top.

Once you reach the top maybe. Most

successful people will be required to

work more than 40-hours a week. The

line seems to be toward 50 but not

consistently over 60. That seems to be

the sweet spot.

1


Focus on your half dozen things:2When I was in my 20s I foolishly

thought I was good at everything. The

truth was I wasn’t...I was naive. I have

come to realize in myself, and others,

that there are a whole lot of actions,

activities, and things I am not very

good at. There is a reasonable sized

list of solid items, areas, and disciplines

that I have skills and can execute.

The real truth is, the list of what I am

“world class” at is very short. That is

the list that matters most.

For virtually every human being that

list is short; call it talents, God-given

gifts, developed skills...whatever. We

have all been blessed with unique,

natural gifts and skills. Many of us go

through life with them undiscovered.

That is unfortunate because there is

such a reward in utilizing them, both

personally and professionally.

The real truth is that the more

engagement, time and effort we put

forth in these key areas, the more

abundant reward in money, enjoyment,

and feeling of worth and well being

we experience.

What are your half dozen?

What are you truly gifted at?

How does the skills and gifting align

with your business?

Are there critical skills for your

business to thrive...what are they?

Can you overlap your gifting with your

critical business skills?

For most people, a half dozen could

mean 5, or 6, or possible 7. It would be

no more than 7. Once you cross that

number you are on the edge of loss of

focus.

Focus will always proceed success. It

even occurs that way in the dictionary.

To be able to distill your thoughts,

actions and

objectives

to such a

concentrated

pursuit

dramatically

increases

your odds of

success.


Focus on measuring and tracking results:3

In any business there are a few key

performance indicators or KPI’s. There

seems to be a misunderstanding that

a lot of numbers and tracking must

be done. While more numbers can

help in a larger business once you

have mastered the KPI’s, the real issue

is how well have you defined the key

performance indicators or your core

numbers.

While the KPI’s can vary in business

they are usually centered around a

couple of core areas. In most sales

based businesses they are centered

around:

A) Lead generation activities

B) Lead follow up conversion rates

C) Sales presentation to sold

business ratios

A) Lead generation activities:The lead generation activities can

be online or offline with numerous

categories and sources and

subcategories underneath. The real key

again is what are the key numbers and

categories, not every number category.

The online KPI’s would be registrations

to your web presence and the volume

of people that communicate with you

on an engaged basis in the online

world. What are the number of

registrants and social media growth?

How responsive are these registrations

and leads to your custom electronic

communication via email, text or social

media? Are you able to convert these

prospects to live interaction via phone

or face-to-face? What is the volume at

the top of the funnel as well as what

drops out of the bottom?

The offline lead generation is you or

your sales team’s number of personal

contacts or personal prospecting


daily. While the online world of lead

generation continues to grow and

expand, there is still a large world

of direct interaction for sales based

companies, either phone-to-phone or

face-to-face. How many contacts are

you making to current customers, past

customers and past client to initiate

new business or add on business?

There has been and will always be a

direct connection between the number

of call attempts and contacts and the

earnings of a salesperson.

We certainly have an expansion in

types of communication options

in text, social media, and email as

well. The challenge is those types are

more informational than persuasion

oriented. The truth is sales is a

persuasion business.

The lower the attempts and contacts

the lower the income. A call attempt

is exactly what you might think. It is

an outbound dial to someone that

could be a prospect or refer you to

a prospect. The certainty is that it’s

harder to reach people as technology

advances and makes direct connect

and call screening more common. The

fact still remains that personal and

direct contact is king even though it is

harder to do.

A contact is that you had a

conversation with someone that could

make a purchase of your service.

Too frequently salespeople error in

counting neither or only one of these

two elements. Frequently salespeople

are well below the threshold of

contacts daily that they need to

expand their business and sales. They

fall below a reasonable level so their

sales ratios must be unsustainably

high to achieve their income goals.

It’s the most grievous error in sales

professionals.

Online Leads

Quality Leads


B) Lead follow up conversion rates:

The lead conversion rates are so

essential to success. Because most

sales businesses are generating leads

and sales opportunities from a large

variety of sources you can’t just track

one overall conversion rate. That is

a key error that is made measuring

sales performance. You must monitor

individual sources of leads to secure a

large conversion rate increase.

In most companies there are vast

differences in lead conversion based

on sources. A prospect that directly

contacts your company via phone

to discuss your service and value will

have the highest conversion rate. The

next highest conversion rate would

be inbound text, IVR systems, social

media, email reply, website, branded

registration pages and stealth site

registration pages.

You can also have conversion variations

based on individual salespeople.

Some might be more effective at

converting IVR leads. Those interactive

voice response leads for some

salespeople are more comfortable

because the prospect can appear more

motivated because they took a strong,

demonstrated action.

It’s been my experience that a large

volume of increased income for the

salesperson and the companies lies

in this tracking of individual sources..


The advance conversion rates connects

with increased sales revenue. That sales

revenue flows straight to the bottom

line. We have already absorbed the

operating and marketing costs. It’s

usually some small variable servicing

costs. The increase sales is truly a

windfall of profit. Not a small sum, a

truly large net profit can be claimed.

While the first step is separation of the

sources and tracking, we must look

beyond lead source and the current

conversion rate of each. We also must

look from leads generated to leads

qualified to presentation appointments

set. We might even need to evaluate

the size of the business revenue

generated.

There are really three general areas

when we address lead conversion rates:

1. How much?

2. How soon?

3. At what cost?

The first two most sales teams

and salespeople do more readily.

Determining how much is the sale

or how much will I make as the


salesperson is straightforward. For

example, in real estate sales you can

ask most real estate salespeople what

6% of a particular number and they

will be able to tell you instantly. They

have the “how much” innately.

The “how soon” is another easy

one for most salespeople. It can be

accomplished in a few key questions

to prospects about timeframe and

motivation. The challenge for many

salespeople is the “at what cost”

part of the equation. This takes more

probing from different angles. It takes

more skill to determine the needs,

expectations, intent, and typical

decision making process for this

prospect.

C) Sales presentation to sold business ratios

The presentation to “real revenue”

is elusive because few salespeople

really track this number. This is where

the rubber meets the road. When

you get in front of what you feel is a

real prospect what happens? What

percentage of the time does it happen?

It’s common for salespeople to not

understand their conversion ratios on

sales presentations. For those more

aggressive types reading this you might

call it your kill ratio. The actual number

you do could be very different then

the truth. Salespeople with too high

a number, say in the 85% plus range,

what that really means is that they are

not creating enough opportunities. In

short, they are mot making enough

presentations.

In my travels speaking on five major

continents I frequently have discovered

that the salespeople who have

extremely high sales ratios go on few

presentations. It’s often like a badge

of honor their high “kill ratio”. The

challenge with protecting an artificially

high ratio is you never know how

good you are when only selling to

your grandmother, friends or previous

accounts. Your ratio should be high,

but when you exhaust these sources

your ratio will frequently drop like a

stone because you are not prepared

to compete for business and sales. We

must put ourselves in situations where

we experience competition. Where we

have to test, stretch, and use all our

skills to land the business.


Focus on production not perfection:4

The action and intentional act of

production beats out perfection every

time. It will take you as long to achieve

a 95% rate of success and service even

if you are at zero as it will take you to

go another 5% from 95% to 100%.

Your time would be best utilized in

securing another opportunity and

taking yourself to 95% with that

opportunity. Too many people are

obsessed with the last 5%. You can’t

be focused on that last 5%; it will cost

you big in revenue and sales.

At 95% you have probably beaten

99% of all competitors in your field

in service, quality and value. The last

competitor you didn’t beat will be a

small niche player because no one of

competitive significance could invest

the level of their time and resources

to perfection. and achieve a large

volume or market share in sales. That

doesn’t happen in any industry. Even

as wonderful as all the Apple products

have been, even as obsessive as

Steve Jobs was at perfection of those

products, there were design, software,

and hardware flaws when they began

sales of the iphone and ipad for

example.


Stay positive...even when you are behind...make errors or have setbacks:5

The art and decision to have a positive

attitude is exactly that...a decision.

Each one of us will experience being

behind on our goals and objectives.

The real question is what will we do

about it when it happens; not if it

happens, but when. The ability to

remain calm, focused and positive in

that moment will determine whether

you catch up or not. The errors can

be compounded, and setbacks more

serious if we don’t remain positive

about our opportunities.

I watched firsthand throughout my

childhood and adult years my mother

deal effectively with some serious

health issues. She certainty was dealt

numerous setbacks due to her multiple

sclerosis. She was diagnosed when

I was 3 years old. By the time I was

in 2nd grade she was confined to a

wheelchair. I never heard her utter,

“Why me?” “This isn’t fair.” or any

other setback oriented pity party

statement. I am sure there were times

she talked with my Dad about her fears

and concerns but to all in the outside

world she just focused on raising her

kids and living life to the fullest.

Success is really not contained in how

well we implement plan A. It’s how

well we adapt to plan B and stay

focused and positive in doing it. We all

live life off of plan A. In almost every

situation you will encounter you will be

working plan B or lower....


Take immediate action on goals, objectives and priorities:6

Successful people don’t wait. They are

action oriented. There is a step before

action which is to first know what you

want and desire. Before you can take

immediate action on your goals you

must have them. There needs to be a

level of organization and strategy as

well. Once you know what you want

then you will need to prioritize them.

What’s most important and then what

are the steps?

In many years of working with high

achievers I have coached people

through goal setting systems.

Frequently when you step back and

evaluate goals it comes down to a

choice. There are times that two goals

or objectives are incongruent with each

other. You are then forced to prioritize

which of the two is most important,

because you can’t have both or you

can’t have both at the same time. If

I wanted to loose weight but I also

wanted to eat at McDonald’s four days

a week and have Big Macs, those two

don’t align. I realize this is an extreme

example but we often create goals that

are out of alignment.

There could be goals and objectives

that run counter to the season of life

you are in currently. At those times

a choice needs to be made between

goals. I had that happen a few years

ago. The life of a speaker and author

can look very glamorous but the travel

and being gone can have an affect on

your family life.

I have always enjoyed the experience

of travel, impacting a wide audience,

coming back and hearing the stories

of what I shared before and the

success earlier attendees achieved. The

downside is being away from family.

My ultimate life goal is raising my

children to find their gifts, help them

find a way to develop and use those

gifts and to develop their relationship

with God. The two were incongruent

and difficult to accomplish together

without assuming a large risk of being

absent and not accomplishing the

ultimate goal for them.


I decided to cut way back on my travel.

Rather than traveling a few weeks

a month I now travel a few weeks a

year. I transitioned to writing more,

developing and delivering our content

in our Live Virtual Classroom. This shift

has not been easy, but well worth it.

We now, at Real Estate Champions, do

more Live Virtual Classroom programs

for companies and salespeople than

any other company or brand in the

real estate and sales industry. We are

truly the expert for increased sales

performance through this medium with

validated measured matrix of success.

We would not be heading into the

future without one closing the door on

the past.

There is often an order to even

aligned goals. It isn’t enough to have

goal alignment. You must have the

right prioritization. If you think success is a one step process...think again! What is the right

order execution? Which series of steps

reduce the risk and increase the odds

of accomplishment? Eventually it all

boils down to action. What specific

actions need to take place...when are

you going to start doing them?


Focus on making small incremental progress:7

Success oriented people fixate on

movement and progression. Earl

Nightingale said, “Success is the

progressive realization of a worthy

goal.” The key to success is movement

toward, rather than away of your goals.

As long as you are moving forward

then you are a success. We vastly

overestimate what we can accomplish

in a day, week or month. We vastly

underestimate what we can do in a

year, a decade, or career.

If we merely improve ourselves 1%

a day with compounding we will be

100% better in 77 days. Most fortune

500 companies are trying to increase

business less than 10% a year! If you

received 10% return on your money

you would double your money in less

than 8 years. The key is steady and

continuous movement.


Invest time with the right people:8Our time can be invested or wasted.

The biggest waste is continual exposure

to the wrong people. It could be

members of your family that are the

wrong people. There are four categories

of people I invest my time with:

1. People I can learn from

2. People I can have fun with

3 People I can profit with

4) People I can teach or mentor

1) People I can learn fromThis category just feeds you. It revs

up your mind, knowledge base and

passion. There is so much to learn

in life. It isn’t always about business,

but all areas in life. There are guys I

hang out with because they are great

Dads and I want to learn from them.

They are either naturally or because

of observation and learning, they are

wonderful fathers. Some are farther

down the road with older kids so they

have already walked the ground that I

am in the early stages of experiencing.

I want to be around people I can learn

from.

That’s also one of the reasons I love

what I do so much. In working with

our clients they bring unique problems,

challenges, and issues to us for our help

in solving and implementing solutions.

This relationship means they trust us to

help them make their businesses better.

We also are on the front lines or on

their board of directors and advisors.

It would be similar to what any large

company has but small entrepreneur

companies can’t afford.

2) People I can have fun withThere is a need in us all to have one

good evening out with friends to

fellowship, laugh, and tell stories

with. It’s a way to recharge your

batteries from the grind of sales or

entrepreneurialship. Most of us have a

small group of real and true friends.

Be sure you are spending enough time


with them. We all work to fund our

life. I have caught myself at times not

having enough fun and being too

focused on the future or on the next

mountain to climb.

3) People I can profit withMost people of financial success did

not accomplish it alone. They engage

with others in a creative or new idea.

There were two guys, not one, who

created Google. Larry Page and Sergey

Brin needed each other to succeed.

It’s usually a collaboration that creates

the biggest opportunities or to seize a

great opportunity.

As I have grown older I have also

realized that many that have achieved

their financial goals have done so

in leveraging other people’s money

to expand and gain access to more

opportunities. When an exceptional

opportunity appears don’t be hesitant

to seize on it even if you have to share

it with others. If you lack the resources

work to attract the people who have

them. If sharing minimizes your risk

or exposure it’s probably worth it. If

someone else’s funds can help you

expand your opportunities be action

oriented.

4) People I can teach or mentorThis was the smallest of all of these

groups when I first realized the four

types of people to invest in some 20

years ago. It has grown to my largest

group over that time frame. It has

taken over for me as my life’s work and

legacy.

For anyone, there is no greater joy in

life than having the front row seat in

another human being’s success show.

To watch them progress toward goals

and be able to celebrate their victories

is a thrill like none other in life. This is

true whether it’s your children, friends,

associates at work, or coaching a kids’

baseball team. The technology world

of today allows this to take place in a

more expanded way than ever before.


Maintain balance in your life:9It’s easy to hyper focus on a singular

area of your life. The focus on

your business to the exclusion of

your family or health doesn’t take

any particular skill to accomplish. I

have observed a large number of

financially successful people who have

achieved spectacularly in the wealth

category only to fail miserably in their

relationship categories of life.

Too frequently we are measuring

success through the financial lens. I too

was guilty of that at a younger age. I

admired someone in my younger years

because of his wealth and earnings but

it became clear that by his third wife

all he was doing was creating financial

success. He was, and is today, clearly

not an example but a warning of how

a disastrous lack of balance can be. He

is presently in his 5th or 6th marriage. I

have lost count...failure.

The money or wealth area is the easiest

to achieve. The duration of a thriving

relationship with your spouse or

significant other, children and friends is

far more challenging and valuable for

your health and well being. I remember

a story my father shared with me some

25 years ago upon his retirement in his

late 50s. His accountant expressed in

a meeting that he had enough funds

to retire well off. He followed up his

comments with a statement that my

father had done well. To enable that

to occur his accountant expressed,

“The one key thing that had ensured

his retirement...he still had his first

wife.” The growth and enduring of

relationships is a true measure of

success.


Keep things simple:10A few years ago I had a large health curveball thrown at me. It was probably God’s way of trying to get my attention to change, slow down and simplify. My life had gotten too complex, stressful and anything but simple. The extensive travel, speaking domestically and internationally had complicated both my businesses, family life and it affected my health. Sometimes more was not better and it took a wakeup call for me to cut back and simplify.

It was on a flight heading east when I experienced a vertigo episode that finally got my attention. I had experienced a little mild vertigo and some hearing loss for awhile but this episode was severe. I was literally laying in the aisle of a 757 with my head and body spinning and being sick. How I managed to complete my speaking and travel schedule that week; I still don’t know. I needed to find out what was causing these issues. I was diagnosed with Meniere’s disease which is an inner ear disease that affect hearing and balance. There is no cure,

only the opportunity to mange the effects. The worst of which is vertigo.

Being forced to slow down was not easy for a type A person. To simplify my schedule and life was also not easy; truly I had no other choice. I am grateful for what this experience has taught me and continues to teach me with each passing day. We all tend to complicate our lives, and increase stress beyond what is reasonable or even long-term manageable. The most gratifying things in life are free or un-complex yet we take them for granted.

What do you need to cut out?

What would improve your life?

What should you simplify?

Have you gone through your stuff and purged recently?

When is enough...enough?

The American philosophy of whoever has the most toys wins the game...is flawed. We are in the experience business with our lives. It’s not about toys but experiences. There are


some toys that can help us create

experiences with others but when we

are all done and we are at the end of

our lives here on earth everything we

have left goes back in the box of life

and gets put on the shelf.

I hope that these ten rules will

continue to guide you in your quest

for expanded success and fulfillment in

your life. In all my travels I have never

met anyone who didn’t desire to be

more, have more or live more. I am

sure because you are reading this the

same is true for you.

Each of us is uniquely gifted. We all

have talents and blind spots with

regards to these ten rules. Some of

these ten you probably do well, while others are a massive struggle each day or week. No one achieves perfection on the whole list. It’s how we are progressing to expand our life. I want you to take action right now.

I want you to rank these in order of importance to you. Which of these 10 would have the most significant impact for you based on where you are at right now in your life? Take a moment rank them in the form below. Then rank them as well on a scale of 1 to 10 in how well you do them; with 1 being low and 10 being high. This will give you two clear scales by which to craft your next series of actions you need to take.

I wish you all the best in your journey to goals, dreams and objectives. There will

be times where we will need luck, prayers and the well wishes of others. If I can

be of aid to you in your journey please feel free to contact me either through:

www.realestatechampions.com

www.facebook.com/realestatechampions

[email protected]

877-732-4676

To your journey,

Dirk Zeller

http://www.realestatechampions.com

http://www.facebook.com/realestatechampions


10 Key Actions to Explode Your Success

Step 1: Rank these actions in order of importance to you

Step 2: Rate yourself for the following actions on a scale of 1 - 10 in how well you do them

ACTION RATING Step 1 Step 2

1. Focus on being productive, not just busy ______ ______

2. Focus on your half-dozen things ______ ______

3. Focus on measuring and tracking results ______ ______

4. Focus on production not perfection ______ ______

5. Stay positive...even when you experience setbacks ______ ______

6. Take immediate action on goals, objectives and priorities ______ ______

7. Focus on making small incremental progress ______ ______

8. Invest time with the right people ______ ______

9. Maintain balance in their life ______ ______

10. Keep things simple ______ ______

key actions to explode your success - real estate … key actions to explode your success success is...

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