Join Me For My Live Interview with Chris Smith


 
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Join me Sept 23rd, in a live interview with the amazing, unbelievable, tech-savvy, google friendly, search optimized, mover, shaker, real estate money maker….CHRIS SMITH. Chris is the co-author of the best-selling book Peoplework and is co-founder of Curaytor. As you probably know, he hosts a uber-popular weekly webshow about marketing and technology called #WaterCooler and has even been named the most influential person in real estate by Inman News. You’ve seen him speak at major real estate conferences…..You’ve read his blogs and articles….and you’ve watched his webshow. NOW you get the ultimate opportunity to tune in live as we interview the interviewer. The one, the only, the amazing….CHRIS SMITH. Stay tuned. Virtual Seating for the September live interview with Chris is extremely limited to grab your seat now, before it’s too late.Here’s what we will be asking Chris…1. What the the heck is Peoplework?
2. What is the People Revolution that he talks about in the book?
3. How has technology changed the real estate playing field and what can agents do about it?
4. What happens if I’m an agent that DESPISES technology?
5. Is digitizing the process the endgame in the new techno-savvy world?
6. How has the value proposition changed for real estate peeps?
7. How do we make our businesses more human?
8. What the heck is Curaytor and why are the cool people watching #Watercooler?
9. What would his business look like if Chris were an agent?
10. 3 Coolest technologies agents should learn now to get ahead.And much, much, more. We have got Chris Smith on the line for 45 minutes and we will not waste a second of it. Join us live for this amazing event. 

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Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Banish the Dragons

It’s days like these when I totally love my job.  I’m building a massive real estate empire.  Agents are joining my firm in droves.  Not a day goes by where I am not meeting with another interested, talented candidate for my company.  For every single awesomely amazing day like this, I can recall days where everything was so hard that all I wanted to do was throw in the towel.  Oh yes, there have been days that have brought me to tears. There have been more hard days than I can count…strings of difficult days where I was rejected by everyone I met with.  Weeks where I would work from the break of dawn until midnight, fielding phone calls, prospecting, inching my marketing materials toward greatness, scrambling to pay bills, making hard decisions about employees, offices, and growth.

What I’ve come to realize is that it is IMPOSSIBLE to build a great empire without blood, sweat, and tears…..that’s why there are so few massively amazing empires.  There’s no such thing as heroes without dragons.  No dream may be achieved without sacrifice.

I hope you have big, hairy, audacious goals in your own life.  I pray you realize what I have….that when the tears start to well up in the corners of your eyes….when your eyes burn from exhaustion…..when you feel like you are at your breaking point….this is the universe just sending you signs that you are achieving something AMAZING.  The universe is challenging you….asking you to prove how badly you want it.  These are your dragons and without them you can never be the hero of your life.  Go get it.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

I Have News for You – YOU Are a Hoarder

 

“The insight I had as a child, even though I didn’t  know how significant it was at the time, was the beginning of my understanding as to why it is that we suffer.  It became very clear that one of the primary reasons we suffer is because we believe what we think, that the thoughts in our heads come uninvited into our consciousness, swirl around, and we attach to them.  We identify with them and grab hold of them.”

“One of the greatest reasons we suffer is because we believe the thoughts in our heads.”

“Why is it that we do this?  Why do we believe the thoughts in our head?  We don’t believe the thoughts in someone else’s head, when they speak them to us.  When we read a book – which is nothing but the recording of somebody else’s thoughts – we can take them or leave them.  But why is it that we are so prone to grasp at the thoughts that occur within our own mind – to hold onto them and become identified with them? We don’t seem to be able to put them down even when they cause great pain and suffering.”

These excerpts are from Adyashanti’s book Falling Into Grace – Insights on the End of Suffering.

Recently I went through a major brand change at my firm.  The hardest part of the brand change was that there was a small group of people that left my company because they didn’t want to be part of the new brand.  This group of people was like family to me.  They were part of my wedding just a couple months before the changes at the office.  We ate lunch together, celebrated holidays together, laughed as one, and cried as one.  We were as solid a group as there could be.  When some left my company after the change, it was no surprise, but this small group whom I considered family, they tore my heart out as they left one by one, leaving me when I needed them most.

For the first weeks and even months after the change I vilified these so called friends in my own mind.  It eased the suffering I was feeling.  Then a co-worker gave me this book, Falling Into Grace.  What I learned is that there was no reason to continue feeling the pain.  The pain and suffering I was feeling had nothing to do with those friends that left me, but rather the story I was repeating in my own head about why they left.  Why did I believe the story in my own head, especially when its only purpose was to cause suffering.  My own thoughts were preventing me from experiencing my own greatness…from building the empire I was seeking to build….from helping millions of people go after their dreams of owning a home…of building a real estate business… of achieving their own personal greatness.  The people that left my firm were not holding me back.  I was holding me back.

As I was flipping through television shows this weekend I came across a show called Hoarders.  This show was about a woman who had collected so much stuff in her house that she could no longer safely live in her own home.  Decades worth of junk had piled up around her to the point that rats were infesting her home and she didn’t even know it.  As I watched this poor woman deal with her fear of letting go of the junk….it occurred to me that I am no different.  The junk I hoard is my thoughts.  And, I am not very different than most.  I see people suffering every single day and they assign the reason to their suffering to a person or situation that has hurt them, but the truth is that what’s really causing their suffering is their thoughts.  Let go of the non self-serving thoughts and the suffering dissipates.  When the suffering is gone, there is so much room for happiness, dreams, and love.

That tiny close knit group of people that left me, they are the same people today that they were when I loved them so much.  Nothing changed.  It was merely the thoughts in my head that were causing all the pain.

If you feel pain, hurt, or sadness, I ask you this, “Why do you believe the thoughts in your head?”  When you realize that pain and suffering is a choice…..and when you realize that you are 100% responsible for controlling the thoughts in your own head, then you can begin to let go of that pile of junk you’ve surrounded yourself with.  Stop hoarding.  Life is too good and way too short.  Your dreams are waiting for you.

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

A Toast to Entrepreneurship

 

“It was a great former British Foreign Secretary and Prime Minister Lord Salisbury who said that diplomatic victories ‘are made up of a series of microscopic advantages: of a judicious suggestion here, of an opportune civility there, of a wise concession at one moment and a far-sighted persistence at another, of a sleepless tact, immovable calmness, and patience that no folly, no provocation, no blunder can shake.'”  This speech was given in 2013 by William Hague (who was at the time Secretary of State for Foreign and Commonwealth Affairs in Great Britain) at a farewell dinner for Secretary of State Hillary Clinton in 2013.

This speech has embedded itself in my soul because this describes exactly what it takes to be a successful entrepreneur.  Although Hague was describing what it takes to be a chief diplomat, he inadvertently described entrepreneurship to a tee.

Entrepreneurship is made up of a series of microscopic advantages…

A judicious suggestion here….

An opportune civility there…

Of a wise concession at one moment…

And a far-sighted persistence at another…

Of a sleepless tact….

An immovable calmness…

And patience that no folly, no provocation, no blunder can shake.

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Dream Big Or Go Home

 

Chris Daughtry, lead singer and guitarist for the band Daughtry is said to be the third most successful artist to have been a contestant on American Idol, following behind Carrie Underwood and Kelly Clarkson.  Interestingly, Daughtry didn’t win American Idol, coming in fourth place on the Fifth Season of the show, yet his drive, ambition, and talent have allowed him to pursue his dream despite that loss.  He signed a record contract with RCA two months after his Idol loss and has since sold millions of songs.  Daughtry’s first album was the fastest selling debut rock album in Neilsen Soundscan history.  So, what can we all learn about success from a record artist who has had little problem building his music empire despite the fact that millions of talented artists are competing for the same space?  Here is how anyone can succeed Chris Daughtry style.

1. Never, Never, Never: I asked Chris straight out what advice he would give to someone who wants to accomplish big goals in life.  “Never, never, never stop dreaming.” If you have stopped dreaming, you might as well be dead.  Interestingly, before auditioning for American Idol, Chris Daughtry auditioned for a CBS show, Rock Star INXS.  He didn’t make the cut for the show.  Yet, Daughtry didn’t give up.  He continued to perfect his skills by playing in a band called Absent Element in North Carolina.  He never stopped dreaming and believing he would make it big.  In 2005 Chris flew to Colorado to audition for American Idol.  He barely made the cut because Simon Cowell thought his performance was t0o robotic.  Thankfully, Paula Abdul and Randy Jackson voted Chris onto the show.  When Chris got voted off the show, in fourth place, it was Simon Cowell who was then his biggest fan….Simon felt that Chris should have moved on to win American Idol.  Despite the loss, Chris didn’t give up.  He worked the talk show circuit and continued performing in front of millions on these shows and within two months of being voted off Idol, Daughtry signed his first major record deal.

2. Speaking of Dreams: DREAM BIG.  What if Chris Daughtry believed that a young southern singer would only get so far as playing in seedy bars across North Carolina on Friday nights?  After all, that was the life he lived, all while dreaming of a national recording contract that would get his songs, his voice, his art exposed to the world.  Too many people can’t dream past their current circumstances and because of this they end up being forever stuck in their current predicament.  Nobody can dream for you.  Others may try to limit your dreams, by telling you what your capable of…but in reality when someone does that, they are only telling you what THEY are capable of, not you.  Your dreams are the GPS to your better tomorrow and since you have complete authority to paint a picture to your future, why not make it an awesome one.  Dream big, or live today over and over for the rest of your life.

3. Stand Out: My husband, Jay joined me for this rare opportunity to chat with Chris Daughtry.  Jay was wearing a purple patterned shirt that really stood out and Daughtry commented on Jay’s shirt and how important it is to stand out amongst the crowd.  In a world where everyone looks the same, sounds the same, and acts the same….those that build massive empires are the ones that figure out their own unique way to stand out.  No great empire is ever built alone and the only way to mobilize an army of advocates who want to support you is to BE MEMORABLE.

I have to agree with everything Chris Daughtry shared during our short time together.  After all, the only reason I even got the opportunity to talk to him was because I never gave up, I dreamed a big dream, and I found a way to stand out…..now that I think of it, everything great that has happened in my life was acquired based on these three simple principles.

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Simple Technique To Stand Out

How many phone calls do you receive in a day? Ten, twenty, fifty calls?  Do you ever have so many calls that you just shut off the phone and stop taking them?

What do most of those phone calls have in common?  The person on the other end of the phone wants something from you.  They are calling you because they want to receive something from you.  They want your time, money, advice, or something else.

How often do you receive phone calls where the party on the other side wants nothing from you.   Rather, they are calling to see if there’s anything they can do to help you?  In the past thirty days I received two such phone calls.  My friend, mentor, and best-selling author Michael Maher reaches out to me almost every month.  He reaches out just to ask if there’s anything he can do to help me.  There’s no other reason for the call.  Then yesterday my long time friend and mentor, Chuck Lemire, simply reached out to see if there was anything he could do to support me.

The reason that these two people stick out amongst the hundreds of phone calls received each month is because their sole agenda was to offer love, support, and advice.  Nothing more.  The eye-opening, jaw dropping, takeaway for me was that I NEED TO MAKE MORE OF THESE CALLS.  Not only do I receive hundreds of calls and emails each week of people who want something from me, I AM GUILTY OF DOING THE SAME TO OTHERS.  Too often I only call people when I need something from them.  Too often my calls are self serving.  Too often I am blending into the crowd of mediocrity by reaching out for my own benefit.

What I have learned from my friends like Michael Maher and Chuck Lemire is this – better empires may be built by this simple little technique of scheduling time to reach out to offer help.  When you reach out to your customers, friends, and family, you must do so with a mindset of giving back.  Stand out by being that person that reaches out regularly with the sole purpose of serving others.  Success is simple, but so is mediocrity.  Which will you choose?

 

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Panning For Gold

Panning for gold sounds so illustrious and exciting.  The truth is, panning for gold is hard work.   If you want to find gold you have wade through dirty water and dig through mud in the search of tiny flecks of gold.  If you are in sales, then you know what it’s like to pan for gold.  The people that make the most money in sales have figured out a way to jump into the mud pit and dig every single day.

Today’s blog post is for my friend Brian.  Brian works for my real estate firm.  He’s my 2016 Top Producer of the Year!  He’s got a lot of work to do but so far it seems like he’s willing to break through the pain of hard work in order to bask in the glory of success.  Today’s blog is about breaking through procrastination.  Brian’s success will come down to his ability to execute.  Can he spend one to two hours a day prospecting for business, turning stones, mining for gold?  It sounds simple, but prospecting is hard, hard work.  It takes an absolute willingness to get the door slammed in your face….over…and over….and over.  If you can’t take it, find a job that doesn’t involve sales.  Great sales people eat fear and rejection for lunch.

Today Brian reached out to me about his struggle with prospecting.  On Saturday morning he went to the office and he was the only one there.  The silence was piercing.  He started checking emails…then watched people walk by the window….then read the newspaper.  He did everything that he wasn’t there to do.  This is what prospecting does to us.  It’s hard to pick up that phone!  In the end, Brian made three phone calls and called it a day.  It’s a HUGE step forward…but not big enough.  He’s going to need to get to a point where he’s spending 1-2 hours a day prospecting for business if he wants to achieve his goal of being the top real estate agent in the entire firm based on transactions closed.

Here’s my 5 personal secrets to breaking through procrastination in order to reach peak performance.

1. Create Habits – I hate prospecting for business as much as the next guy.  However, I prospect for two hours every single day, no matter what.  I’ve made prospecting into a habit.  The beautiful thing about habits is that they are automatic.  It’s like life on auto-pilot.  I’ve created a habit of prospecting and so I do it every day automatically without thinking about it.  If I thought about it, I’d probably do exactly what Brian did….check my emails, read the newspaper, people watch.  If I thought about the huge dose of rejection I was about to take every morning I would not do it consistently.  So, I don’t think about it….I just do it….it’s a habit I’ve created in my life.  How do you create a habit?  Force yourself to do whatever you don’t want to do every day for a long time.  Some say it takes 21 days to form a habit and others say it’s 30 days….all I know is it takes a long time to form habits.  You will have to force yourself to take the action every day even thought you don’t feel like it.  If you do this over and over and over day after day…one day you will just do it without thinking about it.  Then you’ll do it again without thinking about it.  Then again, and again…until you’ve finally created the habit that will carry you to your big hairy audacious goals.  The best thing about habits is that you do them even when you don’t need to.  Often times, I see sales people who stop prospecting for business when they have business.  This is the worst thing you can do to your business because it guarantees that you will eventually run out of business again.  Create a habit of prospecting daily, even when you are super busy, and your pipeline will never go dry.

2. Eat that Frog – One of my favorite books is Brian Tracy’s Eat That Frog.  If you woke up today and knew you would have to eat a frog by the end of the day, would you eat the frog first thing in the morning or would you do it late in the day.  If you do it first thing, then it’s over with.  You can move on with your day.  If you put it off…it weighs on you all day long.  Prospecting for me is done first thing in the morning every day.  I start at 7am and I prospect until 9am everyday.  I get it over with so I can move on with my day.

3. Vision Board – The mirror in my master bathroom has been converted into a vision board.  It’s the first thing I see every morning.  It has photos of my future life, including my beach home, my company growth goals and more.  My vision board is the first thing I see each morning and so this vision is what I picture as I am doing the things I don’t want to do.  Does it make the prospecting any easier…NO.  However, it makes the prospecting pill easier to swallow because I know that every call I make leads me one step closer to my goals.

4.Scorecard – There will be many days of prospecting where the results will wane.  Do you have what it takes to go day after day without results?  The truth is…there will always be positive results if you are prospecting one to two hours a day.  It’s impossible NOT to have results.  That being said, there will be days where it feels like you are on a losing streak.  That’s why it’s important to keep your own personal score card.  Track your calls daily.  Keep a track record of your success.  I know that for every 20 calls I make, I will get at least one appointment, sometimes more.  Knowing this allows me to keep making calls even when I have a string of rejections.  It also allows me to keep making the calls even when I have success.  In other words, I don’t stop prospecting when I get an appointment because I know that I am most likely in for a string of losses.  I know that my scorecard will reflect poor performance unless I make the same number of calls every single day no matter what….whether I have wins or losses.

5. Enthusiasm – The key to successful prospecting and to breaking through procrastination is enthusiasm.  I cannot wait to make my calls every morning.  I am over the moon ecstatic about making  my calls each morning.  Why am I so excited?  I know that when I am making those calls I AM WINNING.  I am doing what most people won’t do.  I have created a habit that will allow me to build the largest real estate firm in New England within five years.  Nobody prospects as well or as much as me.  I’m excited because I get the awesome opportunity to prospect for gold every day and usually I end up finding bags of it.

Go ahead…stop pacing along the shore and jump into the mud.  It’s the only way you will find any gold.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

Knowledge Is Not Power

 

I read a quote recently which said, “Knowledge is Power.”  The truth is knowledge is nothing unless you do something with it.  I have studied salespeople and entrepreneurs for 20 years.  The most educated are not the most successful.  In fact, there is very little correlation between those that have MBA’s and those that make millions or billions.  So, what makes for a successful entrepreneur? What allows someone to break out of the mediocrity in order to break through the Pareto principle to be one of the 20% doing 80% of the business?

Are you ready for the answer?  It’s simple…but it requires you to do something.  You might not like what I have to say but if you heed this simple theory, your life and your business will be forever changed.

Knowledge is NOT power….

Power is….

Action

Execution

Doing something about it

Changing

Not accepting the status quo

Biting the bullet

Here’s the bottom line….I see some people read books, attend classes, and listen to audio cds constantly.  Hooray!  That’s AWESOME.  However, if you walk away from the class, the book, the audio cd UNCHANGED….then you wasted your time.

I don’t care what you do…but do something.  Make today different than yesterday.  Change your business in small increments. Tweak your business and life daily from the teachings you absorb.  Knowledge is like gasoline in your turbocharged Ferrari.  It’s super useful to have…but it gets you nowhere unless you do something about it, like turning the key.

I recently taught a class called Burn Your Business Plan….the point being that a business plan won’t make or break a business.  That being said, those that labor over business plans are ACTION TAKERS…they are taking action to write the plan.  Therefore, in my humble opinion…those with great business plans build great businesses not necessarily because of the content of their plan but rather their greatness is a byproduct of their ability to take the action of writing a plan.  Execute like your life depends on it and you will build something great.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.

A Simple Strategy to Win the Sale

 

This article is for anyone in sales…specifically a competitive sales job where you are regularly competing head to head against other sales professionals, like in the real estate, insurance, and financial service businesses.  Recently I was working with a coaching client as we discussed the process she goes through in sharing her value proposition with her prospective clients.  My client, a real estate agent named Amy, had recently lost a listing to a competitor, even though my client had been in the business longer, had a high quality presentation, and a track record of success that made the competitor look like a rookie.  I asked Amy to walk me through the presentation she made so that we could troubleshoot and find any potential error that could have been made.

Here’s where Amy nailed the presentation….

– Shared her value proposition

– Impeccable presentation which she presented using an iPad

– Asked what the client’s goals were

– Developed rapport with the client

– Marketing materials presented were second to none

– Matched the client’s goals to the value proposition offered

On all counts it appeared that Amy had done everything right….except for one thing.

Amy neglected what is perhaps the most vital piece to the sales process. She forgot to educate the client on how to choose the best sales person.

Here’s the takeaway….your client doesn’t know your business like you. The client understand’s his or her goals, but doesn’t know how to choose the best person to help facilitate the process of achieving that goal.  For example, in the case of Amy…her client wasn’t educated on how to choose a real estate agent; what to look for….what to ask….what matters when it comes to choosing an agent and WHY it matters.  If you don’t educate the client on the basics of how to choose between you and the competition, then you are opening yourself up to a major loss.  Here’s why….if you let the competitor educate the agent, the competitor is more likely to win the client because now the client understands the process of selecting their representative….and the person that provided the much needed education happens to be sitting right there so why not choose that agent.  If you forget to educate your client on the selection process, and your competitor does too, you have lessened your chances of losing the client, but only marginally as compared to if you didn’t ignore this important step.

There is huge value in defining the selection process for your client….teach them how to choose the best salesperson and you’ll likely cement yourself into that role in the process.

 

Stacey Alcorn is the author of REACH! and Tuned In. She is a business strategy and sales consultant for large corporations and Global Fortune 100 Firms. She is also a keynote speaker, blogger, trainer, and start-up consultant. Her sales training products have been licensed by hundreds of organizations around the world who use her one-of-a kind sales training materials as the genesis for their own brand growth. Make sure to sign up here for my REACH! Weekly News for awesome interviews with Leaders & Visionaries that I only share with my VIP members.