A Concept to Challenge Your Status Quo
Maintaining a consistent cadence in biking long distances, especially on hilly terrain, requires both physical and mental endurance. Similarly, a sales person’s (aka Realtor’s) daily cadence of lead generation, such as a specific number of critical conversations or setting an appointment each day, play a crucial role in avoiding burnout and achieving sustained success… Setting them up with the one differentiating factor between the mildly and wildly successful — Consistency!
Consider when biking uphill, maintaining a steady cadence is essential to conserve energy and avoid exhaustion. This often involves downshifting to a lower gear, which allows the cyclist to pedal more easily and maintain a consistent rhythm despite the increased resistance of the climb.
In the context of a sales person’s daily lead generation cadence, this is akin to setting a predetermined win for the day that matches the resistance of their current circumstances, most influenced by their confidence of the pipeline. If the sales person finds themselves going "uphill" due to a lack of confidence in their pipeline they might downshift the predetermined daily win to "win the morning to win the day" to commit to adding one "qualified" person to the pipeline each day, as an example.
In that example, their definition of "qualified" allows for additional gears to graduate to/from. In the real estate industry, it is known that for every six people that are identified as having some real estate related goal of buying, selling or investing within the next 12 months one of them will perform (15%). If one maintained the consistent pace of achieving the goal of attracting one “qualified pipeline addition” per day, regardless of terrain, over a 48 week work year they would award them with 36 closings. (That’s called a system;-)
However, much like a biker going downhill that upshifts to a higher (harder) gear to further harness the momentum; a sales person might want to upshift to a higher gear when they have a higher confidence of their pipeline. In this situation, the pre-determined win for the morning might be to set an appointment each focus day. Somewhat counter intuitively, this upshift preserves energy as it helps the sales person avoid exertion of energy on activities that aren’t as impactful.
By having a clear goal that offers the existential flex to match the terrain of their pipeline and focusing on these high-impact activities, the sales person can steadily progress toward their objectives without becoming overwhelmed. When these promises made to themselves are kept and compounded with consistency they further enhance their confidence; thus creating energy by reaffirming the activities that lead to the necessary fulfillment in the hours they work.
What gear do you need to shift in to in order to match the terrain/confidence of your pipeline?
