https://docs.google.com/spreadsheets/d/1W1B-60-PraBUZ97c8NTt18RQMgebvL9At9y6X0HPpnU/edit?gid=587805735#gid=587805735

Hey Everyone! Please join me Thursday at 11 AM MST to discuss some strategies my team is using to connect with realtors to collect referrals. I'll have a Slide deck you can all use if you choose to attempt one of these on your own that I will make available after the call.

This quote has stuck with me throughout my career, especially at year’s end and when planning the next. I first heard it years ago, after reading The 21 Irrefutable Laws of Leadership. At the time, I thought I understood it—if you know your stuff, you can lead. But looking back after eight seasons managing sales teams, I realize how little I understood then.The first four years, I was just steering the ship. I worked hard—really hard. I practiced pitches in the mirror, studied sales books, and put in maximum effort. Within 18 months, I rose to the top of my team, got promoted, and thought I had it all figured out. But my results plateaued at 350-400 installs/year.It wasn’t until after the pandemic, with guidance from a great mentor, that I began to focus on charting the course. I learned to set targets, plan each month, and align individual goals with a clear path to success.Since then, my results have transformed:545 installs in my first year of planning 650 installs the year after (winning the company tournament and seeing 3 team members join the Circle of Excellence)This year: 750+ installs, including 287 installs this past quarterEdwin Louis Cole said:"There are dreamers and there are planners; the planners make their dreams come true."Watching my team members achieve life-changing goals—buying homes, paying off debt, helping family—has been the most rewarding part. It’s incredible to see them push through setbacks, get back up, and achieve what they set out to do.To all the sales reps and leaders: Dream big but Plan your year. break your goals down into each day and week and refuse to miss them. Put in the extra hours to hit those daily and weekly targets. chart your course, Then Set Sail and stay on track. If you’d like a copy of the annual planning template I use, shoot me a message—I’d be happy to share.

https://docs.google.com/spreadsheets/d/1pxbst_ffze0DYw2fjIKk71fKiuL8WRkxp10y3r4Ac6Y/edit?gid=587805735#gid=587805735