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Traveling & The Perato Principle

By Darryl Turner

I have been spending a record amount of time on airplanes, hotels and doing seminars over the past few months. In all the running, it continues to get clearer and clearer to me that I am not superman (contrary to what my 4 year old thinks)… I can’t do everything.
The Perato principle (the 80/20 rule) basically says this… “The majority of what we do each day DOESN’T MATTER”!

This usually messes people up as they want to believe that their chosen activities are paying off for them and that they are good at deciding how they spend their time. I regret to inform you that this rule typically applies to everyone, including me.
I have learned that sometimes a clear “No” can bring better results than a “Yes”. Our issue is that some of us haven’t learned how to effectively say no. We have been trained that the best answer is yes and that has been what has kept us off track in many cases, for years.

Let’s make things simple. Think of the 5 most important things that should be allocated time and focus to. Once you have them in your mind put it down on paper. The goal here is to have a list of the top 5 most important things to accomplish this week. Don’t clutter it up with your entire list of things to accomplish, just list only the top 5. Doing so will keep your head wrapped around those most important items.

In fact, my recommendation is the same for every week. Along with identifying the top 5 things over all, make a list of 5 of your good customers. Once you have that list, make a point to “TALK” to them before the end of the week. Sometimes it is just a simple thank you call and sometimes it is to just reach out to them and let them know you were thinking of them and wanted to tell them how much you appreciate them.

When doing so, never end a call without asking them this question: “What are you working on right now that I might be able to help you with”? This is the simplest and most effective “Ask For The Order” question that you will ever find.

Also, I recommend that you make a list of the 5 most important prospects that your team is currently reaching out to. Once you have that list, “TALK” to them as well. Introduce yourself and make yourself available for any conversation they might want to have.
You see, when we break down what actually pays off the most, it becomes extremely clear what we should be saying yes to. If you can’t put your finger on exactly why you are doing something, I recommend you simply consider not doing it.

Remember, stay focused, identify the 5 most important things to accomplish each week and then go after your top 5 customers and prospects.
An easy and effective way to reach out to your top five customers and prospects is with the marketing tools available from stewartmarketing.com. This online resource gives you unlimited access to a wide selection of greeting cards, drop cards, Ecards and much more that make it easy to “talk” to your customers and prospects on a regular basis.

And the large selection of marketing flyers and PowerPoint® presentations on a variety of title and real estate-related topics can really help you become a valued resource for information to your customers. If you aren’t already taking advantage of these great tools, go to https://www.darrylturner.com/coaching/ to purchase an unlimited-use annual subscription for only $29.95 and start your own effective marketing campaign today.

Don’t complicate your day any more than this market already does.
Have an awesome month!

Darryl

©2019 Darryl Turner, Traveling & The Perato Principle

Darryl Turner is the CEO of the Darryl Turner Corporation based in California.  DTC organizations specialize in the advancement of companies in any economy.  Darryl is also an international motivational, business, sales, management and leadership speaker delivering more than 200 live events annually.

You can follow Darryl on Twitter at www.Twitter.com/DarrylTurner.

Every title sales rep needs a coach – “Learn how to Learn”

-Darryl Turner

“I HATE SCHOOL” is a common statement heard among many high school and Jr high age kids. In fact, some of them hate it so much they actually blame their teachers for their own unwillingness to listen and ultimately learn.

The older I get, the more I love learning. I do, however, have to admit that I was one of those school haters when I was young. I just hated slowing down to focus. That’s it. That was my real issue. In order to do better in school I would simply have to stop goofing off, hanging out so much with friends and buckle down and study, do homework and stay focused.

Recently I was speaking at an event and I noticed that there were only two types of people in the audience; Note takers and non-note takers!

The non-note takers sat, laughed, participated and were engaged the whole time, but they simply didn’t write down a single note.

We had a blast at this event and we worked through very specific issues relative to their business. It was evident by their facial expressions, answers and body language that these issues were critical and the solutions were significantly needed.

Why didn’t they take notes? Was it because they are audio learners? Was it because they thought they could remember? Or was it because they simply weren’t ready to make themselves accountable to the information? The world may never really know.

The second group was the note takers. These are the people who seemed to write down everything we discussed. In fact, I found who I might assume were the two most successful people in the room. You guessed it, taking notes. In fact they took pages of notes. So many that I was wondering how they would decipher through them when they got back.

The thing I have noticed throughout my entire career is that the people who devote themselves to continuously learning and continuously implementing what they learn are absolutely the most successful.

Does this mean that those who don’t take notes or read books or listen to CD’s won’t be successful? Not at all. In fact many of them are. Many of them simply learn differently and this system works fine for them.

The real key here is to always be a learner. The moment we feel like we know something is the moment that we instantly stop learning in that area.

I encourage you today to become an endless learner!

Never stop reading, listening and participating in the process of gaining knowledge.

Be blessed.

Darryl

 

Darryl Turner is the CEO of the Darryl Turner Corporation based in California.  DTC organizations specialize in the advancement of companies in any economy.  Darryl is also an international motivational, business, sales, management and leadership speaker delivering more than 200 live events annually.

You can follow Darryl on Twitter at www.Twitter.com/DarrylTurner.

For more information about Darryl Turner, visit www.DarrylTurner.com or call 209-548-9000

Sales Strategy – “Sales Is Like a Raffle, You Must be Present to Win” by Darryl Turner

I had the opportunity recently to speak to a large audience on Southern California.  During this event I was very specific.  I was specific in the areas of structure, procedure, processes, and sales strategy.  In fact, I was actually very specific in the lack of these things, not the presence of them.

We all know that the most common time any title company picks up a new customer is when they are receiving bad experiences from another company.  We know this to be true and also allow this fact to make us think they actually selected us.  Here is something to think about.  “Even ugly people can get a date if they are the only ones left”.  As much as this thought might make us chuckle, it is actually what happens every day in the title industry.  Other title companies make mistakes, their customers now try us and then we think we are awesome and it is because of us.  Actually, it isn’t.  We were just in the right place at the right time.

Since the above it true, we must then accept that the opposite is true as well.  The most common time you lose a customer is when they are getting bad or less than adequate experiences from your company.  In addition to this you must also accept that all the customers you currently have or had and ever will have are there for one of two reasons:  (1) bad experiences somewhere else or (2) good experiences with you.  Both are still a result of experiences.  Why?  Experience is the root of all movement.

So, when it comes to strategically gaining new customers you must realize that people make decisions based on experiences and those experiences create a “Want” in them to do business with you.

Since you can only manage a finite number of prospects then you must be constantly upgrading the quality of your prospects.  In other words, sometimes you must “Send Them Packing”.  That’s right, you can’t call on everyone.  In other words, you will sometimes literally have to stop calling on certain prospects.

 Keeping in mind that you only have so much time then you must make sure you do the Core Critical Activities that get results.  Select prospects well, be ready to remove them, create experiences for the best ones and remember to ask for whatever you level of rapport will justify, on every call.

Go get ‘em.

Darryl Turner

Darryl Turner is the CEO of the Darryl Turner Corporation based in California.  DTC organizations specialize in the advancement of companies in any economy.  Darryl is also an international motivational, business, sales, management and leadership speaker delivering more than 200 live events annually.

You can follow Darryl on Twitter at www.Twitter.com/DarrylTurner.

For more information about Darryl Turner, visit www.DarrylTurner.com or call 209-548-9000

“Keeping a Positive Attitude” (Garbage in, Garbage Out)

-Darryl Turner

It was 1979 and I was so excited to get my first real car. I am guessing that most people had the opportunity to, at one time or another, have a Ford Pinto. My first car was not a Pinto, but a 1973 Chevy Vega. I am telling you, this was one fine first car.

 It didn’t take long for me realize why Chevy stopped producing aluminum block engines. This thing got about 15-20 mpq. That’s right, about every 15-20 miles I had to pull over and put in another quart of oil.

It was at that point that I realized that I needed to upgrade my ride. So… I got a 1973 Ford Pinto… Wagon! (with wood siding and one dent).

Even though, looking back, I enjoyed those days it is not hard to realize that I was driving a real junkie car! In fact, I had two of them in a row.

You see, I am convinced that many people don’t understand that their attitude is a vehicle. The definition of a vehicle is “any means in which someone travels or something is carried or conveyed”.

Don’t fool yourself for a second! Our attitude is a vehicle that will take us somewhere. I am always saddened by where some attitudes (vehicles) are taking many people.

Recently I ran across a negative person (I tend to find them). They had the stinkiest attitude. There was nothing about the way they saw things that would keep them on a good path. Their vehicle was going to take them where they didn’t want to be. In fact, I told them that very thing.

It has been said that over 85% of our success in life and business is derived from our attitude. Since that is true, is it also fair to say that over 85% of our failures in life and business also come from our attitude? A positive or negative attitude are both conscious choices and both take the same commitment!

While taking some flying lessons, I learned that the attitude of an airplane is determined by where the plane nose is heading in comparison to the horizon. So, when flying, if your attitude (nose) is too high you will stall. The plane simply cannot climb any more in that position. The opposite is also true; if the attitude (nose) is too low you are basically headed to the ground.

Have you ever met someone with their nose too high? How about too low?

I am convinced that too many of us are simply not good at guarding our influences in our life. In other words, we listen to things we shouldn’t, watch things that don’t edify us and sometimes hang around those with entirely stinky attitudes.

I challenge you today. Learn to exit negative situations. Learn to confront negative people and learn to simply not watch negative TV such as scare based media etc.

The old term “Garbage-in, garbage-out” doesn’t just apply to computers. It also applies to us. Be bold, keep a positive attitude and don’t let anyone or anything slow you down.

The future looks bright! Can you see it?

Be blessed.

 

 

To read more like “Keeping a Positive Attitude”

visit https://www.darrylturner.com  or visit http://www.stewartinselligence.com

How to Find Success in the Title Industry

by Darryl Turner

With all the crazy hustle and bustle going on in our industry, I continue to get asked the age old question…”How can I get into the REO world?”

I am confident that the best solution would have been to get into it before now by working on the foreclosure side of the business to allow you the opportunity to build relationships with that side of the business and to begin to establish a channel to asset managers.

I know what you’re thinking…Hey dude…I didn’t, so now what?!

Let’s break it down to a simple question…how did you get the business relationships you have today?

Most customers you have you will find that you found them through other relationship sources. We call these referrals.

How will you get into the REO world? The best way in is through someone else.

Look at it this way; the people in purchase deals with you today (on both sides of the transaction) are the most active Realtors® in your market. So based on this fact, and it is a fact, who would you guess would be doing the REO portfolio work and who has the relationships with the asset managers?

Here is something to remember…they cherish their relationships with their asset managers and banks that have entrusted them with their work. So, will they immediately and freely just give you entry into their REO relationships? Absolutely NOT!

Here are some simple goals for you:

1: Do such a great job on all sides of the transactions that they (all parties) strongly desire to use you more in the future.

2: Ask them how much REO work they do now. You will have some tell you none. That is not a bad thing as the weeding process has now begun.

3: When you find out that people you work with right now, everyday, have an “in” with an asset manager, you then ask for an introduction.

4: Don’t lose faith when a lot of them do not want to make that connection in fear of losing it for themselves…you only need a few in a year. It doesn’t take many asset manager accounts to totally make your year!

Let’s look at this in its most simple form. Your best “in” with anyone is always through someone else. Who do you have working with you today that needs to have a reason why they should make the connection for you and then ask, ask, ask… Keep this simple and watch things begin to work out.

Be blessed.
Darryl

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Read more like “How to Find Success in the Title Industry”

at https://www.darrylturner.com

“It has been proven time and again, the more you do things right the more the guarantee of somehow annoying someone.”

It was 1986 and Dave (a coworker) came up to me right before our sales meeting started and privately asked me to no longer go out and make sales calls before the sales meetings.  Confused, I had to ask Dave why.  His answer was funny.  Dave looked me right in the eye and said “That makes the rest of us look bad”.

I have never forgotten that comment or the look on Dave’s face when I clearly told him that blowing out my candle will never make his burn any brighter.

It seems that we typically upset more people when we do things right, have success or just stay on the right path than when we don’t.  In fact, the old adage, “misery loves company” is very appropriate.  If not producing what we have the ability to accomplish makes us miserable, then restated “unproductive people love company”.

“It has been proven time and again, the more you do things right the more the guarantee of somehow annoying someone.”

Based on this, I want to share with you what I have determined in my life as the 5 most powerful ways to annoy others.

A.N.N.O.Y.

A:            Announce your goals

Studies have shown that by simply announcing your goals to others you are significantly more likely to accomplish them.  In fact, it has also been proven that by keeping goals a secret that only you know is almost a guarantee of not even coming close to accomplishing them.

Why is this the case?  We typically are significantly less likely to let down others than we are to let ourselves down.  This is why it pays so much to hire and follow the plan of a business coach.  When we tell others our goals, we become accountable to our spoken word.  It is that accountability that drastically increases the likelihood that we will actually do something about accomplishing whatever we verbally committed to.

N:            Navigate beyond obstacles

Fact:  We don’t bump into anything if we are not moving forward!

In other words, why are we so surprised when we run into obstacles?  Obstacles are required for achievement.  It is those very obstacles that cause the average or typical person to stop.  So it goes without saying that when you get past them you are always guaranteed of someone (who was stopped by them) getting seriously annoyed.  You should expect obstacles and stop being surprised when they come up.  If you are moving they will appear!

N:            Negate a plan B

Too often we think it is wise planning to establish a plan B.  Don’t get me wrong, if you are a sky diver it is a great idea.  However, if you really want to succeed at some very serious goals, then a plan B just might be the most significant element of sabotage yet.

 

Why?  A plan B is a subconscious escape route from your goal!

A plan B is only engaged when things get tough.  Nobody ever engages a plan B when great results are coming easy, but the other way around.  Here is a thought.  Think of the last great accomplishment you had that was easy.  The truth is that all great things get tough and then to think that a plan B is only engaged when things get tough makes this a combination that you and I want to do everything to avoid.

 

O:            Oppose negative people 

Opposition is sometimes the best reality check.

I seem to be the negative person magnet.  It seems that if they are around, they will surely find me.  Now don’t get me wrong, I don’t tolerate it.  Here is a rule, “What We Tolerate Will Dominate”!  I definitely don’t want any part of negativity dominating me.

Fact:  I have never, ever, not once, met a negative happy person!

Based on this fact, I now not only don’t tolerate negativity I actually have a little fun and oppose them.  Why?  I want them to recognize the silliness of their subconscious strategy that is ruining their happiness.

The next time you encounter a negative person whose sole goal is to not be alone in their unhappiness, do what I sometimes do and ask them or both of these questions:

1: How long have you been like this?

Or…

2: Who did this to you?

Other than the funny look on their face, it typically causes them to understand what they are doing.  In fact, it almost always does.

Please don’t get me wrong, I am not trying to be mean.  I am actually the nicest guy they will likely meet that day because my goal is to actually help snap them out of it.

Y:            Yield or produce results everyday

Have you ever gotten in your car and driven to the grocery store, grabbed a cart and walked into the store only to have the revelation that you have completely forgotten why you were there?

Too often we handle our work the same way.  We start each in the morning the same time we always do, shower, brush our teeth with the same hand as we always use, grab a quick bite, drive the same roads as yesterday, walk into our office, open up our outlook and then it hits us…we have no real proactive plan for the day!

When it comes to producing results, I am not referring to being so driven that you lose all your friends, I am just strongly suggesting that you accomplish each day what is reasonable for that day.  Plan that day the night before and then execute that plan the next day.

Studies show that the average person with a written plan for the day gets out of bed 15 minutes earlier than normal and gets to work typically at least 10 minutes earlier.  Why?  They know the reason they are doing it.

I encourage you to really think about the things you do each day and then ask yourself…”Can I be more On-Purpose?

Being On-Purpose and following these five steps will not only improve your life personally, but it certainly will help you identify those who just might not actually have the same plan.

Be blessed.

Darryl Turner

 

Darryl Turner is the CEO of the Darryl Turner Corporation based in California.  DTC organizations specialize in the advancement of companies in any economy.  Darryl is also an international motivational, business, sales, management and leadership speaker delivering more than 200 live events annually.

You can follow Darryl on Twitter at www.Twitter.com/DarrylTurner.

For more information about Darryl Turner, visit www.DarrylTurner.com or call 209-548-9000

For information on Darryl’s full length DVD of the same title visit www.DarrylTurner.com