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The market continues to offer its challenges, despite an overall increase in activity as we ease into summer.

What are you going to do to be successful?

As we begin to get feedback from the mid year agent business plan meetings, one thing is clear: if you are trying to do what you did in the past, and it has not worked as expected, you need to make some changes. Now.

The weather report for our industry is still unsettled. The prognosticators and talking heads now have us well into 2009 (or 2010 or 2011!) before the market shows the kind of robust activity we are all hoping for.

Insanity defined: doing the same thing over and over with the belief the outcome will be different.

Sales professionals who have been dedicated to consistent interaction (read communication) with their past clients, friends and strangers are not only surviving this market, they are thriving in it.

They are not working harder, they are working smarter.

Here is what they tell us-

They are making sure the people they know are hearing from them regularly and are getting fair, accurate information.
All communication is followed up with secondary contact.
They are doing activities others in their market don't do.......there is no such thing as "we don't do that here" in their thought process.
They are focused on opportunities, not barriers.
They are organized.
They have a plan, written down, and they measure what is working and what does not.
They have been consistently prospecting.
They try and meet new people, anywhere and everywhere they can.
They have multiple venues for contacting consumers.
They usually have their own websites, and the websites are all about a search and community information.
They use technology.
They use as many of the tools we offer as possible.
They are tough negotiators.
They almost always mention they are going outlast the downturn, survive the market or beat it.

Whether you have already met with your manager, or soon will, be ready to talk about how many of these traits are part of how you work today, and see what you can add to your repertoire of skills going forward.

We intend to grow into this market every day.

We are consistently planning for it, and striving to stay ahead of the curve.

We need each of you to do the same. Share your successes and your ideas. Seek out the advice of agents in your office and the field who are having a good or great year in 2008.

Hope is never a good business plan. Do not let it be yours.