It is no secret that our country as a whole is experiencing tough times right now. Not to mention those who are directly related to the mortgage, real estate and financial industries. A recent article stated “While it may seem the safe way to go, waiting until things get better can be the wrong move. New opportunities exist even in the most difficult period. This could be just the right time to create new opportunities, while reinforcing existing business.” (read entire article below)

So, are you going to simply wait for things to get better, or take matters into your own hands to create opportunities for yourself and your business? If you are ready to take charge and really forge ahead, we invite you to take a 30 Day Business Boosting Challenge! Below you will find 30 business building tips to implement during the next 30 days. Each day, commit to accomplishing one tip – and at the end of the 30 days you should be well on your way to more business success than you’ve ever imagined! Track your results and let us know how your business has changed. Most important, keep up with the tips which have been most impactful, even after the 30 days are up!

1. Get Happy! First things first. Are you happy and excited about what you do? If not, you probably don’t want to bother with the rest of these tips because having a good attitude is ingredient number one. You MUST believe in what you do to succeed. Think of three things that will make you happy right now (within reason) and do them.
2. Dial some Digits. Make one phone call to a referral partner today. Ask them how they are doing, how their business is doing, and if there is anything you can do for them right now. For extra credit, call more than one.
3. Happy Birthday! Select 10 of your best clients and send them birthday cards. This can easily be done by signing them up on a Birthday Greeting Card Campaign.
4. A Good Deed. Offer to do an errand for one of your referral source partners. Free up a bit of their time.
5. Practice Handwriting. Choose five of your best clients and send them a hand written greeting card simply saying hello. Bonus: include a $5.00 Starbucks gift card just to remind them how special they are to you and your business.
6. Grab Your Reading Glasses. Spend 20 minutes per day reading news related to your industry. You will learn something new each day from it for sure.
7. Get Out, Learn and Network. Sign up for a seminar or class relating to your industry. Doing this will a. give you new ideas, b. allow you to meet new people and network and c. give you a change of scenery from your day to day.
8. Make More Friends. Call 10 new people you have met and have a brief conversation with them. By the end of the conversation, you should be adding them to your database with information that will help you help them in the future.
9. Inspire Yourself. Take some time to think about the things that make you want to be better in life. It could be your kids, your family, success in your career, or your pets. Thinking of these inspirational things will push you to keep getting better in everything you do.
10. Chit Chat. Contact (via email or personal phone call) 10 of your best clients and ask them this question: “What is the main thing you want from a (insert your profession or title here)?” Bonus: Take it a step further to ask them what you could do to better their experience the next time they work with you.
11. Split Up Your Time. Make a conscious effort to spend 5% of your time working ON your business instead of IN your business. This could be as simple as choosing one business building book per month and promising to complete it. Recommendation for this month: Rain Making – The Professional’s Guide to Attracting New Clients – By Ford Harding. (link to book is below)
12. Put on Your Apron. Since RESPA puts limitations on how you can thank your referral sources, get back to baking! Bake a few dozen cookies and freeze them in batches. Each time you get a referral, send your partner a plate of homemade cookies and a Thank You for Your Referral Greeting Card.
13. Your Report is Due. Take some recent newspaper articles or negative media and discuss it in an email or even letter. Write about what it means to your clients as consumers, staying positive, and point out things they need to watch out for. They will appreciate the additional insight, and your positive attitude.
14. List Your Favorite Things: It never hurts to remember what some of your favorite things are. You can even make separate lists. Make a list of your favorite things outside of work like your favorite foods, your favorite movies, etc. Then make a list of your favorite things about what you do for a living. Remind yourself why it is that you do what you do – and why you are good at it.
15. Be The Teacher. Host an Educational Presentation in your community or neighborhood. Whether it is for First Time Homebuyers, or Understanding Your Credit Score, people need and want to learn. Bonus: Partner up with your favorite professional referral source for double the attendees.
16. Give Back. Organize or sponsor a charitable event in your community. It could be as easy as picking up trash at local parks or offering a free car wash to locals. This is a great way to get people out and meeting you – and you are benefiting the community while gaining exposure.
17. Get Your Duster. Clean out your desk. Get rid of anything old that doesn’t work or that you simply don’t use anymore. A clean desk will help you think clearer.
18. Spread The Word. Compile a list of people who you know that don’t currently own a home. Proceed to contact them via email or direct mail with reasons why now is the best time to buy, and see if you can answer any questions for them. Send them a free Educational Brochure about the topic too.
19. Keep it or Shred it. Tackle your filing cabinet and get rid of all unnecessary files or papers that are cluttering your space. Do this both at your office and at home. Here is a helpful link to help you figure out what to keep and what to pitch. http://www.bankrate.com/brm/news/mtg/20000518h.asp
20. A Fresh New Look. If you can, reinvent your look a little. Get a new haircut or color. Get a new suit or outfit. You don’t need to replace your entire wardrobe, just choose one thing about yourself and change it. When you feel good, it shines through in your personality, which is after all a big reason why people choose to work with you.
21. Tell Me Something... Email your entire database and ask them to reply back to you with one thing that you don’t know about them. Tell them you are reaching out and getting to know your clients better and want to know something unique about them.
22. A Special Note. Take some time and write a special note on the back of all the business cards you give out. Something as simple as ‘I can’t wait to hear from you” will do. Bonus: Add a sticker or colorful smiley face on there too!
23. Stretch Your Limit: Make a commitment to do something COMPLETELY out of the ordinary for yourself. It could be something drastic like going bungee jumping, or it can be as simple as attending a cooking class that you have been thinking about taking. Do something out of the ordinary – you never know who you will meet along the way.
24. Quotes for Success. Search and find a list of inspirational or motivational quotes that are meaningful to you. Then share them via email with your employees to boost morale, and to your clients to boost their spirits. Everyone needs a little inspiration these days. (links to quote website below)
25. Write it Down. Keep a journal of your experiences, dreams, goals and ideas. It is easy to forget what our goals are and great ideas that come into our minds. Start recording them each day. After a while, you can look back and get new ideas, or gain motivation from past experiences and lessons learned.
26. Move Things Around. The typical work day is eight hours. Do you love your office and all that surrounds you? If not, change it right away. Fill it with things that make you happy, and remind you of your goals and intentions.
27. Be a Mentor. You can become a leader or mentor easier than you think. Surely there are professionals you have come in contact with recently that are just starting out and could use some good advice. You may not think so, but you have a lot to offer. Sharing it with someone fresh in the business will allow your ideas to be revisited as well as get new ideas from the person you are mentoring.
28. Post a Note. Keep a supply of eye-catching postcards on hand and write a message on five each day. Choose five people from your database and send them your postcard. Remember, this is for no reason whatsoever – just a simple hello.
29. Star Treatment. How would you treat a famous celebrity if they walked into your office today? You would probably drop what you are doing and immediately approach them with a smile on your face, willing to do whatever it takes to make them happy. You should be treating each person that walks into your office this very same way – including your mail delivery person and UPS professional. Everyone should be treated like a star – strive to do this each day.
30. Reward Yourself: Each day make a point to reward yourself for your hard work. For example, keep a pile of your favorite treat (like jelly beans, peanuts, M&M’s) and each time you complete a task, enjoy one of your treats.

Just like we do in every Virtual Coaching Report, we like to answer a few questions that you have asked us about building your business.

Coaching Question:
What is the most cost effective marketing tool today? Mike C.

There are a lot of ways to market to new clients, past clients and professional referral sources. Postcards, Newsletters, Greeting Cards, Digital Newsletters etc. However, there is one true answer to this question. The most effective marketing tool you have today is YOU! That’s right. You are the backbone of your business. The other marketing tools like the ones listed above are simply accessories. Running your own business is by no means easy – it takes dedication and hard work, especially during down times. Take some time today to really identify who you are, what you want and how you are going to get it. Once you have a clear picture of those things, use yourself first – your personality, your natural talents such as speaking or writing, and begin marketing yourself first and your business second. Now more than ever, people want a relationship with someone they can trust. Be that person.

Coaching Question:
What is the most effective yet personal way to build my business?
Sandi J.

Now is a great time to revisit some of the most basic, ‘old school’ if you will, business practices. Whenever possible, handwrite your message on your direct mail pieces. For your monthly contacts, this isn’t necessary, but especially important when you are thanking someone for something. Also, a personal phone call or email makes a great impression too. In this day and age of technology, personal emails are actually few and far between. Each time you email someone, be sure to address them by name and really let your personality shine through. Throw in something non-business related too – like asking them how their day or weekend was, or if they have any fun things planned. Lastly, the old fashioned house calls or face to face visits seem to be a thing of the past. Bring them back! Make it convenient for your client or referral source partner. Reaching out in such a personal way to your sphere of influence will create a unique reputation among your peers – thus giving you a competitive edge with no extra cost.

Coaching Question:
What are the top five ways to market effectively? Larry M.

According to what we have witnessed and experienced through the past several years, both through knowledge in our own business as well as watching professionals who work with us, these are the top five ways that professionals find success.

1. Keep in consistent contact with your past clients . Start here. Your past clients are the gold of your business.
2. Choose a niche and market to them regularly. Is it First Time Homebuyers, Reverse Mortgage, Investment Property Owners, etc.?
3. Find something that sets you apart from your competition and brand yourself with it. Do you make house calls, or do you guarantee two hour response times on phone calls and emails? If so, market it and make sure people know it.
4. Offer something of value through each point of contact. Send a new Recipe each month, or a list of useful Home Tips. Offer a free Educational Brochure about something relating to your clients or prospects.
5. Educate through free Seminars. Offering free information builds trust without you having to really ‘sell’ yourself.

Here are a few more things you may want to take a look at to help you build your business, or give you a little inspiration.

Interesting Articles:

• Generating Business in a Challenging Economy - Why You Shouldn't Wait "Until Things Turn Around" By Christine Corelli
• Foreclosure 'crisis' is overblown – By Scott Burns
• Power of a Personal Post Card – By Bill Lampton, PhD
• Selling strategies from the 5 toughest markets – By Melinda Fulmer, MSN Real Estate

Inspirational Resources:

• Business and Finance Inspiration: http://www.woopidoo.com/
• A Collection of Funny and Inspirational Quotes: http://www.goodquotes.com/

Business Building Books:

• Who Will do What by When? How to improve performance, accountability and trust with integrity - By Tom Hanson Ph.D., and Birgit Zacher Hanson, M.S.
• Rain Making – The Professional’s Guide to Attracting New Clients – By Ford Harding.

Start Checking Things Off!

Building your business is, and always will be, a constant challenge you face – so have some fun with it! Get your checklist now to help you stay on track when building your business. In addition to the checklist, get four bonus Business Building Tips!

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