I worked with a real estate company to help them increase sales and saw the “tortoise and the hare” fable come to life right before my eyes. One of the salespeople (the tortoise) was slow, not highly skilled, not a great communicator and she had a long commute to work, which cut into her flexibility. But she was steady, consistent, reliable, very enthusiastic and totally focused and committed to reaching her goals. Some of the other “hare” salespeople tended to be highly skilled and polished, but they were often erratic and unfocused. They worked in fits and starts. They got side-tracked. The tortoise beat them every single month. The results I see a salesperson accomplishing are in direct proportion to his or her consistency and focus.
The formula for Momentum is p=mv, where p is momentum, m is mass and v is velocity. If we were to translate that into sales, momentum would be branding and results, m would be the amount of effort, action and focus and v would be enthusiasm and belief.
Branding and momentum is not achieved overnight. It takes consistent sowing and nurturing to build a brand, whether that brand is you, your website, your product or your business. Imagine someone pushing a car up a hill. As they push, they gain momentum and it gets easier. If they stop and let go of the car, it starts rolling back down the hill! Momentum is a vector. That simply means that momentum is a quantity that has a magnitude, or size, and a direction. Some businesses have momentum in the wrong direction, and they require a turn-around expert to deal with them. We need to be sure that our efforts are taking us in the right direction and we need to know why we want to move in that direction.
It’s good to stand back and take along, hard look at your business. Re-evaluate your goals, look at your activity and momentum and the branding you want. Are your sure you’re creating the right image? Most of all, focus and consistency should be built into all your systems. As Michael Gerber tells us in the E Myth, work ON your business, not IN it. And continually adjust and improve upon every aspect of it. Concentrated effort and persistence is the mark of a winner. Once you gain positive momentum in the right direction, make sure you continue to feed the fire, and the sky’s the limit.
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