Want to know what separates the producers who bring in a couple of deals from those who bring in millions? It’s not luck, it’s not even just skill; it’s intensity and trust. If you’re gunning for that million-dollar mark, these are the traits you need to focus on.
Are You a Racehorse or a Plow Horse?
Not all horses are built for the same work. Some are racehorses; they’re fast, intense, and built for speed. Others are plow horses; steady and reliable but not going to win any races. Ask yourself: Do you have the intensity of a racehorse? If not, find ways to fuel that fire. It’s the difference between being good and being outstanding.
Building Trust as a Power Tool
You can have all the intensity in the world, but without trust, you’re just a loud noise. Trust is your ticket to long-lasting client relationships. Here’s what you need to do:
- Always follow through on what you say.
- Be transparent about your products or services, including the limitations.
- Invest time in client relationships; don't make it all about the transaction.
Exercises to Level Up Intensity & Trust
You’re not stuck with the traits you have. Here are some practical steps:
- Intensity: Set aggressive weekly targets and do whatever it takes to meet them. Then, ramp up.
- Trust: Create a weekly “trust touchpoint” with your key accounts. Share an update or provide some added value, no strings attached.
Balancing the Scales with Other Traits
Yes, intensity and trust are crucial, but don’t ignore other important traits. You also need a ‘Need to Serve’—it’s what makes you valuable to your clients. Don’t forget the ‘Need for Recognition’ either; it fuels your drive and validates your effort.
Conclusion
Intensity makes you unstoppable, trust makes you irreplaceable. Hone these traits and watch your performance shoot up. The million-dollar mark is not just a dream; it’s a feasible goal if you make these two traits your pillars.
