News & Research Archive

End of the 1st Quarter - So How Did You Do

Apr 28, 2010

 

Do you remember being a kid in the 6th grade, looking at the clock and wondering - when lunchtime would ever come? Then at 2pm asking - when the day would ever end? It seems like minutes felt like hours and hours felt like days. Well, that changes when you hit 50, all of the sudden everything reverses itself. Weeks feel like hours and days feel like minutes. You push even harder, which means taking on more activity to fill your sales pipeline.

At the beginning of the year you should have created a business plan for yourself. That business plan should have benchmarks built in to it that would allow you to measure your results. If you have such a plan, my question is how did you do?

Like most people, we are enthusiastic of the coming year. We all like to develop our New Year's resolutions and we seem eager this year to actually accomplish them. Unfortunately, most of us do not put these resolutions down in writing or if we do, we never bother to look at these resolutions again and read what we hope to accomplish.

Change is never easy. Most sales trainers will say that in order to initiate change, you must have pain. Yet in this very tough economy, we see more people who actually have pain, which would rather deny they have it, than actually try to do something about it.

I have many friends today that are my age and out of work. They have all held high positions and you would think know better than to keep trying to do the same things, but they don't; instead you see them more or less give up in their job search. I also see these same friends make very few changes in their life style - which only will lead to a very unhappy situation sooner than later.

Today more than ever, you need to evaluate how you are doing regularly. You need to review your business plan to see and evaluate those things that are working and those that are not. If it is not working for you, you may have to consider drastic measures to meet your goals including - possibly reinventing yourself.

That does not necessarily mean leaving your current business or employment, but consider approaching your daily business in a totally different way. If you are not sure how to do this - look to people you know, who are in your field or a similar field, that do seem to be successful in this market and ask them. Study them, find out why it is working for them - then redraw that business plan and commit to changing. Review that plan at the end of each week and don't allow yourself to delay implementation of it. If you missed something this week, calendar that task early the following week.

If you are slipping and things look dismal, you have a choice. Work harder and longer, smarter and more determined, willing to change and try new things - or you can put your head in the sand and hope things improve when you decide to pull it out.

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Written by: Hans Hansson

E-mail: hans@starboardnet.com


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 25 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email hans@starboardnet.com or call him at (415) 765-6897. You may also check out his website, http://www.commercialspacefinder.com/.

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