I want to make this message a follow-up of the message on Tuesday which mentioned the fundamentals, but didn't comment on what they are. A "fundamental" is defined as: a basic principle that serves as the groundwork of a system; a foundation; the primary source. (Source: dictionary.com)
What this says to me is that if we want to build this business it is essential that we understand what the fundamentals are, then make a decision that we are going to work hard at becoming as good as we possibly can at applying these fundamentals. I can assure you that the people you know in this business who have done well are people who have become very skilled in the basics of this business. If you happen to be looking for the "secret" for growing yourself as well as your future in this business, becoming skilled is it.
Let me add this thought: when I came in this business in 1970 I can assure you I didn't have the skills that are needed to build and grow. But I had a good attitude about learning. I have many times that the first year or two you are in this business it is an attitude business. It becomes a skill-based business after those first couple years.
The fundamentals:
- Asking questions
- Listening
- Getting appointments
- Giving presentations (lots of presentations)
- Following up
- Following up again
- Doing in-home meetings
- Being the example
- Doing more meetings
- Setting the pace
You can add more fundamentals to the above list. Think about this: once you decide to become highly skilled in these areas, then you keep that attitude by working hard and learn the many lessons you will encounter (lessons are small failures). I guarantee you will become skilled and you and your future will be a great example for your team.
Enthusiastically,
Gary Burke
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