It is very likely that by now you have put together all the deals you are going to that are going to close in 2016. In many cases, both originators and their referral partners take their feet off the gas pedal and begin that long coast into the next year. I am here to tell you Don’t Do It!!!
Every year I see it happen, the “year” is seemingly “over” so people relax and hit the parties, go off shopping, or just goes through the motions of “pretending” to work every day. Now notice I didn’t include vacations. Vacations are a great thing to me and an important feature of a productive person. So if you are truly going on vacation, then go! If you are just going through the motions, stop it right now!
Momentum is a very powerful thing. We often don’t realize how important it is to generate and maintain your momentum until you are looking at a giant hole that once was your transaction pipeline! Like water flowing through a pump, your business flow is much the same. Like an old farm pump, you have to work really hard for a period of time to even begin to get the water to flow. As you continue to pump the handle, the flow of water begins to increase. That very first stream of water may not be as clean as you would like, or as much as you would like, but as you continue to pump the handle, the flow gets stronger and the quality of water gets better!
Just like the farm pump, you need to be prepared for what to do with the water once it starts to flow. If you use your final vessel to collect the first dirty water, you now ruin the clean water when it comes, or have no room for it when it does! You need to be prepared for both! Just like in your business, you are likely to not get the best referrals right up front, but it gives you the chance to show your systems and be sure they function well so once the “better water” starts to come, you have a good way to handle the business you really want and to keep that business flowing!
As with the farm pump, once you stop pumping, the water slows and then will eventually come to a stop. The longer you wait to resume pumping, the longer it takes for the water to flow and the quality to come back! Your business is the exact same thing! You don’t have to work your business as hard all the time, but you can’t leave it alone completely for too long or you run the risk of never getting back the quantity and quality you once had!
So the action plan for the next few weeks is to be certain you are engaged with your referral partners. Not just at holiday parties or events, but by having meaningful conversations about specific actions and activities you would like to plan in the first quarter of 2017! Get commitments and secure and schedule appointments! You can’t allow your referral partners to stop working their “pumps” as well! If they dry up, YOU dry up! Over the next three weeks we will look at a few ideas that will help you keep things flowing into 2017!
For those of you who came by and said hello at the Triple Play Event in Atlantic City the last couple of days, it was great to see you and share our new “Power Partnerships” program with you! We are very proud of what we have put together and your warm reception of this new program was very much appreciated! For those of you who would like to learn more about “Power Partnerships” you can go to www.rlppnow.com and take a look.