Yesterday, Friday, December 28th was the last viable business day of 2012 for those of us responsible for driving revenue. Those of you who are the “Hunters” out there know exactly what I mean. In a very real sense, the day is a summary of the type of year that those of us in sales achieved. Many of our potential customers and closings are gone for the Holidays and it seems almost impossible to reach the year end goals that we have set for ourselves and our organization so many months ago.
When my wife became increasing ill this Spring and Summer and eventually passed away in September, I put my goals on hold and focused on her. I worked a lot less, but, as I look back, I accomplished a lot more than I ever have. I generated more production than anyone else in the company, and as a final salute to 2012, on this last work day of the year, I closed a very difficult search with a great physician for a loyal client. It was a great example to the younger staff in the office that nothing is impossible and there is no time like the present to make things happen. It also meant that I achieved Presidents Club status for the second straight year and led the office in production again.
Most of our producers are in their mid twenties to mid thirties. I am at least 20 years their senior, yet I out produce them all every year. Why is that? It is not because I love my job more than they do! It is a tough job.
Here is the difference though: I actually believe that I am going to out produce them all every year. That is a powerful concept that actually played out in my life this year when I cared for my dying spouse for six months and could not work long hours. So, no matter what you are going through, don’t ever let anyone or any circumstance take your belief in your own talents away from you. The trials of life may lessen the appeal of the goals you have set, but it is still rewarding to finish on top. It sure beats finishing second.
