The Daily Success Plan Overview

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The Daily Success plan is the most important tool in the whole system because it’s a mirror of your activity and work ethic. It’s very easy to sike ourselves out or feel like we’ve been working if we’re at our desk or in the office with the ‘intention’ to dial our leads. However, it’s when we look at our Daily Success Plan that we realize we’ve been doing everything else besides the actual work of dialing leads and making direct contact with potential clients.

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Over and over, I’ve witnessed new agents having beginners’ luck where they make a sale their very first dial day, but then their emotional high turns into an emotional low when they start getting more rejections over the phone than the ‘YES’ they got so easily at the beginning. They start having that blank look on their face and you can tell they aren’t dialing their leads because they are in their head. Soon, they start blaming the leads or blaming the scripts (the very ones that worked for them in the beginning) for why they aren’t making enough sales. They go off in space trying to find the best leads, different scripts, the best training, and they try to attract clients through elaborate social media posts in hopes of finding some secret sauce to making sales. Even when they think they’ve found the magic lead or script, they sit down to dial, get the rejections and go back out in space trying to find another method. This is what we call ‘Prospecting Avoidance’. The next thing you know, weeks have gone by, the bills are due, and they have no commissions in the pipeline which leads to more doubt, frustration and all kinds of emotions that cripple new agents. And the biggest lie that we tell ourselves is that we genuinely put in the work…when in reality, we have never consistently filled all three dial sessions on our Daily Success Plan for a whole month or week.

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An agent on my team tapped me on the shoulder and said, “Ralph, I’m here like everyone else all day and I’m not getting any results.” At this point, she had been in the office for 5 hours, but I was observing how she would just stare at her screen or constantly get up for coffee or go to the restroom. I asked to see her dial tracker and to no surprise, she only had 14 leads dialed in a 5-hour period when she was supposed to be at 150! But this is the level we can ALL emotionally sike ourselves out too. I used to do it, the best producers have done it, and it’s not till we actually track our activity that we can see the lie we’ve been telling ourselves. BUT, this also serves as an encouragement because once we take an honest look at our activity, we can then see that the only reason we don’t have the results we want is because we simply didn’t do the work. From there, we can recommit to focusing on the activity and by default, the results will take care of themselves.

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I’m a big believer in goal setting, but you can definitely achieve a goal without defining it IF you have the right system for activity in place; BUT, you can never hit a goal without having a system for activity, no matter how defined your goal is. In essence, we all have the same goals of hitting 10K, 20K or 30K a month, but only a few people actually do it. And the ones that do it can always trace their success back to their activity. Even if they have less training and ability, they still excel everyone else simply because they outwork them. They make more calls, get more rejections and they also get more 'YES' as a result. I’m very big on proper training but work ethic will always beat a less favorable script, lead or lack of skill. When it’s all said and done, if agents would spend as much time working in their own business, making direct contact with potential clients as they did in their job, they would have the results they want. But because that invisible leash of having a ‘Boss’ to keep us on task is gone, it’s easy to avoid the work when it hurts. When you start feeling like the leads, script or the industry doesn’t work, take an honest inventory of your activity and ask yourself, “Have I consistently completed the Daily Success Plan all month to where I can really say this doesn’t work?” If the answer is no, which it always is when results are low, then you only need to commit to the work. If you’re not that good yet, you can get good by repetition, and even in the developing stage, you will fall upon the lay downs who will buy from you no matter how unskilled you may be. It’s all a game of numbers and putting the magic of momentum on your side. Stick to the system, be coachable and always utilize your Daily Success Plan.

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WATCH How to use the Daily Success Plan