by Chuck Morgan

 

When preparing this newsletter I came across this anonymous quote:

"Every morning in Africa, a gazelle wakes up. It knows it must run faster than the fastest lion or it will be killed.  Every morning a lion wakes up.  It know it must outrun the slowest gazelle or it will starve to death.  It doesn't matter whether you're a lion or a gazelle...when the sun comes up, you'd better be running."

I think I've seen it before, but considering where we are in the RV business today it seemed to fit.

So, what about this "money lying in the streets of the RV business"?  Well, it comes from my personal observations in travelling the country training RV sales people and managers over the last 4 years. Some of us just "aren't running when the sun comes up".  At the end of every class, I ask everyone what they got of training today.  There usually is always one who says, "I realized today that I need to work harder". Eureka! (I found it!).

This isn't that hard if....if we step back and take an objective look at what we do everyday.  The actual actions that we take, realizing that high quality action produces high quality results.

If your year was longer would you make more money year to date? Of course.  Short of discovering time travel, where can you pick up more time?  Several weeks ago I told you we all wake up with the same thing; 1440 minutes that look us in the eye and say "What are you going to do with me?"  The reality of the RV business, at least for salespeople, is that most of us only work 2-3 hours per day, tops. I know because that's what I did when I was on the line.  You may be the exception, however, I work with a lot of salespeople across the country and it isn't any different no matter where you are.  So what do you do with the other 6-8 hours per day?  Would you be willing to accept a raise in income in exchange for some of that down time?  Just work 1 more hour per day.  That's it.  Don't ADD it to your day, just WORK another hour of that 6-8 you don't do anything.  Why is that such a big deal?  Just do the math. 

 

1 hour per day of productive work x 5 days a week = 5 hours per week. 

5 hours per week x 4 weeks a month = 20 hours per month.

20 hours per month x 12 months per year = 240 hours per year.

240 hours / 40 hours a week = 6 weeks.

6 weeks of productivity every year.  Let that sink in a minute.....

That's how you get 13 1/2 months out of a year. 

 

Why is this so important? Look at what we actually do in RV sales today.

If we're actually working 3 hours a day x 5 days a week = 15 hours per week.

15 hours x 4 weeks x 12 months = 720 hours per year.

Actual "full time" jobs = 2000 hours per year.

Yes, I know you probably work longer on weekends and when you have good floor traffic, but take your actual working with a fresh up out of the equation and you will understand what I'm talking about.  It's the rest of our time we need to look at.

If you show me what you do with your "spare" time in the RV business, I'll show you what you're going to make next year.

 

You see sometimes it's not what you're doing, it's what your not doing.  I know from first hand experience that it is easy to do nothing in RV sales or any type of commission sales.  Remember that pain/pleasure thing we talked about last time?  It applies here in a huge way because it affects your income and your ability to take care of yourself and your family.

Bottom line, work harder.  This takes Self-Discipline, one of the 35 keys to being a Top Producer in the RV business.  It also takes a daily written plan of action, another key.  It takes alot of things we teach in our RV sales training classes. 

You've heard, "The harder I work, the luckier I get".

LUCK = Laboring Under Correct Knowledge.  With emphasis on laboring.

 

When you can you start with your new found productivity?  How about right now?

How about 20 minutes on product knowledge, 20 minutes on selling skills and 20 minutes on a positive mental attitude.  Mix it up depending on your experience level.  Do part of it yourself, and get your teammates involved in part of it.

Is there any reason you can't WORK another hour today? 

You don't have to come in earlier, or stay later.  Just come to work to work.

If you throw 240 hours of focused effort at anything, you will improve and get results.  You will feel better, make more, which will make you feel better, which will make you more.... you get the picture. 

Unlike many other sales trainers out there today, I spent many years on the line selling RV's.  I felt best and made more when I was busy doing something.

 

Just Sell On Purpose and like the lion in Africa, wake up tomorrow, kill something, and eat it.

 

Next time I'll show you how to tap 3 key markets and make a living in RV sales, without relying on floor traffic.  We'll find more money lying in the streets of the RV business regardless of the floor traffic.

 

Now Go Sell Something!

COMING SOON NEW IMPROVED RVStatTracker

 

 

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