別在過(guò)完一天之后，才發(fā)現(xiàn)當(dāng)天的所作所為，對(duì)明確目標(biāo) 沒(méi)有一點(diǎn)明顯的貢獻(xiàn)。雖然房地產(chǎn)經(jīng)紀(jì)人無(wú)法每天都賣(mài)出一 棟房子，但是他們每天都會(huì)帶著客戶(hù)去看房子，會(huì)談?wù)撍?（它），回顧潛在客戶(hù)名單，演練銷(xiāo)售方法，想像他們將成為一 個(gè)家庭，介紹那么美麗的房子。雖然這些并非實(shí)際的銷(xiāo)售行 為，但他們都是實(shí)際銷(xiāo)售行為的一部分。

Don't let a day pass without making at least on definite move toward attaining your major purpose.Keep up day,but you can be sure that she's showing it,that she's talking it up,that she's showing it,that she's talking it up,that she's reviewing her list of clients,that she's walking through it by herself, imagining what a wonderful home it will make for family. Each of these steps may not be the actual sale,but they're as much as part of it as the actual closing.

步驟7

選擇一位富裕、自力更生和成功的人作為“楷?！?，并時(shí)時(shí) 想到你不但要迎頭趕上，而且還要超越他。別告訴別人你所 選擇的楷模，因?yàn)檫x擇楷模的目的不在于進(jìn)行公開(kāi)的競(jìng)爭(zhēng)，而 在于借著比自己強(qiáng)的人，來(lái)確立你要走的方向。

Choose a "pacesetter." Pick someone prosperous,self-reliant, and successful ,and make up your mind not only to catch up with that person but to pass him or her by.Dont's tell anyone this I your gol.The point is not to win a public contest but to get where you want to go.

步驟8

在你的四周放置書(shū)籍、圖片、座右銘能強(qiáng)化成就和自力更 生意義的東西，并且隨時(shí)變更放置位置。這些可使人警惕反 省的東西，能幫助你有機(jī)會(huì)從不同的角度觀(guān)看這些東西，并和 其他不同的東西發(fā)生聯(lián)系。

Surround yourself with books,pictures,mottoes,and other suggestive devices.Pick things that symbolize and reinforce achievement and self-reliance.Work constantly to add to your collection, to move things to new places,where you can see them in a different light and in association with different things.

上述那位房地產(chǎn)經(jīng)紀(jì)人，將她的“百萬(wàn)富翁俱樂(lè)部”證書(shū) 的影本框起來(lái)，放在她的書(shū)桌上。有一天她清除證書(shū)上面的 灰塵，清完灰塵后隨手放在一份報(bào)紙上。當(dāng)她準(zhǔn)備再去拿證 書(shū)時(shí)，發(fā)現(xiàn)報(bào)紙上有篇報(bào)道一位最近被雇用的足球教練的新聞。“他總得要有個(gè)可以住的地方吧!”她心想。你猜猜看她 把她最近想要賣(mài)的一棟房子賣(mài)給誰(shuí)了?

My realtor friend kept a framed copy of her Million Dollar Club certificate over her desk. One day she took it down to dust and set it on top of a newspaper. When she picked it up again, she saw beneath it an article about the new football coach who had been hired at the university. He would need a place to live!Guess who bought that house she'd been struggling to sell?

當(dāng)你營(yíng)造出具有建設(shè)性的氣氛時(shí)，可將你所聽(tīng)到和讀到 的鼓勵(lì)字句記在筆記本上，如果你能在路上或開(kāi)會(huì)時(shí)快速地 書(shū)寫(xiě)數(shù)語(yǔ)，則將會(huì)為你帶來(lái)長(zhǎng)久的助力。

As you build an atmosphere of support,keep a notebook handy to jot down the things you hear and read that inspire you.When you're on the road or in a meeting.your fast scratchiness can give you lasting support.