Sometimes it's best to listen to your own advice. Several months ago, I was on a long flight missing my family and feeling sorry for myself when I heard my own motivational speech in my head! I hate it when that happens; but it worked. I snapped out of it and went on to have a wonderful trip.

Depending on what market you are in, it may be brutal out there.  For those of you who are struggling with a lack of sales, layoffs and declining company morale, here are three things you can do to stay up in a down market.

#1 - Focus on your circle of control.

One of my favorite Stephen Covey concepts is the "Three Circles of Control." The best way to understand it is to get out a scrap piece of paper and a pen. On your paper draw three concentric circles. Label the outside circle the "No Control" circle. Everything you can't control about your job belongs in this circle i.e. the market, interest rates, the weather and your builder! Label the middle circle the "Influence" circle. Anyone or anything that can influence but not directly control belongs in this circle; i.e. your sales manager, your peers and your customers. Finally, label the inner circle the "Total Control" circle. The only thing that belongs in this circle is YOU. The #1 reason why people are unhappy at work is because they spend all of their time worrying about people and things in the outer circles instead of focusing on the inner circle. 

#2 - Examine your beliefs.

I hope you will have an opportunity to attend the Super Bowl Sales Rally at the 2008 International Builders Show in Orlando, FL. Much of the Rally this year is going to focus on managing beliefs. What do you believe about selling homes right now? Do you believe it's a good time to buy a home? Do you believe your builder is the best in your market? What do your customers believe about buying and selling? Do you believe you are a master new home salesperson? Do you believe in consistently using a sales process? If your positive belief system has been tarnished by all of the negativity around you chances of success are slim. You must proactively manage your beliefs so they don't unconsciously transfer to your prospects AND so that your prospects beliefs don't transfer to you. More on this at the Super Bowl Sales Rally...

#3 - Increase your sales behaviors.

Nothing will make you feel better than plain old elbow grease. Stretch yourself to increase your sales activities such as:

• Follow-up phone calls
• Community networking
• Realtor outreach
• Sending out email blasts
• Attending local HBA/SMC events
• Take a CSP or IRM education course

If you are proactively generating traffic to your community, you will feel a sense of accomplishment and pride. That "glory in the daily grind" sense of accomplishment will carry you through any market. Sometimes the best thing you can do is get out of your own way! Focus on what you can control-- your beliefs and your behaviors. Beyond that, all you can do is surrender the rest to a higher authority. We've seen this kind of market before and we will see it again!