BRX Pro Tip: How You Know You Have Had a Good Week
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you, Lee, how do you know that you’ve had a good week in this business?
Lee Kantor: [00:00:11] Yeah. That’s a great question. And it gets to the heart of what you’re measuring. You have to measure kind of the key metrics. Every business has different metrics that matter. And it’s important to have some mechanism that you can look at and know if you moved the ball. So, what are you measuring to determine if you moved the ball last week?
Lee Kantor: [00:00:36] Success leaves clues. So, what are some of those clues? What are some of those indicators that you’re doing what it takes to win? Sales might be a lagging indicator. Number of sales conversations might be a better indicator. Number of recommendations to have sales conversations might be even better. Is there an activity you can be doing more of next week to cause more dominoes to fall down the road in the right way for you? That’s important. The clearer you can get on the process of how you get business and how it works, then you know what you should be doing and what you should be measuring in order to know if you did have a good week.
Stone Payton: [00:01:18] Well, it’s an important question to me, because as you said so often, just because you can count it doesn’t mean that it counts. And for me, with respect to a proven system like ours – it’s different if you’re experimenting, you’re still trying to refine your model – we have a very well refined, proven system. It works. It always works. It never doesn’t work. With a proven system, to me, you go back and you look at your frontend activity.
Stone Payton: [00:01:46] So, for example, if you’re looking at your guest strategy and you’ve decided, “I need to invite 20, 25 guests every week,” then break that down. I mean, here’s what I do, maybe it sounds ridiculous and simple. I draw a rectangle and make it into five boxes and then I just enjoy. During the day, I’ll send a cold email this, that kind of thing. And then, when I do, when I send a note to invite somebody on the show, I just check one of the boxes. And then, you know, sometimes very quickly, sometimes it might take all day, peppering it throughout other things I’m doing. I’ve got my five boxes checked. But if I do that frontend activity on a proven system like ours, I know I’m going to get the fruits from that labor.
