25 years later, I still recall the name of the advisor I was speaking to while screaming down the 91 freeway in Orange County.
‘Screaming’ being the operative word, as our conversation was cut short by the flashing red lights in my rearview mirror and the officer intent on asking me, “Do you know how fast you were going?”
Upon reflection, nothing good happens in my rearview mirror.
In fact, the rearview mirror has been the scene of some of the most humbling conversations I’ve ever had, with myself.
I’ll bet you’ve been there too.
Like the complete waste of a prospect that causes you to get in the car after the appointment, look in the rearview mirror, and exclaim out loud, “Why did I agree to see that jerk?”
Or the meeting that started with all kinds of promise and then slipped away because you got off track/lost control.
Which compels you to get in the car, look in the rearview mirror and say, “What just happened in there?”
Here’s a tried and true exercise for wholesaler self improvement: The Rearview Mirror Reveal:
Spend 60-seconds (yes, that’s all) after your appointments.
1) Think about what went right and the behaviors you want to repeat.
2) Also, what went not-so-right and the behaviors that you need to edit.
3) Catalog in Evernote/OneNote for the next 30 days by category (asking great questions, peeling the onion, trial closing, closing, etc.).
If you’re like me, it’ll be a good starting point to identify your areas of improvement on the road to your next Career Year.
“The rearview mirror is always clearer than the windshield.” ~ Warren Buffett
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