3 Simple Ways to Start Running Plays That Work – #TomFerryShow

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I typically try to avoid sports analogies here, but humor me for a second:

Have you ever seen a lopsided football game or a basketball game where one team keeps doing the same thing over and over and the other team just can’t seem to stop them?

There’s a good reason why that happens:

The one team has discovered a play that works, and they’re going to keep running it over and over and over again until their opponent proves they can stop it.

Now think about your business in those terms…

Are you consistently running plays that work?

Or are you doing dumb stuff that doesn’t produce the results you desire?

Here’s the thing: Running “plays that work” can mean anything from big-picture routines to using the perfect objection handler that gets people to agree to an appointment every time.

On today’s #TomFerryShow, we’re talking about three “big-picture” areas of your business where you can start running the right plays…


Play No. 1: A Successful Day Begins the Night Before

Waking up ready to attack the day is key to successful entrepreneurship.

If you’re tired, groggy, unprepared, distracted, frantic… Any of those things can kill your productivity.

And do you know what dictates those feelings? How well you prepare the night before and how much rest you get!

That’s why creating a strong nighttime routine is the first “play” to increased productivity!

A positive nighttime routine might look like this:

  • Thinking about your schedule the next day so you’re clear on your objectives when you wake up
  • Unplugging and getting off your devices
  • Reading something to improve yourself and your mindset
  • Spending quality time with loved ones
  • Feeding yourself something soothing and healthy like a Chamomile tea

Flash back to that sports analogy I opened this blog with… The reason that football team is successful is due to all 11 players doing their part, knowing where to go, making their blocks, and executing the plan. Those are all the individual components of creating a play that works. For you, it might be these things above or whatever you’ve identified as the things you need to do to get in the right state of mind to wake up refreshed and ready to make the most of your day.


Tom Ferry - Success Summit


Play No. 2: Kick-Start Your Day with a Powerful Morning Routine

Having a morning routine has been a game-changer for me. It’s a play that works, and I run it every single day.

There’s a good chance it would do the same for you.

The key is finding what components work best for you to start your day. For me, it’s

  • Gym
  • Gratitudes
  • Meditation
  • Review my schedule
  • Getting clear on my objectives and outcomes needed from the day ahead

Are you doing those things? Do you have your own morning routine? Or are you “winging it”?

What’s really important when starting  your day is to avoid the “dumb stuff” that can distract you mentally and physically… getting wrapped up in national or world news that has no bearing on your day, procrastinating because you don’t feel like working, etc. Create your winning plays and execute on them!


Play No. 3: Maximizing Your Prospecting/Hour of Power

It’s really easy to get inside your head when you’re about to begin a prospecting session.

Or maybe that’s when you often tend to find a convenient excuse: “Oh, I better do that research for this other client first.”

Whether you like it or not, prospecting is a daily necessity in the line of work you’ve chosen.

Your Hour of Power requires you to be present, prepared, and in the right mindset.

So… you should know where I’m going next…

What play can you run every day to maximize your Hour of Power?

For me, it entails:

  • Getting my leads out in front of me… who I’m gonna call, phone numbers and a checklist
  • Consciously thinking about what I want to communicate
  • Role playing/practicing my script
  • Standing up and smiling
  • Repeating my affirmation aloud: “They’re home, they’re happy and they’re waiting for my call”

Then start smiling and dialing! That’s five easy steps that add up to one winning play!


Don’t Be a Mindless Robot

I’ve given you the outline for three plays that work above. But don’t limit yourself to those three. Pay attention to your business and start building that magical “playbook” full of plays that you can count on to work again and again.

That means when you experience a win, you take note and you analyze what made you successful. The more time you spend breaking it down to learn those valuable lessons, the more your growth will accelerate.

Think about it in terms of “If/Then” statements: If ____________ happens, then we do ___________.

Do that for every aspect of your business you can imagine: Your listing presentations, Open Houses, conversations you have, team meetings, buyer presentations, etc.

Think as if you’re creating a manual for your entire business that you’ll one day sell off to someone to show them exactly how to create the positive results you generate.

Not only will this make you more effective, it will also make you more action-oriented. It will eliminate the need to figure out how to approach a situation and allow you to get right to work.

Why? Because you know the plays and you’re running plays that work!


Are you running plays that work? Or are you doing dumb stuff? Open up and let me know in the comments below. I’d love to help.



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