Want to Grow Your Business? Take a cue from Tony Romo!

While visiting a local convenience store this past weekend I noticed a newspaper on the stand I just had to pick up:

An issue from USA Today with a giant picture of Tony Romo on the cover, along with the words: “NFL Forecast: Who has the early Super Bowl edge?”

As a die-hard Cowboys fan who holds only a vague memory of the Boys last trip to the Super Bowl (I was 7), I bought the marketing ploy hook line and sinker and coughed up $4.95 for the newspaper.

Also, never being one to be accused of “going with the grain”, I also happen to be a huge Tony Romo fan. I love the guy — I think he has an awesome character and is a pretty darn good football player. His coaches and teammates love him, and he shoulder’s one of the most scrutinized (if not THE most scrutinized) position in the NFL with a lot of class.

As it turns out, the only news I found relating to the Dallas Cowboys making a run for the Super Bowl was that their chances are slim… a prediction I will choose to disagree with… but I still found some good stuff inside.

Most notable to me among all the content was the wealth of tracking and stats that were posted on every single team in league. 

It’s no secret that the world of sports is a fan of stats. They track EVERYTHING, and they use those stats to make difficult decisions in all kinds of situations.

For example, a lot of people are giving Jerry Jones a lot of flak regarding the six year, $108 contract extension that was recently given to Tony Romo. However, did you know that Romo is ranked in the top ten among NFL quarterbacks in 2012? He also completed more passes and averaged more yards per game than any quarterback in the league.

He did all of this with an offensive line that ranked in the bottom 50% of NFL teams.

Another interesting stat is that the Cowboys ranked #6 in the league in total offense, while coming in at a dismal 19th place in total defense.

So maybe Tony Romo isn’t single-handedly responsible for last year’s season after all.

 Now, let’s look at this as it relates to your business: 

When looking at the big picture, it can be easy to become discouraged with the rate of growth in your business. I believe this is because we often fall into the trap of setting unrealistic expectations… after all, this is not a “get rich quick” industry, it simply gives you the opportunity to “get rich quicker” than by doing most anything else.

We also fall into the trap of being “busy”, but not doing much of anything. Flittering around on social media, re-organizing your inventory and checking your email 10x a day will not amount to much growth. It is essential that we learn to focus on income producing activities, and on mastering the mundane. Consistency is the key!

So when you’re feeling down (as I’m sure Tony Romo often has in seasons past), how to do you evaluate where your business really is? 

The answer is by tracking your activity!

In my business, there are several tracking charts I use to help me determine whether or not my business is growing, and if it isn’t…. why not.

First, I use a daily tracking chart that enables me to keep track of the total number of sign-ups and volume, as well as the number of team members I have on each level on a daily basis. This enables me to keep track of where volume is on any given day compared to prior months, or even years, as well as keep track of where my team is experiencing the most growth.

Secondly, I use a monthly chart that keeps track of my own personal sponsoring activity, total team growth, total team members and volume as well as average volume and average income per distributor. This chart is my favorite for setting goals for upcoming months, as it helps me set realistic expectations for the number of people I need to have on the team to reach a certain volume and income goal!

Finally, I also have a daily tracking booklet that I purchase from Tim Sales called the Pocket Tracker. This is either my most favorite or my least favorite tracking chart…. depending on how I’m doing with my own personal daily activity.

The Pocket Tracker awards points for income producing activities ONLY, and to take it a step further it offers more points for higher yielding activities (giving a presentation) than it does for activities that yield less (making a phone call and leaving a voicemail).

The pocket tracker also helps you keep track of your score each day, gives you a “target” to shoot for based on the rate of growth you are wanting to see in your biz, and offers a handy graph to help you look at all of your daily activity scores over the course of a month.

I LOVE and HATE my pocket tracker… because I know if I’m not seeing the amount of growth in my business that I want, the answer to “why” is usually there on the graph at the end of the month.

I track for my own accountability, but I also encourage my team members to track their activity because it allows me to better help them with their business. If a person comes to me discouraged, but has no idea how many new people they’ve met, how many calls they’ve made or how many presentations they’ve given in the past month, it’s really hard for me to be able to help them!

IF, however, they have all of their tracking information recorded…. it’s usually pretty easy to see where the disconnect is and I am able to help them get back on the right track for building their business. 

Tracking helps me to see when I’m not in enough activity, but it also helps me recognize when the activities I am doing aren’t working.

Although it’s kind of a funny story now… several years ago, when testing a new prospecting system, a couple of team members and myself realized that between the 3 of us we had made over 1500 phone calls in a 30-day period, and only sponsored ONE person, who actually ended up quitting before the month was up.

Talk about something that was NOT working! We were in so much activity, but there was obviously a missing piece. Our tracking enabled us to quickly find the disconnect, adjust our plan of action and our team is now bringing on 50+ team members a month using many of the same steps we were using at that time.

Tracking certainly saved the day on that one!

So if you’re feeling blue about your biz, make a commitment to track your activity for the next 90-days. Keep track of your team volume and growth, but also keep track of your own daily activities and sponsoring. Then, find the gaps in your business and fill them in! It’s pretty easy to do when you track 🙂

“Never neglect details. When everyone’s mind is dulled or distracted the leader must be doubly vigilant.”

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