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    2011 An Accountable Year

    January 1st, 2011

    The first days of the New Year have always been a time for looking back to the past, and more importantly, forward to the coming year. It’s a time to reflect on the changes we want (or need) to make and resolve to follow through on those changes. 

    There are countless different ways to make resolutions and change.

    I would strongly recommend you take time to write a letter to your future self.

    Doing this exercise is a very insightful experience. Just imagine writing a letter to yourself based on 1 year from now, then opening it at that exact moment 1 year from now to see how much of it you achieved. Writing your Dear Me letter helps crystallize exactly how you anticipate yourself to become over the next 12 month period. 

    At the very moment you are writing your letter, your conscious is captured and stored within the words. Upon opening your letter you get to compare your writings with reality. What was really important to you will have been remembered and achieved. The letter lets you see in totality how much things have changed over the past 12 months – in itself this is an intriguing experience. It’s interesting to just see how much you have grown/changed since you wrote the letter.

    No longer will a Year just drift and unaccountable.

    You begin by writing Dear Carey (in my case) and summarising the year that has just past. An honest assessment of how you saw the year through your eyes.

    Then select your headings – mine are:

                Family            Health            Work            Financial  

    The writings should be totally written to yourself describing what you want to achieve in your selected headings.

    The writing should not be over 2 pages.

    Once you have completed your writing sit quietly and read over them a minimum of 5 times.

    Then it is time to seal up your letter and either place in a secure area or give your letter to a trusted friend to be handed or posted back at year end.

    I know many people who now write a personal letter to themselves every year. It has made a consistent change process for me with a path to follow.

    I am more than happy to provide help with your personal letter or to hold any letters in safe keeping. 

    For more information of goal setting please visit Dwayne Alexander web site at


    My best wishes to you for a successful 2011 and beyond.

    Who Knows?

    November 9th, 2010

    There is a void between moving forward successfully and coming to a standstill.  Generally it is based around the desire to ask questions or the ability to follow up.  On many occasions trying to get progress without genuine questions will lead to frustration and the potential mind space of not being able to follow up.  Based on the rules of communication, if you can’t make a mistake by asking a question then the more questions you ask the more knowledge you gain.

    In a recent example we conducted a secret shopper campaign within our company.  We undertook over 100 open homes of salespeople from within our business and also from other real estate companies.  An open home is when an individual comes into contact with a salesperson, who then generally has to follow up to be able to make more of that potential business.  When there is no follow up the business is lost at that point.  When there is follow up the business continues to be available and, depending on the skills, can be converted to more business.

    The reason why questions are so important is because there is one space in business you don’t want to be – and maybe this is also a part of our life experience – and that is the space of “don’t know”.  It is the bearer of a lot of thought and allows possibility and options but if the “don’t know” space is where you end then you are unlikely to be the converter of any business.  There are two responses that you get when you ask for business; you get a ‘yes’, which is great and allows you to continue to build and grow with your contact; or you get a ‘no’, which either generally ends that association or gives you a reason to find a different solution.

    When I look at the recent results of the secret shopper campaign I can only determine that there are a lot of people who should be good at sales who are not because they sit in the space of “don’t know”.

    I would suggest if you don’t ask questions and don’t follow up, you will reside in the unsuccessful space of “don’t know”.  A ‘yes’ is great; a ‘no’ is disappointing; a “don’t know” is a waste of time.