Dr. Bruce Lund’s 3P Strategy for Enhanced Agent Production

Direct Mortgage Loans was honored to host Dr. Bruce Lund as a guest speaker where he presented strategies to boost agent production through the exploration of the 3P’s. With over a decade of experience as a keynote speaker, Dr. Lund has trained thousands of salespeople and managers, drawing from the proven concepts of his acclaimed 90-Day Sales coaching program.

The 3P’s: Your Path to Increased Production

Achieving increased production involves mastering the 3P’s: performance, productivity, and pipeline management. Moreover, these aren’t just concepts, they’re proven processes that could help you reach your goals and increase production. Let’s explore the 3P’s in more depth!

Performance Indicators

Performance Indicators (PIs) or Key Performance Indicators (KPIs) are measurable values that act as tangible markers for goal achievement. Consider them your compass, crucial for ongoing evaluation and success monitoring. Understanding and leveraging these metrics empowers you to make informed decisions, refine strategies, and drive your journey toward increased production.

Sales Assessment

Dr. Lund has created a sales assessment to help you define your performance indicators:

• Quantitative: Production Number (Goal) _________
  • If seasoned, 25% increase from the year before.
  • If new, perform a market analysis (interview 3 people)
• Sales Motivators: Tie it to your why (intrinsic vs extrinsic)

Average per sale commission _________ / by production number __________ = Total Yearly Transactions Needed __________

Productivity

Dr. Lund emphasizes the importance of streamlined work processes aligned with defined goals and performance indicators. He introduces a 4-hour workday, allocating time for personal, professional, database, and marketing activities.

4-Hour Workday Breakdown

• Personal (90 Minutes): Focus on self-development, well-being, and a healthy work-life balance through self-reflection, physical well-being, and mindfulness practices.
• Professional (90 Minutes): Prioritize core tasks like client interactions, inquiries, and relationship-building, emphasizing high-impact activities. Dedicate time to continuous skill development for competitiveness.
• Database (30 Minutes): Organize and update databases, with a focus on effective lead management and data accuracy for reliability. Stay updated on the latest CRM tools for optimized data processes.
• Marketing (30 Minutes): Devote time to brand promotion and business attraction through social media posts, content development, and networking with industry peers.

Pipeline Management

Assisted by CRM systems, pipeline management revolves around organizing and maintaining a lead database. It prioritizes income-producing activities, aiming to streamline processes, enhance productivity, and ensure success at each stage of the pipeline.

Dream 100

Inspired by “The Ultimate Sales Machine” by Chet Holmes, the Dream 100 involves creating a list of 100 industry leaders to collaborate with, amplifying business tenfold. These individuals share values and assist in communicating them to prospects and customers.

Learn More

For additional insights, download Dr. Bruce Lund’s 90-Day Sales Booklet and explore his additional Keynote Topics. If you’re looking to work or partner with a company that values professional development and coaching, check out our careers page.