Honesty is often interesting.  One of my Coaching Clients, an Agent, Herb (name changed to protect the guilty) is having a mediocre year.  I thought I knew the problem so I asked him this, “Herb, what percentage of your leads do you simply not follow up on or call once and not follow through on.” 
He was honest.  He said, “Sixty.”
“Sixty percent that you do follow through on or sixty percent that you don’t?” I asked.
“Sixty percent that I don’t.” he said. 
Herb would double his production simply by following through on the leads that are already coming to him.  Honesty is interesting. 
Another Client, Agent Laurie (name changed…) who hit a very slow period in the middle of the year answered this way.  “Well, I started out strong and then I got pretty sloppy but now I am following up on nearly everything again.” 
Considering that the period in which she “got pretty sloppy” following through on her leads was the spring and summer she would have doubled her production as well, simply by following through on the leads already coming to her.. 
There are a many Agents like Herb and Laurie, who have the skills and the knowledge but they lack the motivation, focus, and commitment to follow up and follow through.  
To what extent does this describe you?  What percentage of the leads that came to you this year didn’t get followed up or followed through?
It is October.  It is the perfect time of year to recognize this, and correct it with a four step process that I call “Breakdown Leads to Breakthrough.”

Breakdown Leads to Breakthrough
Step One: Acknowledge the error.  Simply admit it, honestly to yourself. 
Step Two: Forgive yourself.  This can be quite easy.  Just say to yourself.  I forgive myself.  Can it be that easy?  Absolutely, as long as you do Step One honestly.
Step Three: Recommit.  Decide if you want to recommit to follow through on your leads more conscientiously for the rest of the year and through next year.
Step Four: Get into action immediately on your renewed commitment.  This is the critical step. 

Honesty is interesting.  Self-honesty is even more interesting because it leads you; it is the key to your personal and professional breakthrough.