September 2014 | By Jared James
There are many reasons why real estate professionals — or anyone, for that matter — doesn’t reach their full potential or get what they want. But one of the clearest and most glaring obstacles can usually be found by simply looking in the mirror.
Of course it’s easier to blame the economy or your broker or something else outside your control, but the real question is whether that’s beneficial. As long as the blame lies elsewhere, we’re saying that we have no control to change and improve our situation.
The truth is, there are more than 7 billion people on Earth and only one of them has the ability to keep you from getting what you want. Will you continue to accept your life and business as they exist now? Or are you ready to create real change and attain your desired outcomes?
Many of us grew up watching Disney movies and hearing that “dreams come true.” But that’s not true. Goals come true. Dreams happen when you’re sleeping with drool coming out of the side of your mouth. Desired outcomes that have action behind them come true. If you don’t learn how to convert your dreams into actionable steps toward a goal, then you won’t experience the benefit of seeing them come to fruition.
Here are four simple things that you can do right now to start taking control of your future.
1. Make a decision. Sounds simple, right? Well, it is.
You have seen firsthand the power of decisions weaved throughout your life. For instance, there is power in the decision to marry a person. Have you ever known someone who made the decision to love someone and be with him or her that you just didn’t understand? It didn’t matter what you said; they could only see the brighter side of that person and chose be with them at all costs. Why? Because they made a decision to do so and whatever it took to see that decision to the end was going to be worth it.
Imagine if you harnessed that same power within your business? Imagine if you woke up every morning and made a decision that the weather wasn’t going to determine your state of mind or how productive you were going to be that day?
The great news is that you don’t have to imagine — you just have to act.
2. Eliminate fear (or at least challenge it). Fear is an amazing thing and masks itself in many different ways. When I hear someone brag to me that the majority of their business comes from referrals, there is a little piece of me that can’t help but calculate how much more business they could be doing. If all of your business is coming from referrals, then none of your business is coming from prospecting, and that’s unfortunate. You may tell yourself that you don’t want to bother people and that it’s not the way that you do business. But all too often, the underlying fact is that you are really afraid of rejection and your ego being damaged by a “no” from somebody you don’t even know.
I don’t get the “it’s not the way I do business” argument. Just because somebody wasn’t referred to you doesn’t mean that they buy and sell houses any differently. Prospecting won’t change the way you do business; it just may grow it a little more.
One of my favorite sayings is that a closed mouth doesn’t get fed. The lesson is simple: If you want something, you have to ask for it. If you want more business, you have to go after it, and in a sales job that is primarily done with the power of the tongue.
3. Commit to consistency. There are many great things about the society we live in, but there are many pitfalls to avoid as well. One of them is our ADHD — we jump from one thing to the next. We have trouble sticking with just about anything that doesn’t show us an immediate return. If you want to get ahead, then you have to commit to bucking this trend.
Do you set aside time every day where you do nothing but call past and current customers and prospect for new business? Better yet, could you imagine if you did? Can you honestly tell me that if you invested one hour a day, five days a week, for fifty weeks a year that you would not close more transactions this year? That’s more than 250 hours of activity geared towards nothing but business-building.
It doesn’t take anything more than your commitment to consistency. You can do it and I hope you will.
4. Take responsibility for where you are. As I mention above, the blame game doesn’t get you anywhere — whether we are talking about a relationship or your business. We, as individuals, place blame on others as a way to protect ourselves. Think about it: When was the last time you heard a friend or someone confide in you that their marriage is having some issues? Whenever I hear this I want to smack them on the head and yell, “McFly! Your marriage doesn’t have issues. You have issues! You and your spouse are the marriage.”
It’s so much easier to focus on “the marriage” and not on yourself. In the same way, your business isn’t slow; your lead-generating techniques have been a little slow. Whatever it is, it ultimately comes back to us.
We are the direct result of the patterns we consistently follow. I say all the time that you can’t put the ingredients for a pizza in the oven and expect lasagna to come out. You will get what you deserve based on the ingredients that you use. The same goes for your real estate business. I can promise you one thing — you made the exact amount of money in the past year that you deserved to make. No more, no less.
The great thing about that, though, is you also control what you make going forward.
If these four tips interest you, and you would like to get into it a little deeper, I have written a book called Get Out of YOUR Way! (Tate Publishing, 2014). You can get more information at www.jaredjamestoday.com, or you can download the introduction for free.
Reprinted from REALTOR® Magazine Online, September 2014, with permission of the NATIONAL ASSOCIATION OF REALTORS®. Copyright September 2014. All rights reserved. http://realtormag.realtor.org