By Cliff Baird, MBA, PhD
TOP 5 IN REAL ESTATE NETWORK, June, 2009-I have been reflecting these last few months about my 35 years in this business of real estate sales agent training and management development. I have been forced to ask myself more questions searching for more answers to deal with the context of this contra-conventional marketplace. Here are some inferences from these introspective deliberations.
I don’t care how many years you have been in real estate you probably feel that you really weren’t trained to deal with an economic environment like the one we have today.
Unfortunately, many of you are perhaps having difficulty transferring your training to the dedicated prospecting that is essential today. You need to market yourself in what some are calling the worst economy in their lifetimes and it is a very complicated, if not complex, situation.
Retaining clients is as important as ever, but right now, real estate professionals need to bring in new business … brand new business.
I have always believed that every problem, no matter how serious, has the perfect solution hidden inside. When faced with a very dire situation most of us will tend to see it as unsolvable and therefore will acquiesce to spending our time aggressively finding ways to justify our fate rather than pursuing new and creative avenues to solve it.
In the real world, if we truly want to rise above the circumstance and thrive then we already know what to do. The simple solution is one word … “MORE”. More of everything you have been trained to do.
The solution to our abundant success is always found in the math.
If your business is down as much 25% then you must do 35% more of the business building activities than you did last year. (Divide 75 into 100 for the ratio).
Stop justifying a growing mediocrity by believing that your fate is inevitable. Start re-embracing what you have already been trained to do. Most of your competition is falling victim to this pessimism, which only increases your opportunity. There is more market share available to you today than in a “hot” market … go get it!
Robbie Burns the great Scottish poet of the 19th century wrote these telling words … “Eyes that look are common but eyes that see are rare”
Here are some personal insights about success which I have gathered from years of learning from the very best!
1. What is your Vision for yourself?
Where do you see your career one year from now? Two years? Five years? Whatever occurs will be the result of the vision you have of yourself and your faithfulness to consistent planning and related activities.
Nothing matters until you make it matter! Be careful what you make matter because what you make matter will ultimately determine your destiny. That’s the Law of Attraction in action.
If you worry about failure then you will have failure. If you fret over debt then you will be harnessed to debt. But if you see personal greatness then you will be great. If you see abundance then you will have it all.
One of the ways we bring abundance into our existence is to deal with everyday disappointments as positive circumstances. We are not in control of whether a client will say “yes” but we are in control of giving them the opportunity to say “no.” If we don’t make the call then we are saying “no” for them. If we do not create a culture of excellence then we are casting a shadow on our success.
The Great One, Wayne Gretsky, said it best when he said that the only goal he was certain not to score was the shot he didn’t take.
2. Do you see the Big Picture?
How big is your personal view of your life? How successful do you want to be? How successful are you planning on becoming?
You will never leave where you are until you decide where you want to be. Those who are merely existing and barely getting by in the present are dwelling too much on the past. Those who are thriving are focused on their future.
Our success is our responsibility. Our success is not determined by our circumstance. Our success is not happenstance. What matters in life is not what people call you but what you respond to.
People with low self-esteem seldom attempt much because they do not see themselves worthy to accomplishment much.
Can you handle disappointments creatively?
Do you think independently?
Do you criticize or encourage people?
Can you handle criticism objectively and remain unmoved by it?
Do you retain control of yourself when things go wrong
3. Do you comprehend the Power of Expectations?
You can always expect what you visualize. You can always expect those things for which you are already grateful. You can always expect those things for which you are totally passionate. You can always expect those things you work hard to obtain.
Your success in life will not be determined by what you know. But it will be determined by what you chose to do with what you know.
“Doers” exhibit the following three (3) Abilities:
- The ability to take and maintain a definite direction
- The ability to make adaptations in order to achieve the goal
- The ability to evaluate and correct oneself
- If you want something you have never had you must start doing something you have never done.
4. Do you keep your dreams alive daily?
Nurture the dream. Dreams are what orchestrates the things yet to come. Dreamers are those who clearly see the future, understand the present and have accepted their past. Doers passionately overwhelm their present circumstances by deliberately choosing the daily activities that they already know will lead to the fulfillment of their dreams:
- Personal Accountability
- Daily Prospecting
- Personal Letters and Notes
- Telephone Follow-up
- Drop-in Visits
End your day by writing all the events with an attitude of gratitude. Then begin each day by being grateful as you declare and visualize the events which will yet unfold.
Do not allow people you don’t even know to dictate who you will become:
1. Learn to put your life in perspective
2. Learn to tune out the voices of mediocrity
3. Time is not our enemy, choice is.
4. We will always find the time to do the things we want to do.
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