Ignorance, laziness and stubbornness will hurt you in more ways than you will ever know.
“This year thousands of men will die from stubbornness”. This was on an ad referring to men not seeking the medical treatment they may need to detect prostate cancer. Even though there have been great breakthroughs in medicine for the treatment of prostate cancer, many men stubbornly choose not to be tested for this treatable cancer.
Why?
- Ignorance, laziness, stubbornness
- Ignorant about the new treatments
- Too lazy to get up off the couch and get the tests done
- Or just plain stubbornness
Stubbornness is refusing to change one’s opinion or action, despite attempts to persuade one to do so (even for their own good).
That started me thinking. Wow!…. This year thousands of real estate agents will not achieve their goals…
Even worse, 1000s of Real Estate agents will have to leave the business even though there are proven systems for them to follow that are sure fire ways to make money and thrive in this business.
This also happens because of…
Ignorance, laziness, stubbornness.
Ignorance: They don’t know what to do and how to do it …or
Lazy: Knowing what to do but not getting off their a —-…and doing it …or
Stubbornness: Refusing to change one’s opinion or action, despite attempts to persuade one to do so.
They can be resistant and they can be bullheaded.
Let’s look at the 4 things Superstars do on a regular basis to produce at a high volume.
“Meet the people” doors, phones, open houses, mailings, social events, advertising… all those are forms of prospecting. “We are in the meet the people business.”
This activity is lead generating……
Follow up on those connections to set an appointment!
(This is the appt setting activity) . No appointment = no $$$$$!
Negotiate contracts
Make a presentation (including handling the objections they practice all the time).
You all know those 4 activities are part of our “Masters Advantage Program” right? So…… you all know what to do and in most cases how to do it.
Therefore those agents that are not doing well are not ignorant of this information. They have access to it. They hear it all the time etc….
So that only leaves 2 possibilities
Are they lazy?
Or are they stubborn?
No one wants to admit to being lazy. I don’t think for the most part that they are lazy.
They show up to the office and spend lots of hours there or somewhere else….. working on their deal…day in and day out. So…. it has to be stubbornness.
If you are guilty of being stubborn, what does that cost you?
Fact
There are more people that don’t know us than know us.
What does it cost us if we are not meeting them on a regular basis?
Fact
We set more appointments when we follow up than when we don’t.
How many deals have you lost from over following up?
How many deals have you lost from not following up enough?
Fact
When you know your inventory, Knowledge = Power. When you have previewed, you have product knowledge. The more powerful you are, the stronger the presentation and the better you handle any objections that may come up. Weak presentations = less saleable listings taken. Have you ever lost a listing to a competitor because they have a better stronger listing presentation and knew how to handle an objection well?
You know what to do….you have seen and heard many times what activities are required to sell Real Estate at a high level. Yet you don’t do it….
Stubborn? Or lazy?
Stubbornness does have its advantages. “You always know what you are going to be thinking tomorrow”. – Glen Beaman
“The difference between perseverance and obstinacy is that one comes from a strong will, and the other from a strong won’t”. – Henry Ward Beecher
Some people’s minds are like concrete: thoroughly mixed up and permanently set.
So remember….Today matters
A lot of us would like to move mountains, but few of us are willing to practice on small hills.
We know you are not lazy.
Stop being stubborn and follow the plans that have been laid out before you.
Let’s go out and make this your best week ever!
