This is a business of similarities, so….
- What am I known for?
- What is my edge?
- What is my competitive advantage?
- What sets me apart from the competition?
Maybe it’s…
- No one will out work me
- No one cares more
- No one knows this market like I do
- No one prospects more than I do
- No one has more discipline than I do
- I can always find a way
- I believe that impossible only takes a few minutes more
- No one practices more than I do
Why is knowing this important?
If you’re not something special, then you are average
If you are an average Real Estate Agent then why would someone want to work with you?
People don’t pay for average
The biggest insult someone could give me is ….oh he’s an average Real Estate Agent
One of life’s realities is that major improvements take time… they don’t happen over night
Becoming a master takes time
You have to practice, practice, practice
Don’t short change yourself by not being ready when opportunity comes your way
“To every person comes that special moment when they are tapped on the shoulder to do a very special thing unique to them. What a tragedy if that moment finds that person unprepared for the work that would be their finest hour.” – Winston Churchill
Make a commitment to keep getting better and better every day
You will never change your life until you change something you do daily
What you become is the result of what you do today
If you want to excel
If you want to go to the next level
You have to work on these 3 words
- Focus…. how long can you work with intensity on a task before you get interrupted?
- Consistency…. how often can you come back and repeat the task over time?
- Commitment….No matter what, I am going to get this done
Example of the two buildings side by side story
40′ thick steel plank 2′ wide 3 feet off the ground
If I ask you to walk across it, for most of you no problem right?
If I raise the plank to 6′ how many will walk across it?
If I raise it to 12′, how many still walk across it?
If I raise it to 20′ how many will walk across it?
If I raise It to 44 floors up and it is in between 2 buildings how many would walk across it? How about for 500? 1000?
How about a terrorist on the other side holding your child, or niece or nephew a loved one by the foot saying if you don’t get over here I am going to drop this kid?
How many would go now????
That is commitment to do whatever it takes
You don’t do this because you feel you have options
Do this self reflection activity:
Try this for prospecting this week
Grade yourself after each hour of prospecting
Rate yourself 1-10 in the follow areas during prospecting today
- No interruptions?
- Who did I call and in what order?
- Did I use the right script or did I wing it?
Never take no for an answer when yes is still possible with a qualified lead or appointment
If you’re not actively working to get better at what you do, there is a good chance you’re getting worse
Why?
You get stale….you don’t upgrade your presentation… what you say and how you say it
You cannot change what you don’t notice
That is why we ask you to video record your listing presentation
That is why we ask you to track your numbers
Most agents don’t do these activities because they want to avoid feeling uncomfortable. It is uncomfortable watching yourself in a video doing the listing presentation or practicing “not taking no for an answer” and screwing it up the 1st few times.
Why is it so uncomfortable?
Write this down it is because most agents are not practiced enough…
…you want to be a superstar,
you want to get better,
you want to be #1…yet you spend little or no time practicing your craft.
You don’t keep your numbers because it will be a written record of you not doing what you said you would do and that makes you uncomfortable…
It has recently been identified that 98% of our behavior is driven by conditioned response . . . (meaning habits) breaking free from that conditioning is the only way to live beyond what you already know.
That means
To change…. you have to change!
Today matters
Pick an activity right now….
- I will practice one script this week until I know it
- I will prospect 3 hours per day no matter what
- I will preview 5 houses per work day this week no matter what
- I will eat 3 desserts less this week
- I will exercise 200 minutes more this week
- I will hug my kid each morning and hold the hug longer
- I will compliment my kid at least more one time each day
- I will hug my spouse or significant other one more time each day this week
- I will, I will, I will….
Today matters
Commit right now. Don’t leave without committing to change some action today then go out and have a fantastic week.
Now lets go out and make this our best week ever!
