A Nod to Og Mandino
By America’s Six Figure Real Estate Coach Roberta Ross
Have you ever read Og Mandino’s The Greatest Salesman in the World? It’s a powerful little book that has help transform the lives and careers of countless people around the world. There is a set of lines in one of the scrolls that says, “I will persist until I succeed. I was not delivered unto this world in defeat, nor does failure course in my veins.” It is an empowering affirmation.
There are a lot of ups and downs in our business. We get “no’s”, hit roadblocks, face fears – sometimes all the above in the same day. But all of those things can be learning opportunities more than obstacles. Springboards more than setbacks. What makes the difference for the top tier agents who seem to take it in stride? They keep a solid mindset for success. They persist until they succeed. They don’t let the negative little things affect the bigger goals they have in front of them. That’s good practice for them, and for all agents.
If it’s an attribute you’d like to be better at – then take a look at these five ways to develop more persistence in your life:
1. Study those who’ve mastered it. There are a lot of ‘underdogs’ in the world. Folks people said would never make it because of the challenges in their path. Study those people who didn’t heed what others said was possible and instead persevered despite every odd. What are the common denominators? What did they do differently? How did they think differently? Make note of those things and adopt them into your life as well.
2. Keep your WHY in mind. In a previous post we talked about having a big WHY. Your why is the reason you get up and get going every day. It’s the center of your purpose. What are you working towards? What can you build for yourself and your family if you keep to the goals you’ve set? When the going gets tough, as it often does, remembering what you are working for is a great motivator to stay the course.
3. Keep your expectations low and energy high. Here’s the thing – when we get too caught up in high expectations, that build-up can rarely live up to what we’ve made things up in our heads to be. Instead, keep your expectations low, your energy high and you’ll be more likely to be pleasantly surprised rather than sorely disappointed. ¬¬¬¬¬¬
4. Prepare for the worst, plan for the best. When you’ve got your business model down pat, and you are the most prepared you can be to meet the demands of your market, persistence is a whole lot easier. Top agents don’t worry about the objections they face, because they know them in advance and they know how to handle them. They don’t worry so much about chasing the next commission because they have a business plan that is based on consistently working their referral base so there is a steady stream of business heading their way. For some a plan seems BORING. But a plan – is what keeps you GOING when things go a little haywire. Revisit yours if you have one and if you don’t, there’s no time like the present to write one!
5. Trust your tribe. If you’re not currently part of a mastermind group or integrity partnership, consider it. Having a “tribe” you can turn to when things get rocky and you’ve got quitting in your crosshairs can be the difference between walking away and breaking through a barrier. That whole self-made man or woman thing is a fallacy. Most people at the top didn’t get there, nor do they stay there by themselves! Lean into your tribe – and if you don’t have one yet, get one – quick!
Take a page out of Og’s book and persist until you succeed. Then persist some more. Success isn’t really a destination after all, it is a process day by day, and year by year. There’s not a whole lot you can’t get through with the right attitude, mindset, and strategies behind you. Keep to it! And remember if you need help? I’m here! Now go out there and make something happen!
An Honest Question
By America’s Six Figure Real Estate Coach Roberta Ross
As a professional, you probably have high standards when it comes to hiring people to work for you-right? Are you insistent on top service levels and the highest quality products? How often in your career have you taken a step back and given yourself a performance review? I ask because too often we get in a groove of doing things the same old way, and stop looking for ways we can improve our performance, raise our own bar for service and excellence, and allow the rationale that we are “busy” be the reason we cut corners or drop the ball.
So this month’s challenge is this: Give yourself a review. If you were a home buyer or seller – would you be compelled to work with you? Maybe that’s a resounding, “YES!” But can you do better? Can you comfortably and confidently say there’s no room for improvement? What can you do starting this week that will tighten up the systems you have in place, sharpen your skills, and improve the customer experience? They don’t have to be big ticket changes, unless those are warranted. The top agents in our business are in a constant state of tweaking their skills, their business plans, and the tools and techniques they use to communicate with their clients and customers.
Here are 5 things to look at when evaluating your performance:
- Your customer reviews. Are you getting positive reviews from your current and past clients? Are they referring new business to you? Do you provide your customers with a survey asking for a review (and provide an opportunity to share their comments)? If not, you’re missing a chance to capture great feedback that you can use in your marketing when it’s good and use to learn where you need improvement when it’s not as high a rating as you’d like.
- Your interaction with other agents. Are the agents you work with, co-broke with, and interact with sending referrals your way? Are they singing your praises or questioning your professionalism? There will always be professional rivals of course, but there shouldn’t ever be enough room for someone to question your integrity, commitment to service, and capabilities. There will always be professional rivals of course, but there shouldn’t ever be enough room for someone to question your integrity, commitment to service, and capabilities.
- Your numbers. What is your list to close ratio? Your call to appointment ratio? Your results in relation to your goals? Everything else in this otherwise “people” business can get emotional at times, but the bottom line numbers tell the truth. If you’re not on mark to hit your goals with solid lead conversion and solid listing/sale numbers then something’s off. Get with your broker or integrity partner and don’t stop until you figure it out.
- Your credentials. Are your credentials on pace with your career goals? In other words are you taking the extra training and skill sharpening needed to become certified in the areas of our industry that interest you the most? Top agents are passionate about constant improvement and their credentials reflect that. Do yours?
- Your inner truth. We can sometimes slip some things by the rest of the world, but in our heart and mind, we know when we are not giving our all. We all have an internal compass that lets us know when we are on track or off. What is yours telling you? That you are giving 110% or that you have much room for improvement, or maybe, like most –there are areas where you can strengthen your game. Listen to that inner truth and adjust your actions and mindsets accordingly.
In all that we do, it’s good to take a few steps back now and then to assess whether you are bringing your best self to the table each day – and when you are not, to shift your daily action steps to do better That’s not to say that you need to work 24/7. Find your balance. Bring your best to both your personal and professional life and don’t be shy about asking for help managing that process. Some of the best of the best in our business don’t fly solo. They have a mentor, coach, mastermind group – or all three to help keep them on track.