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2.
Having Results or Reasons in Your Real
Estate Business Back
in June of 1985 I attended a two-day
seminar that I was hoping would give me
some great ideas and new direction in my
real estate career. This was the first
personal development seminar I had ever
attended and it definitely exceeded my
expectations while launching me into a
completely new way of thinking about
myself and my real estate career. Within
the first few hours of sitting in my
chair in the seminar the instructor who
was leading all of us said something
that made my head completely spin around
a few times. While addressing the entire
audience he said, "The only
difference between you and the person
who has everything that you say you want
in your life is the other person hasn't
accepted the reasons that you have for
not having those things." He then
followed this by saying, "So you
either have what you want in your life
or you have the reasons why you
don't." These
were very profound statements for me to
hear. The bad news was that this meant
that all of my reasons were no longer
valid. Ouch! That was a rude awakening!
The good news was that I immediately
recognized that I had 100% control over
the level of success that I would
achieve in my real estate career. Now
this was exciting. When
you look at the agents in your territory
who are extremely successful there is no
mistake about why they are so
successful. They are highly-motivated to
be successful and the day-to-day
activities that they focus on are the
ones that maximize their annual income
year-after-year. Luck as we know it is
not a component here. If I were to ask
you who the top-producing agents were in
your territory in 2000, 2001, and 2002,
the chances are very high that a good
number of the same names would be on
your top ten list. This isn't luck. This
is the result of skill, drive, focus,
and determination. Looking
at the other side of the coin you
probably know agents who say they would
like to produce better results in their
real estate businesses but they never
really seem to get there. Sometimes
you've even heard them talk about the
reasons why they're not as successful as
they'd like to be. And almost
unilaterally across the board these
reasons have probably dealt with things
that the agents claim were completely
outside of their own control. As
an example of this imagine if a
struggling agent tried to plead his or
her case on how difficult it is to make
$150,000.00 a year to an agent who
continually makes more than $500,000.00
a year. This would be a
highly-entertaining conversation to
watch! Making $150,000.00 a year is very
easy for an agent who makes over
$500,000.00 a year and clearly any of
the reasons that the struggling agent
would give around how difficult it is to
achieve the $150,000.00 milestone would
not hold water with the more successful
agent. However, every day in his or her
real estate business the struggling
agent continues to believe that these
reasons are real. And if you believe
that these reasons are real....THEY ARE! When
I began full-time real estate coaching
between four and five years ago I
thought it would be the mediocre agents
who would come to me for coaching. To my
surprise it's been the top-producing
agents instead. And then I finally
realized that it's the top-producing
agents who are always willing to learn
and try new ideas, new systems, and new
approaches to become more successful
than they already are. This is what has
had them become top-producing agents. The
agents who have reasons for why they are
not as successful as they would like to
be are more attached to having those
reasons than they are to having the
success that they say they want. Some
people call this fear of success, and
some call it fear of failure. But anyway
you look at it what we are talking about
here is a fear of making change. Top-producing
agents are more afraid of having reasons
why they are not successful than they
are of doing what will have them be
successful.
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