As a possibility thinker and self-made man I am generally enthusiastic. And I see opportunity. However we both know that in a tough market you experience and “feel” setbacks. Adversity makes you stronger. Like a broken bone, once healed, you will be reinforced by your learning and your stiving in face of resistance.
If you’ve been in the business for a few years, or 34 years like me, then we have a lot to be proud of. You and I have had success in great measure by delivering services to our customers. We understand their expectations, we look for our competitive edge and “sharpen our saw” with training and practice, in order to deliver above average results. That’s the definition of a professional. Accenture claims that success is 20% talent and 80% effort. They use Tiger’s picture with that quote, hitting out of a three foot rough patch. So, it’s okay to try harder!
One more thing that is essential to being and becoming more professional is a strong sense of “self-responsibility.” If you want to be in the masses, blame someone else for your shortcomings or failures. Blame the economy. Blame Obama. Blame Congress. Or blame the media. If you want to rise above the norm, you accept the challenge to stand out because of your personal determination, your “true grit.”
In the early years of 2000, up to 2005, real estate values climbed. Interest rates stayed low. When the stock market suffered the Internet implosion and stocks fell back to earth, real estate values and sales continued to rise. Real estate agents were able to deliver inventory instead of service, because the market was hungry. Buyers had supreme confidence in their decision to buy. As agents, as trainers, we looked very bright and were paid well. We bought houses, cars, and invested in our 401k’s and other accounts.
This is a tough market. After 2005 real estate took a hit. Consumer confidence and the buyers willingness to buy was damaged by an economic meltdown, a crisis of banking and the financial system, and by increasing unemployment and global economic chaos. The “wealth effect” and the good feelings faded, and folks clamped down their wallets and quit spending. Most homebuyers acted like they were born in Missouri, the “show me” state. Sellers asked too much, buyers were reluctant to offer, and we had a standoff in the market for a year or two. Now short sales, foreclosures and motivated sellers are helping buyers to buy.
The past two years have taken a toll on the agent population. Agents left the business by the hundreds, or thousands. Many stayed, but sold no real estate in 2008. They paid their dues and decided to stick it out in 2009. Some are still waiting. Perhaps this testy market will “career adjust” a substantial per centage of the agents, and leave more transactions for those who are leaders, or top performers.
Who will be a survivor? Ask yourself these questions:
Who is re-training in preparation for a better market? Few.
Who is rising early each day to learn their technology, add innovations to their website, and to explore partnering or other solutions to help deal with the heavy load of this market? Even fewer.
Who is connecting with past customers, clients, sphere of influence, and all inquiries in order to fill their pipeline with ready, willing, able, and (soon) motivated customers? I hope you are!
Where do you want to be in three years? In real estate? At a higher level of production and satisfaction? Hmmm.
In my LIFE SUCCESS COACHING program we ask each student to spend time with this key question: “If we were to work together for the next three years and our work was very successful…what would have to happen for you and your career in that time?” Write out your achievements and your improvements, and you’ll have a prescription for change and innovation, over time.
Start by looking at the destination, three years out. See major changes that need to take place. Be more organized, use my digital tools, have a database of 1000, sell 50 homes. Now back up to one year out. What would have to happen this year to get you on that path? Back up to 6 months out. What has to happen in six months? What course, designation, or mentoring do you need? Now look at the first month. What must happen now to prepare you for the three year journey? And tomorrow. ”This could be the start of something good!”
People do things for their own reasons. Not someone else’s. So look for your motivation to achieve. It may be for the love of your family. It may be for long-term economic wealth, or it may be for social or esteem needs — you want to be seen as a “winner.” Whatever floats your boat is okay with me.
The Howard Brinton organization has always said that you must have a “have to.” That is for your own reasons, you must have targets and hold yourself accountable. I believe that has never been more true than today.
So, in your quest for success, remember that it is a journey. And if anyone should be so kind as to mentor you, train you, or help you to help yourself up, say thank you. And then work hard, focus, and prepare to take credit. Because however things turn out, your success or your failure is yours.
What are you working on? Jot me a note…
Truly, now is the time to reinforce your notion of personal responsibility. If it is to be, it is up to YOU!
What’s Next?
Dave
