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I just finished an excellent book a friend gave me titled Training Camp by Jon Gordon which I would recommend in a minute. It's a fable about excellence; what the Best do Better than Everyone Else. The fable is told through a relationship between a football Coach, as he shares his wisdom and experience with a rookie player trying to make the team.
One of the lessons in the book centers on how fear plays such an important role in our lives and in particular, our decisions. I was talking to a friend the other day and we were discussing that when it comes to most of the decisions we make, we either fall back into safety or move forward into fear.
In the book, the Coach points out how ironic it is that most players become successful because they have nothing to lose. But once they feel like they have something to lose, they're no longer a success. Pretty enlightening!
We all know someone like this. They aren't playing to win; they're playing not to lose. There is a big difference. Has this ever happened to you? What if you approached your business as if you had nothing to lose, which when you really think about is usually the case.
Here's a good example. As a manager, I've heard agents say "I lost a listing" countless times following an unsuccessful listing appointment. No they didn't! You can't lose something you never had. But here's the much bigger issue. Maybe they lost the listing because their presentation was based on fear of loss instead of preparation, confidence and courage. Coaching hundreds of agents, I've come to accept how each one rationalizes their decision.
"I didn't really want to but..."
"X percent is better then nothing"
"Maybe I'll get some calls off my sign"
"I didn't wan to lose it to another agent", etc . . . etc . . . etc . . .
I understand there are exceptions to every rule, but what is your rule? Here are a few rules that can help move you from fear to freedom:
"I'm going to interview my Sellers with the same scrutiny they interview me. Like the fact that there are lots of agents, there are lots of Sellers."
"A lot of people are not aware of this, but I work on 100% commission. So here are the terms under which I work with Buyers... Is that acceptable to you? If not, that's ok, for a successful relationship, we both have to feel like it's a good fit"
"I don't believe I can fill your expectations. I'd rather turn you down today, than let you down tomorrow"
Listings are not an asset until they sell; until then they are a liability. Is this listing worthy of me and my time?
You're in a profession. That means you should be a PRO. Do you think, act, and feel like one? Don't think about the past and don't look to the future. Focus on now. Seize the moment. Don't think about "what if I get the sale" or "what if I don't". Pros don't focus on the outcome, they focus on the process. Don't back away from fear...embrace it. Enjoy the challenge, your best performances are when the pressure is the greatest. Don't get caught playing not to lose . . . PLAY TO WIN!
Make it your best week, Joe
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