At the end of June Agents notice that a substantial part of the year is passed. Six months, or one half of the year is behind us. That makes some Agents anxious and nervous about how the year will wrap up. Others are excited and eager. The difference is completely based on each Agents feeling about how they are doing. Following are four of the best solutions to being excited and eager about your business instead of anxious and nervous.
- 1. How you feel about your business is a distraction that is more likely to hurt your business than help it. If you feel bad it may motivate you, more likely it will de-motivate you. And if you feel good it may motivate you or it may make you complacent. I am a HUGE believer that your “attitude dictates your altitude.” However, in terms of your how you are doing in your business it is your measureable results that dictate your success, not your attitude. Focus on measurable results. So…
- 2. What gets measured gets done. You get what you inspect not what you expect. What measures do you keep track of? What measures are you aware of? Do you have a sales goal for each month? If not, start there and set one now for July, August, and every month to the end of the year. Be sure it is open sales; in other words what you put under contract not what you close, in June etc. You must measure what you have the most control over. In terms of sales volume you have much more control over what you will put under contract each month than what you close that month.
Do you have a listing goal for each month? Set those too.
- 3. Look at your monthly sales volume and listing goals every day. Yes, every day. Of course there are days they won’t change. And of course you will remember what those goals are and how you are doing if you only look at them a few times a week. But you won’t do it unless it is a habit. It will take you… oh, let’s say… thirty seconds, maybe less because you could be looking at a goals sheet on paper or on your computer while you are having breakfast so can do it in N.E.T. (no extra time). When you have those goals set and you look at them every day, it prevents lengthy slumps and it motivates you in the most effective and legitimate way.
- 4. Choose, right now, what success in your Real Estate career will do for your life that you desire most. What is it? Will it reduce the stress of unpaid bills? Will it buy you another income property, fund college educations, pay for that surgery, allow you to take that trip or take the trip with greater ease and enjoyment. What is it for you? And once you hit on that thing that gets your juices flowing, that thing that creates a sense of excitement in you, when you hit upon that thing; write it down. And each day as you look at your goals connect that desired outcome with those measured results. That $400,000 of sales in June means that I’ll be able to… Make that connection each day. Dwell on it. Yes it may be painful for some who are struggling and exhilarating for those who are already doing well. For both and for all it will ultimately create permanent motivation.
The secret to the success of my coaching Clients are a few simple disciplines. The business is hard. Buyers and Sellers, Lenders and Appraisers, Personal Property and Possession Dates and more, offer continual challenges; awareness of your numbers brings greater ease, sanity and motivation. These four simple solutions will make a huge difference to your success.
