STATEMENT OVERHEARD:
When the market is hot and sales are booming, I'm the reason for it. When the market is bad and sales are low, it's the markets fault...Have you ever said this? Be honest with yourself.If you follow this philosophy you will never experience the success you really deserve.
Unaccountability makes you a slave to the marketplace. The best salespersons are not always the best "salespeople", but rather most often they are better at being consistent and overcoming obstacles and objections.
Your career could be better if you could avoid the most common cop-outs and detours that deaden your initiative.
1. ID the barrier you want to eliminate:
Before you can overcome an obstacle you must recognize it. Write it down and define exactly what you see as the obstacle. It may be a task like phone calls or sending those postcards stored under your desk. While you are writing it down, think about what you'd be able to do if you got rid of that particular obstacle.
2. Consider what is holding you back
Why haven't you confronted this obstacle previously? Put the reasons in writing Example: The reason I haven't made more money in real estate is.
Be Objective. An honest self analysis of your challenges and obstacles can help you develop effective strategies for winning.
3. Take a close look at the other side of "BUT"
I want to make more money in real estate "BUT",What's within your "buts" is your biggest challenge because "BUT" is your favorite excuse.
"BUT" I have too much other stuff to do.
"BUT" FSBO's never call me back.
An excuse is a self-limiting belief we have convinced ourselves to be true.
Facts, by definition are always true, Beliefs may not be.Is your belief based on facts? If not there may be another explanation. For Example: If prospective Sellers won't return your calls, it may not be that they don't want to do business with you but rather that you just have not caught their attention yet. Be Creative and try another approach.
Take these words out of your vocabulary- CAN'T, BUT, WON'T, I COULD NEVER, IT'S NOT MY FAULT
4. Determine what you stand to lose
List the things that are important to you. Making excuses has a price: Time, customers, money, and intangibles like self respect and happiness. Excuses are a form of giving up.
Has this ever happened to you? You give up on trying to get a listing after weeks of trying only to see a competitors sign go up the next week. How does that make you feel?
If you refused to make an excuse, you are well on your way to getting what you want. Have you ever heard a child begging for a cookie? Do they ever give up? No, and you shouldn't either!
5. Learn from your past
Use learned lessons to solve present problems. Look at what you did before and the results. If you didn't like the results the first time, try something different.
Always be adjusting your strategy to gain better results.
6. Consider what you have to gain
Some of your greatest rewards may have nothing to do with financial gain. Don't forget about what you went through to obtain and close the transaction and the relationships formed. Sometimes what seems to be a small transaction can reap rewards in many ways.
7. Make the first step
List three things you can do this week to get started towards your self accountability.
ID what you expect from each item.
See each item through by week end.
Evaluate your results.
Give your plan time to work, Each week set new goals and hold yourself accountability to them. The less time you spend making excuses, the more time you will have to be successful!
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