Me (grown up): "Honey, finish your word study."
Lilly (6): "But I want to go outside."
Me: "You have to finish your school assignment first, honey."
Lilly: "I wanna go outside first."
Me: "Sweetie, we'll go outside, but first you need to get your homework done."
Lilly: "But I don't FEEL like it!"
Me: "....."
Sounds familiar, right? And here is the kicker....
Replace homework with PROSPECTING or FOLLOWING UP, or CALLING -- any of those things we allSHOULD be doing, and all of a sudden it's about YOU.
I'm busy. I'll do it later. I DON'T FEEL LIKE IT.
You already know WHAT you need to do to make money in real estate. That part is easy. It's getting it done on a regular basis that's often a struggle. Because it doesn't feel like fun. But if you want to stay in the game and land more than just an over-priced listing here and there, you have to fix it, and fix it fast. Here is how....
Option A: Swap PEST with PLEASANT
Your focus, your thoughts and your beliefs produce emotions. Your feelings come from your thoughts. Shift your focus, shift what you think about -- and your emotions will change. Wanna enjoy (or at least not feel shitty) about calling prospects and leads?
Then you need to replace that old unpleasant PEST mind-movie with PLEASANT. Imagine that expired you're about to call is a nice, friendly couple. They're hoping for a good, professional agent to call them and help them out. Picture having a pleasant conversation. Feels better, doesn't it?
Option B: Fuhgetaboutit
My buddy Andy doesn't like prospecting. He doesn't feel like chatting on the phone with prospects. He doesn't want to call expireds. And he says he's not very good at it. He'd rather be outside playing (golf).
But my buddy Andy makes million dollars a year and he's one of the top 30 RE/MAX agents. Because Andy is on the phone a LOT. Every day. Regardless of HOW he FEELS. It's just something that's part of the business and must be done.
Because making million bucks a year feels better than NOT making million bucks.
That's your second option. Feel what you feel, fuhgetaboutit, and do it anyway. Every day.
Pick an option and do it. And don't let how you feel in the way of your goals and dreams. That's the secret.
Borino
Complete Listing Presentation System - Presentation PLUS
Comments(7)