Dealing with our wolves...

There is real meaning in the real estate world to be found in the words of an old Russian proverb that was posted Monday on Jack’s Winning Words - “If you’re afraid of wolves, don’t go into the woods.”

 

For many just going into Real Estate, the wolves in the forest may be the local big name agents who seem to scary to take on for listings. For some the woods are a metaphor for the things one must do in order to prospect – calling on FSBO’s may be a wolf, or calling on expired listings, or maybe just calling period. For some the wolves are imagined forms of “failure” – not appearing to know enough, not having enough experience, not being perfect. Our self-inflicted wolves are often the hardest to overcome.

 

The Russian proverb seems a bit too negative and hard to draw inspiration from; so, perhaps a Japanese proverb will serve as a counterbalance – “Fear is only as deep and the mind will allow.” There are tons of quotes about fear and overcoming fears and most of them revolve around the thought that fear is all in our minds and that the biggest fears are almost always about the unknown – the “what will happen if?” scenarios that our minds love to play out.

 

I will admit that I don’t like some aspects of cold calling (most aspects actually), whether it be on a FSBO or an expired listing or just an out-of-the-blue cold call. I’ve had to develop a visualization technique much like professional athletes, who spend time “seeing a successful outcome in their minds” before actually taking the shot or running the play. You need to rehearse and see yourself dealing with the objections that might come up and being successful. Even if the outcome isn’t everything that you hoped and envisioned, you’ll feel better about having gone in prepared and probably even be able to look back and see where you actually had some wins during the process. It all helps build for the next time.

 

So, if you are afraid to going into the woods because you fear the wolves, visualize what it will take to become “the wolf whisperer” – that person who can calm the angry beast and drive it out of the depths of the mind.  In the words of Eleanor Roosevelt - “You gain strength, courage, and confidence by every experience in which you really stop to look fear in the face. You must do the thing which you think you cannot do.” Maybe like Kevin Costner movie, you'll end up dancing with the wolves.

 

So, bring it woods. Bring your biggest, baddest wolves. I’m ready for you. And, oh; by the way Mr. FSBO, may I explain to you how much better off and happier you'll be by having me as your agent.

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Norm Werner is an agent for Real Estate One in Milford, Michigan. Norm runs the web site www.movetomilford.com and has a local blog http://milfordrealestate.blogspot.com.  Norm also coaches local business people on the efective use of the Internet and Social Media.

 

 Norm Werner

Real Estate One

 

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