Watching tennis great Roger Federer being interviewed after winning a match at the US Open I was blown away by a confession he made. When asked about why he is playing so much better this year than the last couple of years he admitted that he stopped playing scared.
What's Your Excuse?
The ego rarely allows you to make such an observation. We usually have an excuse as to why we aren't being successful. For real estate agents it can lots of excuses...market conditions, flaky clients, no inventory...the list goes on and on. But if you look at successful agents they are working under the same market conditions as you are, yet they find a way to continue to sell houses.
Changing Your Routine
He also talked about making changes in his routines. He had to establish a new plan. Why? Because what he was doing wasn't working. He could have used the excuse that he was getting older or that the younger players were stronger, but he didn't. He knew that if he wanted to experience the success that he was used to, he had to look within, be brutally honest with himself and change things up.
Rev Up and Hustle More
Working scared means you are constantly second guessing yourself and wondering what other people are thinking about you. "If I ask for business they may not think I'm successful". "What if they don't like me?" "What if they say no?" You can't control what others think about you, but you can control what you do and how you work. If your goal is to be a successful real estate agent you sometimes have to change up your game. You may not like going door-to-door, but that may be what is necessary to get some new listings. You may not like attending networking events, but they are a great source of meeting new people who might want to buy or sell a house. When the market slows down that simply means that you have to rev up your game and hustle a little more...a lot more. Working outside of your comfort zone can be scary, but it can also produce great results. Is it time for you to stop working scared?
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