Punch...block...counterpunch. Act - react. Attack - Retreat -Counter Attack.
Are we really any different than wrestlers...or boxers...or MMA fighters?
The real answer? YES and NO!
Physically, being a real estate agent is not that taxing. We generally don't get beat up and walk away with bruises and stitches and broken this or that. So...Yes, we are different.
Mentally, however, is another story!!! NO we are not different here. In sports you see coaches all the time talking about the mental aspect of the sport.
Same thing in Real Estate. The biggest hurdle to being successful in real estate is properly controlling what lies between your ears.
That's right...it is YOU! Your brain...and only your brain that stands between you and success.
It isn't the big, bad #1 agent/broker/brokerage (pick 1, 2, or all 3) that you are up against in your neighborhood/city/MLS/region/state.
Let's review: It is you..not them...it is your mind versus their mind AND their head start in marketing and success.
1st Tip: Clear your mind of doubt. BE POSITIVE. (even in bad times)
If you think you can't be as good as they are...you probably never will be.
One of the most important tools in your bag is ATTITUDE!
It can win deals for you and it can lose them for you...and it is entirely your choice which it is.
2nd Tip: Be that person other people want to be around.
My wife dreads going to the store with me because it invariably means that I am talking real estate to someone who asks me a question. I spent 20 minutes in front of the grocery store yesterday talking about crop prices and land prices. I learned a lot from this farmer about what is going on in his neck of the woods. Valuable information for the future.
3rd Tip: Are You Listening between the words? This is crucial and when I figured it out I became way more successful. (This also goes for what is being said on Electronic Media as well...read between the lines!)
What people are saying and what they are looking for from you are not always the same.
I believe that most of our lives we are on an interview. We just don't know it. Whether in the grocery aisle conversations or at church or a sporting event or driving down the street... they are forming an opinion, one way or the other, of us. I now know to carry myself accordingly.
Pay attention to the little things. I sold three farms as a result of a friend telling me he was going to sell his bulls. Never mentioned real estate. Turns out he was going to sell a farm as well and was going to use a different company until I ASKED THE QUESTION! His farm led to two other sales for me.
Which brings me to perhaps the most important tip of all.
4th Tip: No matter how long the shot is... ASK THE QUESTION! Ask for their business. Make them tell you NO. Why? Because many times they will tell you yes, they need your help.
Many times they do not know that you are even interested or can do the work they need done unless you ask them for their business and explain what you do.
Never ever assume that they know what you do...even spouses and immediate family may not truly understand your abilities.
Ask everyone to tell their friends...and co-workers...and youth team parents...and church members...and on and on. Make them tell you no.
Up to this point...my Marketing strategies have not cost me a dime. But they have made me a very nice living.
5th Tip: Lick Your Wounds...Heal Up...and Get Back in the Fight! We all miss out on the one big deal that we SHOULD HAVE GOT! In fact...it usually happens more than once. Get over it. Learn from it. What can you do different next time?
Hold a short wake or Pity Party if you must...
But never ever give up...unless you are ready to move on to a different career. Do not beat yourself up...gather yourself and clear your conscience and move on. The next deal is there...if you ask for it...it will come.
Keep climbing...keep reaching...keep going!
Each of us has a tipping point or breaking point...I reached mine years ago.
I hung up the phone and cried over a missed deal that was crucial to our early success...and I second guessed myself.
My wife was mad..and wanted me to go flip burgers. I sat at our kitchen table with a 3 year old trying to console me and all I could think of was 'that was my deal and they stole it from me'. 2 hours... yep, 2 stinking hours...from 7:05pm to 9:05 pm I sat there in the chair at the south end of the table...staring at the wall. 'Maybe she was right' kept going over and over and over in my mind. That was the spring of 1994. Now...23 years later...we both know she was wrong.
Never...ever...give up...always give more. More effort...more knowledge...more help.
6th and final Tip: Be the Most Knowledgeable Person Around. Know your product...know your competitors...know their strengths and weaknesses and what makes them successful. Be the person that everyone wants come to for information. Stay up to date!
I get many calls and questions because someone said...'call Mike McCann, he will know or will know who does.'
Each time I get a call like that...it helps solidify my position as the go to guy. I still do not get all the deals and not all of the best deals...but I get more than most and I can live with that.
To be successful does not mean spending the most money...but to have the ability to change the energy of the whole room in a positive way!
Top photo: Jacob, Jaime, and Robyn McCann Shelf Road, Colorado 2016
Top Photo on the right: Jacob McCann, Shelf Road, Colorado 2016
2nd photo on the right: Jaime McCann Arkansas 2017
Below Photo: Mike McCann Shelf Road 2016 Never Be Afraid To Climb!!
Thanks to Debbie Reynolds for the challenge contest: http://activerain.com/blogsview/5043353/hot-market-strategies--an-activerain-contest
Until Next time...