Would you like to play your real estate game like Tiger Woods plays golf? Ask most real estate agents that and the answer you'll get is, "Of course!" But really, we can all play like Tiger, even if we don't win like he does.
If you're like me, it could take you three (or in many cases MORE!) shots to get down the fairway and onto the green. Not every shot goes where I want it to go, yet I keep swinging away, not always shaking off the bad shots or refocusing, and hitting again to get closer to my goal. Not always realizing that It is my score at the end of the round that counts, not how good or bad any individual shot was.
So how is that any different from how Tiger Woods plays golf? Even he is capable of hitting a bad shot, and he does from time to time. But as soon as he hits the ball – good, bad, or indifferent – he reviews it in his head, makes the necessary corrections, and it is over. He moves on to putting the ball in the optimum position with his next shot. His intention is to get the ball in the hole in as few shots as possible. It is not to go over and over how he screwed up, or blame the wind, or complain about where the ball landed or the noise from the crowd. He doesn’t give up, He focuses on the goal and moves toward it with every shot.
He is always looking to be the best he can be with each shot. It is not just about the win, which is important of course, but it is about mastery of himself and the game. Then the win takes care of itself.
Even though in my opinion, Tiger is the greatest golfer, he doesn’t have a hole in one every round, or often, right? No – a hole in one is rare, even for Tiger. If he were a real estate agent, would he get the equivalent of a hole in one every time out? A listing on the first contact? Or a sale on the first showing? Those are rare, too.
He would do what the most successful real estate agents do: bring to bear his mental toughness and ability (natural or learned) on reaching success. He would work on taking the steps from tee to green, from contact to contract. The successful golfer or agent:
- Chooses to get into the game
- Steps up to the tee
- Decides the best way to get to the goal
- Decides the best tool to use based on his or her strength and talent
- Takes action
- Practices…a lot!
For every stroke in tournament play, Tiger Woods has probably hit 20 times more in practice or training; this could equal 14,000 golf balls hit from Monday through Friday. Drives from the tee, shots from the fairway, practice getting out of bunkers, hits from deep rough, and putts from inches to yards from the hole. If Tiger or you or I gave up golf after a bad tee shot, we would all miss 100% of the opportunities to get it into the hole and ultimately win the game.
You can tell, I know, that golf has become an important part of my leisure time, and that I'm seeing parallels between the game and the folks I work with in the Real Estate Game®. Both golf and selling real estate need special skills, and those skills take practice to develop and keep strong. Great golfers and great real estate professionals share one trait: they are always trying to be the best they can be. Whether it is a golf shot or a listing presentation, they are ready for the game, they have practiced, they know they can handle whatever quirky situation comes up. They do the best they can in that moment. Then analyze the results, adjust what they are doing if necessary, and then move on to the next opportunity. They have the strong mental attitude, “If it is to be it is up to me,” and, “If at first I do not succeed, try, try again.”
So here's my question and challenge for you: What part of your game do you need to work on? What sales skill do you need to practice to make your game strong? Schedule some time on your practice range today for a better, more successful season ahead. Remember that improvement doesn't happen over night, so you don't want to either over-expect in a day, or under-expect in a lifetime. Let's play the game like Tiger.
Patti Kouri, Accelerated Performance Coaching
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