Let me just start off by saying I know that you read this title and thought to yourself, "What?". That was really the point but the truth is that every one associated with real estate, and pretty much any other profession, needs a gardener. Let me explain...
As many of you know I was formerly a full-time Realtor and have now found myself in the role of real estate coach and speaker. If you are like most you hear that title and the first thing that comes to your mind is, "Yeah, ok. Another 'coach' and 'speaker'. Isn't that the popular thing to be right now." Without arguing the point let me explain why every person in real estate needs a gardener.
I get asked all of the time by agents all over north america if I really believe that they need a coach and what does a coach do? There are many answers I could pull out of the vault but I have just come down to describing myself as having the role of a gardener because when you get down to it at its simplest form I really perform the same three activities as a gardener.
1) I plant seeds- For some Realtors they lack the confidence or information they need to do their job effectively. This usually applies to newer agents but you would be surprised that it is not limited to just the new Realtors. For these people my job is to plant the seeds in them that they will need to succeed in this or any other market going forward. The truth is just about every agent needs a certain number of seeds. Just like a farmer has different seasons where he replants the crops year after year, we are no different. Just because you grew corn last year doesn't mean you can sit back and wait for it again this year... I usually like to compare this part of my job to a good shower. Coaching and motivation are similar to your hygiene in that when you take a shower, you usually smell and look good when you are done, but if you don't repeat that pattern of showering for another week you are in trouble, along with the people around you. I don't think I need to go into any more detail on that. So you get the point. We all need a cerain amount of seed planted in our lives on a regular basis to function at our maximum capacity.
2) I monitor and change, if necessary, the soil- This one is sometimes a little hard for many Realtors to grasp but just like a farmer has to make sure he is planting his seed in good soil, I do as well. With all of our coaching clients I usually like to look at the whole person because their environment can have as much to do with their success as what they do. Any of you who have heard me speak before know how important I believe this to be. I can give you the best techniques and principles to follow but if your soil, the people and environment around you, are not solid ground then all of the good information you have received will go to waste. Tell me if you have ever went to a conference before and heard so many great ideas and then never acted on them. Or worse yet, people from your office ask you scarcastically, "How was the conference? Are you all motivated now?" This is a common response from people that are familiar with never implementing good ideas into their business. They make fun of others that do so that they can feel better about themselves. They are a great example of having bad soil around you. Bad soil will devour, kill and prevent any good seed in you from growing. A gardener is challenged with the task of changing the soil when necessary to prevent his seeds from being devowered. In your business there are many places that can potentially be identified as bad soil not just from your office, but also from your personal life. Do you go home to encouragement and support or... My hope is that you have surrounded yourself with supportive people who want to see you succeed rather than see you fail so that they don't feel so bad about themselves. If not, you may want to start reassessing your relationships. This is not an easy thing to do but nobody ever said that success comes easy.
3) My 3rd role is to water the seed- This applies, again, to all real estate professionals but more often than not it applies to the veterans in the business. If I told you how often I hear from people after an event that the things I talked about they have always known they should do, they just don't do them. It could be because they are busy or just suffer from complacency, but it doesn't matter. The result is the same if you don't water the seeds in your business; you will never reach your full potential. Everyone needs accountability including myself. In fact, it is usually the people that train and teach others that need it the most. So this is one of my most important roles. To keep you accountable to do what you know you should do. I want you to do a little mind exercise with me. Close your eyes right now as you are reading this. Did you close them yet? Ok. I want you to imagine your whole career up until this point. Now imagine if you did every day everything that you knew you were supposed to do with systems, follow up, prospecting for business, and networking, etc and how much business you would have right now if you had. Now imagine how much that business adds up to monetarily. (I know you didn't close your eyes. You couldn't have read what you were supposed to imagine if your eyes were closed. :) My goal is not to depress you. It is to wake you up to begin doing today the things that you know you are supposed to do on a consistent basis.
Have a great week!