Can I Do More Without Changing?
After doing seminars for 37+ years … speaking to hundreds of thousands of Real Estate people … doing millions upon millions of coaching calls … one of the most common things I hear, unfortunately, is … “I want more business, but don’t tell me that I have to change what I do.”
As you can imagine, this is someplace between either not being very bright or simply being stupid … most of the time I can’t tell which one. Yes, I know that comment will offend somebody, but the reality is we’re in a very unique business because, as Independent Contractors, we really don’t have to do anything we’re told, nor do we have to do what would be logical in terms of building and maintaining a steady income in the Real Estate sales business.
As we approach the New Year, Real Estate agents keep setting very lofty goals, which I applaud. Then I always ask that tormenting question … “What changes are you going to make in your behavior, what changes are you going to make in your skill level and what work habits are you going to change so you can add that much more business to your 2013 production?” Fifty percent of the people we talk to simply say … “Don’t tell me what I have to do, don’t tell me I have to change my behavior, I’m just fine the way I am.” As we all know, that is the definition of insanity … doing the same thing every day and expecting different results.
Fifty percent of the people we talk to immediately start working on the behavioral changes, the skill set changes and the work habit changes that they have to make to improve productivity. This is what professional Real Estate people do versus the other pattern that amateur Real Estate people use. So … yes … you can improve your business without changing your behavior … all you have to do is wait for the economy to improve dramatically, and your market to improve dramatically, for you to improve dramatically. Or you can take control of your business and start making the necessary changes today so you can improve your business in spite of the economy or the market. Are you a professional or are you an amateur? Your behavior will tell you which one you are.
Mike Ferry
CEO - The Mike Ferry Organization
800-448-0647
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