No Big Deal

As a  professional Real Estate agent and as a Trainer-Coach and Speaker my biggest Aha in 2013 is the same one that I unfortunately have to learn over and over again.  We as Real Estate agents  and I guess it's this way in any commission paying job, have a tendency to become very attached to the results.  In other words, we need the deal because we want to get paid.  This can be a big problem for many reasons.

1. When we need a deal we have a tendency to push and it becomes about us.  When we do this, the natural reaction on our clients part is they push back and sometimes go away and we end up with nothing.
2. When we focus on the results, it is easy to become discouraged and give up.  
3. We sell based on what's best for us vs. consulting based on what's best for our clients.  As a fiduciary, this is misrepresentation.
4. We become easily distracted going from one new idea to another because we give up before something has a chance to work.
5. We fail to try because we judge the opportunity based on our perceived perception of the opportunity.

OK, let me explain a few of these points from my personal experience but first, here's my motto that I really want you to get.  "Ignore The Results and Just Focus On The Activities With Blind Faith."  Starting with the the last item on the list first, I called a for sale by owner recently who told me "not to come if I thought it would lead to a listing because her husband was a Realtor and he would list the house."  Now,  if I was focused on the result, not the activity, what would I do?  Fortunately, I focused on the activity and went.  The end result was they listed with me for $350,000 and the first person who saw the home, bought it.  So, my question to you is how much would it have cost me if I didn't go?  Being focused on the activities is a mindset, not just something we do when we look at our goals at the end of the week.

However, being focused on the activities is something we do weekly and monthly.  Why is this?  The answer is if we focus on the activities with blind faith, we will stay in the activities.  And by staying in the activities, we will eventually get the desired result.  For example, when I visit a seller with an expired listing, it sometimes takes six months or more of follow up before they hire me.  If I was focused on the results, would I keep calling?  The answer is no and that's why most people fail, because they give up.  

The best advice I can give anyone in sales is detach from the results.  The less attached you are on the results and the more focused you are on your clients needs, the better served the client will be.  And the miracle of "not caring" is incredible.  In other words, on your next sales call go in with the attitude that "you don't care if you make the sale or not."  You will be amazed at how much fun you have and how much more productive you are.  When you hear an objection you will not be thinking "oh no", you will be thinking "oh boy, this is going to be fun."

So, focus on the activities with blind faith and have fun.  This really an easy business.  We make it hard by thinking too much.