These days, it seems like everything happens instantly. Take a photo and see it immediately. Click a link and start watching a movie in seconds. Videochat face-to-face with people who, just a decade or two ago, would have been hours or even days away. It’s all miraculous and, for the most part, wonderful. But it can lead us to believe that everything can work that way. Of course, lots of things can’t.
And one of those things happens to be real estate sales.
This topic comes up a lot with my coaching clients. In real estate, it can often feel as though you’re working for free. Your weeks are busy; your days are filled with meetings, tours with buyers, and data collection for sellers. You’re occupied with your marketing activities and you’re actually spending money when, often and for what can feel like long stretches, nothing is coming in. Under these circumstances, it can be hard to stay motivated.
So how do you stay focused? How do you keep the faith when you sometimes feel as if you’re casting all your resources—financial, emotional, and otherwise—into a void? It all comes down to that elusive thing your mother always told you to have, that you know you should have, but that can be so hard to hold onto: patience.
I can assure you that the work you do now will pay off. Sometimes it can happen quickly. The buyer you met at that open house may call you and be ready to make an offer just a few days later. But, typically, the time between engaging with a potential client and actually seeing some income relating to that can be anywhere from a few months to even a year or so. It makes sense that it can take time. After all, you’re helping people make big, life-changing decisions. These naturally move slowly. Trust that every conversation you have today is laying the groundwork for future relationships, future transactions—and, of course, future income.
In a way, learning patience is about training yourself to have faith in the thing you can’t see, the thing that can and often does swoop in out of nowhere—before disappearing again. If you take this approach to your business, your interactions with your potential clients will be calmer, more thoughtful, and less desperate, even. You’ll send the message to your buyers and sellers that you’re in this for the long haul. You’re not looking to make a quick buck; you’re looking to establish a trusting relationship as their long-time real estate advisor. It all works. Trust me.