When Yogi Berra first said "90% of this game is half mental," he was, of course, referring to baseball. He meant that a critical component of a player's performance is how the player feels about his performance. Players who believe they're capable will out-play those that aren't quite so sure.
The same is true for us real estate folk.
If you're on a listing appointment that you're not sure you're going to get, then you likely won't get the listing. Your skills, knowledge, marketing materials, and listing presentation aren't going to shine the same as they would if you had the confidence it takes to hit a home run.
Your Thursday challenge this week has 3 parts:
- For today, try to identify places in your business where you feel less confident. Perhaps you don't think you're a strong negotiator or maybe you can deliver a listing presentation but don't have a strong close.
- Once you've identified where you need improvement, do a little research. Search Active Rain or even the internet and find advice from experts. Talk to your broker or to your mentor and ask advice. Find ways to improve what you feel you're lacking.
- Fake it till you make it. If you have a listing appointment, tell yourself you're going to get the listing, even if there's a seed of doubt. Give yourself the same advice you'd give your son in little league - picture yourself making the hit and running the bases.
Don't let the mental part of the game slow you down. Make sure you've got the skills, then go out and sell it!
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