Why did you decide to get into real estate sales? I suspect that many of you wanted to have more control over your own destiny. That is to say that you wanted more out of life. At the time they made the decision had they should have decided what they would be willing to sacrifice--what risks they were willing to take?
When you have decided to go for it you are will to spend what is required, including money, to have success. When you take that risk and step out of your comfort zone you begin to see real progress.
Recently, a Westchester County NY business executive told me that he wants to advance in his career. He has been working hard but playing it safe and wondering when he is going to get his “turn.” Why does he feel he has to wait for a turn? Why doesn’t he just seize it? Well this is the root of the problem.
This paralysis happens with people who start in sales. I call it “Getting ready to go to work”. For example, “I still don’t have my business cards, my web site, or my 2 sharpened number 2 pencils”—you get the idea!
Often people want to do great things, but they never follow through. Why? One possible answer is that the rewards aren’t enough to motivate them into action. Another probable answer is procrastination has derailed or stalled them. The inability to act can often be traced to fear, doubt, or the absence of a clear picture of the potential rewards and consequences.
Some of these paralyizing factors include:
Fear of criticism, rejection, or exposure: The need for social acceptance will result in going to great lengths to adopt a mode of dress or a certain type of behavior because of fear of criticism and rejection of others. Fear of having an idea rejected continues to lose billions of dollars for American business.
Fear of the unknown: The need for security and safety causes us to be fearful in those situations in which we’re not sure what is going to happen. Our fear of what might or might not happen can cause us to keep from doing those things we should do to bring us closer to our goals. One key to addressing fear of the unknown is examining the possibilities and then weighing them against doing nothing.
Fear of failure: Whether it’s the president who’s afraid to make a change in structure or the manager who is afraid to develop a more competent, self-directed team, or an individual considering a business of their own, fear can be a major deterrent to success. If you promote a risk avoidance mentality, then the entire goal setting process can be stifled. If mistakes are met with criticism and/or punishment, people will be inclined to do only what they know how to do. It will inhibit creativity and improvement. By not trying, people frequently ensure failure—the very thing that they’re trying to avoid. Fear of failure has blinded many people from seeing opportunities.
It is important to remember that failure is important to success if it is viewed as an opportunity to learn. To change failure from a negative experience to a positive phenomenon, eliminate those conditions which contribute to fear of failure.
We need to face up to fear. Remember that it is ok to fail, and this is part of learning. Just do something. What’s keeping you from succeeding? For a similar post on our web site read WHY THE THE SAFETY OF YOUR COMFORT ZONE?
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