Complacency...it's the Enemy and how do we recognize it?
On Saturday I routinely moved through my busy day taking care of Escrows, Addendums, Reports, etc. Finally during a lunch break I took a moment to take a quick glance at my emails just to check in and see what was going on in the world.
Wow...I received a surprise email from our company President asking if I had visited a new community in my area. Actually she asked succinctly " is this your competition?" Well, I was stunned - I was not even aware of a new community opening in my area. I have been so busy maintaining files, catching up on reports and various other mundane tasks, that I have allowed some of the basics to slip away.
You see I fell victim to the dreaded disease of complacency.
My community is selling like hotcakes, our numbers look great, we have even been nominated for industry awards and as a result I lost a step. After receiving the wake up email I thought about this matter and want to point our several signs of complaceny.
You are too comfortable!
You have a routine, you know what to expect, your interactions with clients maybe on auto-pilot. Your conversations all sound similar. One of my favorite sales training experts, Jeff Shore, in his book - Be Bold and Win the Sale - urges us to get out of your comfort zone and boost your performance. "The most common challenge every sales professional must overcome is not indecisive customers, inferior products. It's the discomfort you feel when initiating calls, dealing with difficult customers and asking for the sale."
A bad case of I-know-it-all-itis!
Sometimes, especially for those of us who have been in the same career for many years, we may think that we have seen it all. Been there, done that we tell ourselves. At that moment our ego maybe driving the car.
Always continue growing and learning. Technology has impacted our industry, economics have impacted the world and there is so much to learn and study.
We all know when we are not truly applying ourselves or doing our very best. Self discipline is important especially in the life of a Realtor. Self motivation, drive to achieve, desire to be the best you can be will always serve you well.
Now that I've had that kick in the butt I needed, I'll be back to work tomorrow re-inspired. I'm selling homes at Lago Los Serranos, call me!