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WHAT NO ONE IS TELLING YOU RIGHT NOW IN YOUR REAL ESTATE BUSINESS....

By
Education & Training with Performance Coaching

Dear World Class Performer:

At the risk of sounding too direct in this article…

I want to start with the following background information….

I want everyone to know that there is NEVER a lack of opportunity, only a lack of awareness and action. Opportunity is everywhere. This is a universal truth whether you believe it or not. My intention today is to wake you up to the realities of this market.

“Getting to your truth opens you up to reality. And reality is the only place where anything can happen.” Fred Wilson

As a former linebacker in the NFL, I know what it means to deal with reality. Every day on the football field can be your last. Whether it is the possibility of being cut or the possibility of being injured…. your job and livelihood is truly on the line each and every day you line up to practice or play. To compete at that level you learn to deal with this everyday pressure. My coach, Don Shula was never interested in winning a popularity contest with his players. He wasn’t there to make friends. He was there to win football games. And he won more than any other coach in NFL history. His formula was very simple…..  he prepared his team to win every football game he coached. He expected and demanded perfection. He held you accountable. There was never any confusion around what your job was and what you should be doing at any given moment.

As a real estate coach since 1993, I have worked with thousands of top performing real estate agents on a 1-1 basis. As part owner of a high end real estate company, Teles Properties (www.telesproperties.com) I see the attitudes, work habits, and efforts of agents up close on a daily basis. Today I want to tell you what you will not hear from anyone around you except maybe a spouse or partner…..

GO TO WORK!! YOUR JOB IS ON THE LINE!!

Within 6 months you are going to see a major shakeout in the real estate industry. You can be a victor in this time of great transition or you can be a victim. The choice is yours. As I have written in previous blogs, most agents are dangling by a thread right now praying for a miracle in terms of a market turnaround. I am here to tell you point blank….

IT’S NOT TURNING AROUND!! STOP PRAYING!! START WORKING!!

Change is all around you. And more and bigger changes are coming. You can either embrace change knowing change is the seed of opportunity and change is opportunity moving in a new direction or you can sit back and…..

LOSE YOUR JOB!!

The worst thing that is going to happen over the next few months is many agents are going to quit real estate however they are going to keep showing up in their offices!! If you have been an agent for over five years you must be very honest with yourself – Are you a victim of your own success? Meaning…. The things you have done in the past are NOT going to work in the same way moving forward. Working harder and doing more of the same is a recipe for failure in today’s real estate market. If you have been in business for less than 5 years… chances are you never really learned how to sell real estate. Instead you have been an order taker getting in the middle of deals that were going to happen anyway. Please know you have lots to learn when it comes to being a professional real estate agent. Professionals get paid, amateurs work for free.

WHY AM I SAYING ALL OF THIS????

Because most agents have no clue in terms of how they are going to do business on a regular basis over the next 2 – 3 years or until the market improves. Most agents who have been selling homes have been taking advantage of a big tail wind called price appreciation and easy money for borrowers in order to generate business. Both of those powerful forces are long gone!!

NOW YOU HAVE TO REALLY GO TO WORK!!

This means having a real sense of urgency, not desperation. There is a big difference between the two. You need a plan. You need an approach. You need practice. You need more practice. You need structure. You need accountability.

YOU NEED A COACH!!

This is not intended as a commercial. It is intended as a fact!! Unfortunately the current real estate model has pushed all the responsibility for being productive to the agent. Most companies provide a desk, a split, and legal. For most everything else you are on your own!! “We love you. We wish you the best. Go get-um!!.” is the standard company mantra. However working alone can be a very scary thing as your mind often becomes a very dangerous place during times like this. Just when agents are cutting back their business expenses to the bare minimum… the one thing they cannot afford to do without is a coach. To think you SHOULD  be able to do this all on your own is pure foolishness. How many coaches does Tiger Woods have? How many coaches did Lance Armstrong have? Michael Jordan? Most every great performer has a great coach or coaches in his or her corner and yet somehow you don’t need one? Give me a break!! You don’t think all of these individual’s are self-starters and highly-motivated and over-achievers? And YOU??? You want to try it on your own first to see how you will do.

I THINK I WANT TO SCREAM!!

Again I am sharing all of this with you because I know at some level despite all your doubts and worries….you want to succeed in a big way and realize your full potential as a real estate agent and a human being. This is such an amazing business. There are not too many careers that can provide you with the same upside potential that can be achieved though helping people buy and sell homes. This is really a blue-sky business. The only limits that exist are the limits that you place on yourself.

HOWEVER AT SOME POINT YOU HAVE TO DO THE WORK!!

I will have more to add to this tomorrow.

Make it an OUTSTANDING DAY!!

Steve Shull
Performance Coaching
Helping people go from good to GREAT!
877-281-6161

PS Please check out my website www.100daychallenge.ning.com. It is a great resource and referral network for top performing real estate agents.

 

 

 

 

 

Comments (1)

Randall Schrader
Competitive Insurance of Dundee - Dundee, FL

Great post!  It's not what you want to hear, but what you need to hear.  We have shifted gears twice this year and business is very good.

Jul 09, 2008 07:21 AM