“He who rejects change is the architect of decay. The only human institution which rejects progress is the cemetery.” – Harold Wilson
Many agents preoccupied themselves with how brutal the real estate market was over the last few years. Certainly those years were harsh on those on both sides of the real estate transaction, and by that I don’t mean buyers and sellers, I mean sellers and the agents who represent them. It’s pretty tough to get around the financial hardship sellers across the country experienced, but as an agent, there’s no real need to be a victim in any market, no matter how difficult it is for buyers and sellers, unless you refuse to change the way you look at things.
The only thing that’s constant is change, and our era is no stranger to it. The number of natural disasters in the last five years alone is staggering, underscoring the fact that while we go about our day-to-day, worrying about changes in our job status, our finances, our relationships, our state-of-mind, the very physical earth we walk on is churning at the core and changing lives in a manner which, I’m sure you’d have to agree, is far more significant than anything even the hardest-working, down-and-out real estate agent encounters on a daily basis.
Wishing things back to “normal” is fruitless
Those in Haiti, Chile, Australia, Pakistan have been hit with changes that haven’t afforded them the luxury of sitting back and wishing things back to normal. Their only choice has been to respond to the devastation with action.
Perhaps what makes it difficult for some real estate agents to come to this conclusion is that there’s no actual physical wreckage. When your city has been wiped out by a flood or your home flattened by a hurricane, it doesn’t even enter your consciousness that if you sit around waiting, maybe the devastation will magically reverse itself. It is entirely and abundantly clear that your only option is to rebuild from the ground up.
Many agents, even though the shift in the market is many months old, are still fighting this reality. The strategy, for some, is to wait, pray and love rejection more than they ever thought possible. Those who subscribe to this strategy believe in their heart of hearts that if they can just hold on long enough, the problems will reverse themselves and they’ll be rewarded for their patience and loyalty.
2005 is dead and gone
Look, the crash took most by surprise. It’s natural for you to have to work through a recovery period where your mindset traverses through the well-documented 7 stages of grief/loss: shock and denial, pain and guilt, anger and bargaining, rejection and depression. The fifth stage, however, is the upward turn, and the sixth is reconstruction and working through. The sooner you can get yourself to this sixth stage, where you fully embrace the fact that the 2005 market is never going to come back from the dead, and that the only route to a profitable and rewarding real estate career in 2013 and beyond is to reconstruct it, the sooner you will reap the huge opportunities and rewards that are abundantly possible in this market.
90% of agents chose “whining” over “doing”
Reconstructing means that you stop doing those things that aren’t returning you five or ten times the money and time you’re putting into them. It means putting your systems (if you have any) under a magnifying glass and being brutally honest with yourself about how effective they are. It means taking a long, hard look at yourself and asking yourself if you are the type of person who truly does want success and is willing to do what it takes to get there, or the kind of person who prefers to whine and complain and make excuses for your failures. It should be no surprise to you that 90% of people are the second kind. These are the same people who will read about another’s success and try to shoot it full of holes. They tell themselves that those who aren’t suffering as they are must have had some special advantage or a rich uncle or a better market. They do everything they can to discount those agents, trying to prove that their success can’t actually be real, that there’s some kind of fraud or misrepresentation going on, and they do this because the alternative is to find fault with themselves . . . and if they did that, they’d actually have to get off their butts and do something about it.
Sit down with those who are seeing success in your marketplace and get their blueprint
What if, instead of working so hard to discredit the successes of agents in their marketplaces, these agents put their efforts into understanding exactly what it is that those other agents are doing differently and better? If they did that, I guarantee they’d find that most of them are using my systems, and that by doing so, they’ve rendered the challenges and roadblocks that others stumble over entirely irrelevant. What if you could put yourself in a room with successful agents from every marketplace across the country (including yours) who would willingly sit down with you and map out exactly what they did to grow their businesses over the last couple of years? That would be kind of like the team from Extreme Makeover landing on your doorstep ready to hand you a brand new space in which you could live like a king, wouldn’t it?
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