“Nothing gives one person so much advantage over another as to remain always cool and unruffled under all circumstances.” – Thomas Jefferson
  

Your feelings are not your friend.  They will get you in trouble more times than not.

I’m not saying not to have them, just keep them in perspective.  If you get mad and rip into someone because you are angry or frustrated, you may feel like you won the battle, but you will have lost the war.  Don’t feel like prospecting?  Is it really better to go with that feeling, if you do where does it lead?  Most of us live on an emotional roller coaster, with our life, business and the service we offer our clients.  We do so at our own peril. 

Your feelings give color to your life, and they can be glorious and exciting.  They just shouldn’t dictate your actions.  As you paint the portrait of your life, your commitment and actions should provide the black and white outline of how you live while the color adds the vibrancy.  Reverse it and your life will look like a kindergartner’s version of the Michelangelo masterpiece your life was destined to be…

Most of the real estate community is stuck fishing for income. Living deal to deal and in feast or famine.

Almost all of life has a financial aspect to it. The surplus of it adds to yourpossibilities through opportunity and the laws of attraction. As they say “The rich get richer…” It’s true, but not because they have money. Wealth is a by-product of the way they think. If you change your thinking, your habits will change, your habits change and your account balances will take a turn for the better.

Here are a few questions to give a quick “check-up from the neck up.”

· How is your financial situation?
· How stable is your income stream?
· Do you live within, at, or beyond your means?
· Are you a natural saver or a habitual spender?
· How much credit card debt are you carrying?
· How much money is enough for you?
· What actions could you take that would double your current salary or profit?
· What mistakes do you seem to make with money?
· How much of a priority is making more money?
· What holds you back financially?

We are all guilty of not getting in right, the point is not to beat you up and have you start your day on a downer, but to remember what we need to focus on to make tomorrow a little brighter.

Here are a few things to give some thought to this week.

• Have nothing unresolved or unfinished.
• Get over any addictions and be healthy and well.
• Be a part of a full, successful, and happy community of people who love you as you are.
• Be able to verbally express your feelings, sensations, and prob­lems.
• Want a tremendous amount but crave nothing.
• Have life set up so you have really neat things, people or activities to look forward to all of the time.
• Know and live in your values.
• Have much more than you need.
• Have goals that turn you on.
• Have standards that are clear, and high.
• Have plenty of time.
• Be okay about and with yourself.
• No longer try to “make it” or prove anything.
• Working on a special project that is personally and professionally fulfilling.

“You can not push anyone up a ladder unless he is willing to climb a little.”  – Andrew Carnegie

Most people get into the broker side of the real estate business because they enjoy the personal development aspect.  Yes, there are other contributing factors, but a broker’s belief in their agents is one that is a two edged sword.  We tend to believe that we can work people through their rough spots and make them successful despite themselves.  No one can succeed for someone else.  Success can’t be given away, despite our noble attempts to do so.   As we take a look into this next season, let’s take a look at our staff and get brutally honest with reality.  We cannot drag someone against their will into success; we cannot push them up that latter – unless they are willing to climb a little…

Are you committed to really knowing your trade?  Do you know what your customer is thinking?  Do you know your Inventory?  Do you know how many units are closing a month in your service area?  Do you know what to do this next year to create a predictable and sustainable stream of revenue?

Most agents start off by slinging mud against a wall to see what sticks.  While having a new agent try the smorgasbord of real estate prospecting and marketing ideas may be a viable strategy for new agent trainers, it is ridiculous pursuit for the experienced agent.  The professional should be an expert in something.   They should study their trade, have key distinctive and advantages.  The reason that the top 15% dominate the top 85% of the market is because they approach the business different than the sea of faces that represent the masses.

Starting today, spend a few minutes each day studying your craft.  Learn a bit more about people, business, marketing or your current inventory.  Find a topic that you want to camp on for a bit to go deep on one subject or spread things out to develop a wider view.  Either will be a benifit to you, the important thing is to make it a habit.  Spending just 15-30 minutes a day really adds up over the course of a few years.   Before long you will have forgotten more than most of your competitors will ever know.

If you haven’t read the book Made To Stick by Chip Heath and Dan Heath yet you should plan on picking it up today on your way home.  It is a great primer on how to generate buzz, convey ideas that last and how to maximize your advertising and marketing dollars.

One of the villains they talk about overcoming in the book is “The Curse of Knowledge.”  Usually we look at knowledge as a good thing (it’s pursuit would even cause me to go out and pick up this book for example) but many times it’s what we think we know or what used to work that kills us.  Take this market for example.  The fundamentals are still just as applicable as they were 30 years ago.  We still need to spend each day getting to know new people, negotiating contracts and finding willing buyers and sellers to bring together for a mutually beneficial outcome.  But HOW we go about doing that has changed a bit over the years (or year for that matter).   Our tactics and tools need to change and what we need to be constantly open to growing , learning and changing.

Every day, starting today, commit to growing in something that is tangible, measurable and meaningful.  Maybe it’s sharpening your skills, your knowledge about your industry or business, or looking at ways to stay ahead of the curve.  Take 15-30 minutes a day and watch what a difference that time makes in the next week, month and year.

“Fortunes are made outside of the 9-5″

I talk a lot about balance.  Balance at work, balance at home.  Life is much bettter all the way around if we keep boundaries and have strict standards.  Mainly because I work with the super producers who are in risk of losing what they love most because of their insane lifestyles.  As much as I think balance is good and healthy – the reality is that our life is a life of seasons.  In order to become a super-producer and be on the top of the heap, you must be willing to do what others won’t.  Becoming out of balance for a season is necessity to achieving the extra-ordinary.

The secret becomes including those you care most about in the process so they feel a part of what you are doing. Recognize when to be “on” and when it’s time to snuggle in by the fire and some warm cookies with those you love.  Remember, life is more of a marathon than the 50 meter race.

I had the privilege of being a part of a small audience a while back that got to interact with Dr. John Maxwell on his book, Today Matters.  He is an amazing speaker and an insightful master of the teaching craft.  If you ever have the opportunity to catch him live or pick up one of his many, many books, you won’t be disappointed.  Here’s some of the “nuggets” from that day -

•·         The secret of your success is discovered in your daily agenda.

•·         The greatest hindrance to today’s success is yesterday’s success.

•·         We exaggerate yesterday’s importance, we overestimate tomorrow potential and we underestimate today’s power

•·         Make everyday your masterpiece

•·         If you give 50% today, you can’t give 150% tomorrow.

•·         Most people don’t lead their lives, they just accept their lives.

•·         Successful people make important decisions early then spend the rest of their life managing those decisions

•·         You cannot manage a decision you haven’t made

•·         Don’t expect others to make you happy

•·         Take responsibility for your attitude

•·         People don’t pay for average

•·         Attitude controls possibilities, it’s the difference maker

•·         Grow every day

•·         Do what you are best at

•·         Priorities bring focus, manage priorities to maximize time.

•·         If you leave something on the table today, it won’t be there tomorrow

“The most pathetic person in the world is someone who has sight but no vision” – Helen Keller

Helen Keller spent her entire life in a dark and silent world.  Being both deaf and blind, she overcame and became an inspiration to millions.  Many of us who have the privilege of seeing take it for granted.  It’s really a two edged sword. Without our sight, we would miss every wonderful glory that God has painted in the colors of a sunset, the majesty of the stars, or the details in a blade of grass.  The flip side is that we tend to see distractions in every form.

Vision is essential to the creation of our future.  We will live according to vision, either ours or someone else’s.  What is it you want?  What is it that you were born to do?  What does this year hold for you?  What direction will you head?

Spirituality

“Believe in something larger than yourself.”

                                                                   -Barbara Bush

            In the previous article we mentioned the value of stability. Perceived or actual instability on our part will result in a sucking chest wound to not only the confidence your clients have in you, but also the confidence you have in yourself.  If you’re easily shaken, it will show.  We’ve found that the best remedy for maintaining a sense of stability and strength is to worship a “Higher Power”.   You must absolutely lean on something bigger than you.  It’s difficult to make money in real estate, much less prosper.  And in seasons of lack, whether it is performance or answers, we become all too aware of the fact that depending solely on ourselves is a fruitless endeavor.  Not only that, we also learn that although we need others, no one down here can serve as our savior.  All of us need certain things that our fellow humans are unable to provide.  Embrace God, and you’ll not only feel the effects in your life, you’ll see them as well.  We’ve found that the primary benefits of leaning on your Creator are:

1)         Personal Integrity:     All of the world’s major religions have a moral code of some sort. Whichever one you choose, it needs to be rooted in love and selflessness with integrity at its core.  Make no mistake, if you lack love in your life than you have nothing.  If you lack integrity, then you are nothing.  No matter what you accomplish in life, no matter who you become, anything rooted in anything but the truth is worthless.  Everyone lies, but few of us admit it later.  That’s integrity.  Everyone takes things from others (time, opportunity, etc.) but not everyone offers to compensate.  That’s character.  Your integrity will allow you to adhere to your code.   Your code is the key to your character.  And your character is your destiny.    

However, honesty is only part of integrity.  Being good at what you do is equally important.  Whatever you do – do it well, because others are counting on you.  If someone places their most precious asset (usually their home) in your hands, then what you’ve been charged with is no small thing.  Do everything possible to excel, for the sake of your clients as well as your company, and you’ll not only experience material success, but a sense of personal fulfillment as well.  And most importantly, if you can’t accomplish what you’ve been charged with, admit it and refer it out to someone who can.  The rewards won’t be immediate but they’ll be worth the wait.

2)         Recharging:               Before I chose to seek God, I would often suffer burnout alone and when I mustered enough energy, I’d immerse myself in hobbies or worse, eat in front of a television.  When I was finished with the futility of this approach a friend of mine asked; “When was the last time you went to church?”  Although I passed on the suggestion at the time, she certainly planted a seed.  Months later when I decided to give it a shot, I found that each week I went I walked away with more self-confidence. I discovered that it’s safe to be emotionally vulnerable around others.  There’s something very liberating in that.  Worshipping with others allows me to give up my burdens to my God in a responsible way. I’m now able to remain present and work with unpleasant circumstances because I know there’s a higher purpose to my problems.  I now understand that whatever I’m going through isn’t just about me, but also serves a purpose for everyone I’m connected to.  It’s good to know that I’m not alone and it’s even better to know that Someone is watching out for me.  With that said, after years of anxiety, I’m finally comfortable in my own skin.

3)         Selflessness:                In a market filled with difficult transactions and even more difficult people, it may seem like a tall order for you to give even more ground.  It’s a challenge to put others first.  Do it anyway.  If you put the client first, everything else falls into place.  Please trust us on this one.  Clients who’ve never even written offers have referred us to others who did, resulting in tens of thousands of dollars for our company.  This happened (and continues to happen) because we treat each client and prospect with the utmost respect.  Whatever the projected profit may be, everyone receives the same level of courtesy, due diligence, and professionalism.  If you make it a habit to put others first, you’ll see that “paying it forward” will eventually pay off.

4)         Guidance:                   Your business will also benefit immensely from divine guidance.  Tea leaves, so-called “psychics”, and mysticism won’t cut it.  We need hard answers.  The most useful answers are ones we don’t like to hear, but we need to hear nonetheless.  You’re not going to get that from psychics with neon signs in their windows.  Your own research no matter how comprehensive, won’t cut it either.  In the so-called “Information Age” we’re more confused and ill-informed than we’ve ever been.  The so-called “Information Superhighway” has resulted in a dead end, that is, unless you have limitless time to surf on the internet (which hopefully you don’t).  “Googling” anything more general than “Pre-World War I Underwater Welding” will result in hundreds of thousands of hits (even something that ridiculous yielded 15,400 results).  Either way, we’re almost too informed, and the information we do have, no matter how useful, is incomplete.  We also have to remember that although our problems aren’t unique, we certainly are.  How an agent should handle a certain listing is different than what another agent needs to do with the exact same listing.  We need guidance from a Source who knows us, loves us, and wants to see us do well.  Finding a good model, asking others for advice, and quality research is a good start.  But at the end of the day there are no formulas.  Only the voice of God can guide you along the path you need to take.  If it is from God it will not only serve your best interests, but also those of everyone involved.

            Spirituality is a touchy subject to address.  There’s a long tradition of freedom of religion in this country, in fact it’s the First Amendment to the Constitution.  But there’s a reason why our national motto is “In God We Trust”.  This country’s fought very hard (and continues to) for what we have.  As a people we know that we’re insufficient by ourselves of achieving any lasting sense of “Life, Liberty, and the Pursuit of Happiness”.  If we’re the bottom line to our existence, if our personal motto is “The Buck Stops Here”, then we’ll never live beyond ourselves.  We’ll never experience the finer things in life such as love, wisdom, and a legacy of charity.  We can’t take anything with us when we die, but we can sure leave things.  For most people it is debt or other unfinished business.  Be different.  Be remembered.  Be more than yourself.