FROM SUR­VIV­ING TO THRIV­ING IN FOUR SIM­PLE STEPS Tanja M Jones

IF YOU HAVE en­tered the in­dus­try full of hopes and am­bi­tions and then find your­self strug­gling, you are not alone; this in­dus­try can be tough. Peak per­for­mance coach Tanja M Jones out­lines four sim­ple ways you can change your mind­set and move from mere su

Elite Agent - - CONTENTS -

IBELIEVE MOST agents en­ter the real es­tate in­dus­try be­cause it is rel­a­tively easy to get into, you can ac­cess your qual­i­fi­ca­tions fairly swiftly and you can earn as much money as you are will­ing to work for. It is an ex­cit­ing in­dus­try that en­ables you to be your own boss, build your own busi­ness, cre­ate your own team and carve your own cul­ture. You have ac­cess to a plethora of world-class coaches and men­tors; there is an abun­dance of na­tional and in­ter­na­tional train­ing and de­vel­op­ment op­por­tu­ni­ties, as well as daily pod­casts, we­bi­nars and live Face­book videos to learn and grow from.

Best of all, ev­ery day you get to change peo­ple’s lives by part­ner­ing in the sale of their great­est as­set and re­duc­ing the stress of get­ting on with liv­ing the next chap­ter.

All of this can be deeply re­ward­ing and highly ful­fill­ing, be­cause as you con­sis­tently make a dif­fer­ence in other peo­ple’s lives you im­prove your own and that of your fam­ily. I truly be­lieve that real es­tate can be a path­way to fi­nan­cial free­dom for all in­volved and a beau­ti­ful way to build a com­mu­nity of friends for­ever.

How­ever, the re­al­ity can be chal­leng­ing, to say the least. If you do not en­ter the in­dus­try with both eyes wide open and a firm un­der­stand­ing of the game at play, you may swiftly fall into the chasm of ‘sur­vival’ that lies be­tween your de­sired fu­ture and cur­rent re­al­ity.

The truth is that real es­tate is a highly com­pet­i­tive in­dus­try where you are ac­tively putting your­self into a world of re­jec­tion. Ev­ery day you will get knocked back, knocked down and told ‘no’. You’ll work for com­mis­sion and, when you do get to make a sale, you have to wait any­where up to three months to get paid.

If that’s not enough, the cur­rent per­cep­tion of agents is un­favourable; they are ranked 28 out of 30 when look­ing at how trusted cer­tain pro­fes­sions are in Aus­tralia, next to ad­ver­tis­ing staff (29) and car sales­peo­ple (30). Nurses, phar­ma­cists and doc­tors ranked as the top three (Im­age of Trusted Pro­fes­sions – Roy Mor­gan Re­search 2016).

The re­al­ity of this en­vi­ron­ment is com­pletely coun­ter­in­tu­itive to our in­nate de­sire for cer­tainty, se­cu­rity, val­i­da­tion

You can very eas­ily fall into a pit of scarcity and chronic self-anal­y­sis, which is where agents be­come self-fo­cused rather than ser­vice fo­cused.

and in­stant grat­i­fi­ca­tion. You can very eas­ily fall into a pit of scarcity and chronic self-anal­y­sis, which is where agents be­come self-fo­cused rather than ser­vice fo­cused. The game then be­comes about list­ing, sell­ing and mak­ing com­mis­sion rather than serv­ing, sup­port­ing and mak­ing a dif­fer­ence. Whilst this way of be­ing is not in­ten­tional, ven­dors and buy­ers can feel it

a mile off; it’s here they don’t feel safe and be­gin to look for al­ter­na­tives.

As a peak per­for­mance coach, time and time again I see agents floun­der­ing in the emo­tional quick­sand of sur­vival, do­ing ev­ery­thing they be­lieve they need to do to re­alise their full po­ten­tial and achieve their de­sired re­sults but of­ten get­ting bogged down in worry or sink­ing in paralysing fear. They are stuck, suf­fer­ing and go­ing nowhere fast.

The jour­ney to suc­cess can be an ar­du­ous one that can swiftly arouse your in­se­cu­ri­ties. With mil­lion-dol­lar agent videos be­ing posted ev­ery day, it’s easy to be­gin to com­pare your be­hind-the-scenes showreel with oth­ers’ award-win­ning block­busters. This will keep you small and stuck, with no way to keep go­ing and grow­ing.

The im­por­tant thing here is to know what you’re deal­ing with and build a bridge from your cur­rent re­al­ity to your de­sired fu­ture. Here are four steps to shift from sur­viv­ing to thriv­ing as a real es­tate agent.

1 Serve, don’t sell. The most suc­cess­ful peo­ple be­gin with the end in mind. They are clear about where they want to go from a fi­nan­cial stand­point and re­verse-en­gi­neer a strat­egy to get there. This is vi­tal in any busi­ness: you must know where you are go­ing. How­ever, don’t make it about the num­bers; fo­cus on de­liv­er­ing great ser­vice and the num­bers will take care of them­selves.

2 Have a client-cen­tric why. Why is the new black; ev­ery­one is talk­ing about ‘know your why’. Whilst I com­pletely agree, I al­ways in­vite my clients to cre­ate a ‘client-cen­tric’ why. Why real es­tate? Why do you do what you do? Why you? Con­sider that peo­ple buy peo­ple, not prod­ucts; they buy you. They are not go­ing to buy into the life­style you want for your­self; they will buy into the value you are go­ing to bring to their life. When you ac­tively ar­tic­u­late this, magic hap­pens.

I al­ways en­cour­age agents to take a mo­ment to share their why at a list­ing con­sul­ta­tion. As in­ter­na­tional lead­er­ship ex­pert Si­mon Sinek says, “Peo­ple buy why you do what you do, not what you do.” Imag­ine say­ing some­thing like ‘I be­lieve that real es­tate is an op­por­tu­nity to achieve fi­nan­cial free­dom, and I love noth­ing more than ne­go­ti­at­ing the high­est value for your home so you can get on with en­joy­ing the next chap­ter in your life.’

3 Sep­a­rate the facts from the feel­ings. As hu­man be­ings we are mean­ing­mak­ing ma­chines. Things hap­pen all the time, but we pep­per it with a whole lot of murky mean­ing that sets up neg­a­tive be­lief sys­tems which sab­o­tage our suc­cess. You must learn to sep­a­rate ‘what hap­pened’ from ‘what you make it mean’ and deal with the facts.

4 El­e­vate your state. You must have daily, weekly and monthly rit­u­als to keep your phys­i­cal, men­tal, emo­tional and spir­i­tual state high. Lis­ten to mu­sic that up­lifts you, spend time in na­ture, cre­ate a clear vi­sion board to keep you in­spired to move for­ward, surround your­self with peo­ple that bil­low your dreams to life – and be care­ful what you say, be­cause you are lis­ten­ing. Speak words of pos­si­bil­ity and progress, rather than seek­ing per­fec­tion.

Tanja M Jones is a Lead­er­ship, Mind­set and Peak Per­for­mance Spe­cial­ist. Her clients are usu­ally real es­tate COOs or GMs who want up to 40 per cent more time to grow their busi­ness. For more in­for­ma­tion visit tmj­coach­ing.com.au.

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