The real estate business, just like any other sales business, is simple but not easy. You may call on a prospect for months only to be politely told that the seller decided to sell their property to a neighbor. You may go all out on a presentation and find out you were passed over for someone else. You may show someone endless properties only to have them inform you that they bought something at an open house over the weekend without you.
One of Tony Robbins’s great pearls of wisdom is that anything you want to achieve in life is 80 percent psychology (what is going on in your head) and 20 percent mechanics (how to do it). The mechanics of selling are simple.
1) Wake up at the same time every day.
2) Lead generate (prospect) at the same time and for a specific length of time every day.
3) Prequalify appointments set.
4) Go on appointments.
5) Ask for a signature.
So with such simplicity, what could possible get in the way? In my experience with myself and those I work with, often what gets in the way is that monster of the mind (your Gremlin) that does his best to pull you away from the simple activities that lead to results. Being mentally tough enough to withstand the peaks and valleys of the business of selling is a critical component to success. This year, I have read two wonderful books that speak specifically on how to cultivate such a mindset.
In “Spartan Up,” the author shines a very large spotlight on the fact that as a culture we have become soft and weak (both physically and mentally). Essentially, the author is telling us that the reason things seem unbearable is not because they are hard but because we are soft. We have actually become so sedentary that we have resulted to counting steps. Steps, people. That’s insane. I recently found out that during the famed Louis and Clark expedition, they routinely would hike 20+ miles a day. Almost a full marathon every day. Physical toughness breeds mental toughness. Having personally completed both an Olympic Triathlon and a half marathon, I can attest to this being true. Being physically uncomfortable is actually a good thing and makes us tougher.
“People who think you are weak will offer you an excuse. People who respect you will offer a challenge.”
In “Resilience” the author points out that in our current western society filled with comfort and convenience, we can easily slip into the false misperception that the purpose of life is to provide us with complete happiness. We can begin to believe that as our life progresses, we will move from pleasure to pleasure and from joy to joy. Today sheltered from the unimaginable hardships of hunger, disease and surviving the elements that have plagued humanity for thousands of years, some of us have lost the capacity to deal with real hardship or difficulty. By growing up in a protected palace of comfort, we can lose the ability to walk through pain.
Building a business is hard. There is a reason why according to Bloomberg, eight out of ten entrepreneurs fail within the first 18 months. One of the reasons, in my opinion, is not assessing accurately the amount of time and energy and mental toughness required.
Are you cultivating the mindset required to thrive?