Yesterday I listened to an agent explain all the reasons why he was not achieving at a level to sustain himself. His reasons were well thought out and plausible. He was able to back them up with statistics and examples. He was convincing to himself and to many others. He had been successful at one point and needed to have answers why he was not at this point. It occurred to me that all the time he spent formulating reasons and ideas on why he was not able to do what he wanted; why he was in the position he is in was an utter waste of time, as were his excuses, Oh, explanations. When you spend all your time justifying why you are not achieving at the level you want you are spending no time figuring out how to accomplish what you want. I wanted to scream, ‘you are wasting my time and yours with your bullscript!’
As I left the room I was thinking I am lucky to be starting my career at a time when every single transaction is difficult. I know when I get a listing, when a buyer decides to buy, when a lead agrees to sign an agreement that I have done everything that is necessary to insure the best outcome for them and for me. I am learning what works and a whole lot more of what doesn’t work. For me what doesn’t work is wasting any time thinking or talking about why things don’t work. I want to spend all my time on strategies and actions that lead to the results I want. Our industry is filled with people who can shine a potato with their words but this leaves me wondering why we need shiny potatoes.
By focusing each and every day on what is working in the industry and how I can do more of it I am insuring that I will be able to serve my clients, prospects and leads in a way that they will achieve what their goals are. I think if you are not thinking this way that no matter how well you justify and explain that people will see through you. You may not, but others will. Each of us needs to check our script at the door for signs of justification and explanation rather than results that are meaningful. As John Wooden said, “Never confuse activity with achievement.” And I want to add never live on your past accomplishments unless they inform you how to accomplish today. Spend all your time moving forward rather than explaining why you haven’t moved forward. Who cares anyway, no one but you and you will soon be irrelevant if you continue with this focus.
