Whenever something new is introduced it seems that one of the absolute constants is that there is a belief that "my market's different," or "my situation is different." Frankly that is always true, they are, but it is also true that they are not as much as we want to believe. There is always a common thread where real learning can create massive impact.
We are now fully engaged with ongoing Complete Agent Development with the Momentum Training Maximum Results training program. We are now going into our third month of this outstanding training. As the instructor, I have been very excited about the reaction and early response by those attending. Frankly, I'm learning as much as I am teaching, so thank you to all who are attending, sharing, questioning, challenging those ideas put forth. I find myself consumed with thinking through many of those questions for days, but something is becoming crystal clear that seems to answer every exception that has been brought forth.
When learning any new idea, or putting any new systems and practises into place we all go through a learning curve. Just think of the first time you drove a car. It looked so easy watching adults do it for years before we tried, then we found out quickly the first time behind the wheel it might not be as easy as we thought, especially if it was a standard shift. We immediately went from the first stage of learning "Unconsciously Incompetent" where we didn't know we didn't know what to do, to "Consciously Incompetent" where we now knew we didn't know what to do. However with just a bit of practice we moved into the "Consciously Competent" phase were we could do it, as long as we thought about what we were doing. Then all too soon we moved into the "Unconsciously Competent" stage where we operate on autopilot. We do the same thing in almost all learning curve activities at work as well. Unfortunately, that is about where our professional growth ends as well.
In Goeff Colvin's book, "Talent is Overrated”, he challenges our belief that the superstars in anything are especially gifted or talented. He asserts that there is no such thing as talent, or at least, none that wasn't purposefully developed. I recommend the book, even though I kept arguing with him throughout and he kept making his point stronger. What he talks about is those who rise to that superstar status, somehow avoid the "Unconscious Competent" stage and stay focused on the moment. They keep their head in the game and are constantly aware of what decisions they are making, weighing the options, learning from them and adjusting them. Most of us, as we become competent in what we do, go into autopilot and operate spontaneously and reactively, Whereas, these superstars learn to operate in the moment intentionally and proactively. In other words, they stay focused and mentally engaged in the entire process.
One of the quotes in Momentum training is "It's unacceptable for my business to earn zero dollars."
The first time I read this it seemed too obvious to even give it a second thought. However, it is a key fundamental thought that can completely change your entire business life if you allow it to. What he is saying is it is unacceptable for your business to earn zero dollars, not just per year, or per month, but in ANY and Every minute of your business life! The only activities that earn money in real estate are Listing and Selling-- everything else is support but not active income producing. There are about 75% of required activities that are in some way administrative on only those two or 25% that produce dollars directly. So, if you are an individual agent and can't delegate them, you must be cognizant of while working in them that you are producing no income so you are uncomfortable wasting time there, get in and get done and back to rainmaking.
In every question or exception that came up this same idea holds true.
"What do I do if I'm time blocking my schedule and an Internet lead, client emergency, family fun activities pop up unexpectedly? What if my market is so hot that if I don't stop everything to show a house it will be gone?" You can fill in many other such questions and the answer is the same.
Become purposeful. Be cognizant of what you are doing and when. If you have something that comes up and that needs to take priority, then be conscious of what decisions you are making, make the decision and then move your scheduled time block to an open time on your schedule. But be aware of what you are doing, be in the moment, be purposeful. Move your block but don't just run spontaneously or that block never reaches your calendar again.
What could happen to your business if you took control of it, worked it with a defined purpose, were consistently intentional and proactive rather than spontaneous and reactive?
