Check out this video…
Ever feel that way? Well, everyone does, it’s human nature but it is particularly likely if you sell real estate. It shouldn’t surprise you when you consider the uneven commission only income stream, wishy-washy buyers, and desperate unrealistic sellers. Now top that off with a spouse who wants you to get a “real job”, and it feels like everyone is simply out to annoy you. It probably isn’t true but just knowing that won’t help much. Try this:
Close your eyes and take a long deep breath. It may or may not help much but it will give you a moment to relax and refocus. Learn to let it go. Chances are that the annoyer has moved on to other things, you should too.
It’s NOT about you! It never is. People act out of their own self-interest and 9 times out of 10 – ignorance. Consumer focus groups have shown us that about 93% of consumers have no clue what you do to earn your commissions. That’s why you spend hours showing them properties only to find out that their cousin Ethel just got her real estate license and is going to write their offer. She’s a full time hairdresser though and “could you maybe review the paperwork just to be sure it’s right?” Sounds to me like you forgot to educate your prospect.
Don’t sweat the small stuff. One of the biggest stumbling blocks to higher productivity is perfectionism. A lot of real estate agents keep “getting ready to get ready”. Education is a wonderful thing but if you know it and don’t practice it, what’s the point? Some agents actually keep attending classes so they can feel productive without having to actually look for a live prospect. You don’t have to be perfect but you do have to be there!
Lower your expectations. Yep, you heard me right. Set those high expectations about yourself but don’t be unrealistic about others. I have found that when I am disappointed in others it is because I expected them to act differently. It’s like being angry at a dog who barks, they’re dogs for goodness sake, they bark. People are just people, they don’t live their lives to fulfill your expectations.
Now, watch the video again – you might just be the monkey!
Diane Flannigan is the Director of Career Development for John Hall & Associates. In her dynamic ‘Skill Series’ set of real estate agent training classes, she teaches agents how to improve their mindset along with their presentation, counseling, marketing, and negotiation skills.
Diane, Perfect reminders to be clear with ourselves and our clients about what we do, for them. Our clients don’t know what we know, unless we share it.
Great post, I think it also shows how important it is too manage expectations of our clients, people get frustrated when their expectations aren’t met. And like Dru said, education of our clients is just as important.