Those Entering the Arena Daily Know the Secret To Skinnin’ Cats – And It Ain’t About Tryin’ Really Really Hard
What I love about our business is that there’re no points awarded for effort. With rare exceptions, it’s a heartless, merit based culture. Trying really really hard is for first time T-Ballers. Real estate owners don’t sign contracts promising to pay us for our efforts. They agree to pay when we produce 100% of the results outlined in that contract. 99% = go fish, no paycheck. The rest qualifies as ‘the dog ate my homework’ crappola. Coincidentally, this is why the vast majority of new agents make like steam and disappear in their first year or two. They found out the hard way, that in the real world, the world refusing to pay for anything less than the bargained for results, attempting never equals achievement.
Apparently, to buyers and sellers of real estate, results matter — they matter big time.
I write this post to those agents who’ve been workin’ like dogs, without much reward. Been there, lived that. I sympathize and empathize. You’ve already demonstrated what’s most lacking in our industry, a consistently OldSchool work ethic. Allow me to gently redirect your energy.
Join the Brother/Sisterhood of Gladiators — enter the arena of those who value achievement, read: results, over the culture of ‘Participation Trophies’.
There are two kinds of licensees. Those who enter the arena daily, and those who work their asses off to avoid the arena at all costs. The former generally make an excellent to elite living. The latter either struggle from year to year, or find what we often refer to as a W-2 job. The key factor in the new career is that they get paid whether they produce optimum results or not. There’s no arena involved.
In real estate, we’re more or less bounty hunters. No skinned cat, no paycheck. No exceptions.
We’re almost at the halfway point of 2012’s first quarter. If you’re able to look at your activities since January 1st in written form, do so. What percentage of your time were you either prospecting, belly to belly with a prospective client, or, like one of my mentors used to say, ‘out among ‘em, talking’?
If you, like the bulk of your colleagues, are spending most of your time doin’ things disguised as productive work, but in reality designed to avoid having folks tell you ‘no’, I have some advice. Leave the business now. You’ve already embarked on your exit strategy — and I’m here to tell ya it’ll work like a charm. It’s been a tried and true game plan for generations now. It’s the surest way I know to make minimum wage as a real estate agent.
The hundreds of thousands of agents who’ve been told this before, thought they could Gump their way to the big money too. They were just as outa touch as the majority of today’s agents are.
To Repeat: Those unwilling to enter the arena daily are doomed to abject failure.
Your only hope is to join a team whose leader is a gladiator. They’ll do all the fighting for you, hand you leads they’ve generated, then show you how to convert them to closed transactions. Tragically, most agents have shown over time that they can’t succeed even when spoon fed directly by a gladiator. Ask any team leader. They’ll roll their eyes in agreement — and astonishment.
The #1 reason 70-80% of agents are outa the business in a couple years or sooner is cuz they simply refuse to do what’s known to work — what they must know in their heart of hearts will work. There is no #2. Proof of their fear of rejection? They tend to fail at nearly the same rate even when ‘protected’ by a gladiator. Therefore, they’re limited to transactions fallin’ outa the sky.
If the perusal of your 2012 schedule/activities shows you’re playin’ dodgeball with what really works, be honest. Ask yourself why? Then ask yourself what’s stoppin’ you from quickly morphing into a gladiator. Then ask yourself, why not? It’s not magic. It’s a decision. A decision you can easily choose to make — or not. If all else fails, ask yourself how your current strategy has been workin’ out for ya lately.
Those makin’ the good money are battling in the arena every day. They do it with OldSchool methods, high tech ‘systems’, blogs, you name it. The common denominator between them, the elephant in the room for those avoiding it like the plague, is they embrace the possibility of rejection. Unlike Rome’s gladiators, they learned rejection doesn’t mean certain death. It’s a million dollar epiphany.
In fact, and here’s the takeaway, experienced gladiators will tell ya that rejection affects them the same way the death of an anonymous cockroach does. It literally means nothing to them. That gives them a monstrous advantage over their competition. It always has, and it always will.
And that, ladies and gents, is why tryin’ really really hard, doesn’t matter a whit to your success, when all you’re doin’ is workin’ yourself to death avoiding what actually puts cat skins on your wall.
Let me help you get started. The arena is just around that corner over there. The gate’s always open. Anyone is welcome to enter.13 comments