On an agency visit I spent time with a salesperson who had fallen short of target for the previous two quarters. When I asked what her goal was for the coming quarter she replied, “Hang in and keep my job“.
I told her this was the wrong focus. Fear-based thinking is always the wrong focus. It’s a terrible way to work – there’s nothing inspiring about it, nothing to look forward to.
Focusing on keeping your job robs you of focusing on something better.
This salesperson needed a holiday – she was running on empty. I suggested that the holiday should be her goal. Work hard until Christmas and focus on earning $10,000 for a decent holiday with her husband.
I discussed planning with her. I asked what she needed to produce in fees, and then sales, listings, and the amount of prospecting she’d need to do in order to achieve the fee production target. Once the planning was done, it was time to get to work.
When I spoke to her one month later, she was already halfway to her goal. She was booking her holiday. She sounded like a different person.
Fear-based thinking causes you to second guess yourself. It robs you of confidence, decision-making ability, and it prevents you from seeing opportunity
By changing her focus, and then planning how to achieve it, she took control. She produced the results necessary to achieve her positive, worthwhile, goal.
She had the skill – it was there all along. All she needed was to focus on the right goal and a change in attitude.
Falling victim to the wrong focus can be easily cured by daring to focus on something better, a worthwhile goal.
If you are ever tempted to focus on the negative, change your attitude and thinking. Other people are making great incomes in real estate sales. Why not you?