“You must understand the following: In order to master a field,you must love the subject and feel a profound connection to it. Your interest must transcend the field itself and border on the religious”.
An interesting thought from Robert Greene on the topic of Mastery.
It makes me wonder how many people treat their careers this seriously – not too many I’d wager. When you consider that 80 percent of the business is written by 20 percent of the salespeople, I’d have some justification for saying that only 1 in 5 people are as interested in their careers as Robert Greene suggests they should be.
Greene is suggesting that we first learn our field. This is the INTEREST part of the quote. We should be so interested in our chosen career that we learn as much about it as we can. The more we learn, the more we realise that there is more to learn. The more we learn about it the more profound the connection we develop to our chosen field.
In other words, we become PASSIONATE about it. When it comes to selling any product, service or concept, passion persuades.
Being passionate implies that you know enough about your chosen field to become passionate about it. Passion without knowledge is faux passion – fake.
Learning comes first. Learn as much as you can about Sales and Real Estate. Become an expert. The more you learn, the more excited you become about the possibilities your career holds. You become more excited about your ability to satisfy the real estate needs of those clients who trust you.
The more you learn, the more likely you are to feel like a true professional. You will notice that as your connection to your chosen field strengthens, the better your results, the more passionate you are, and the more business you write.
PASSION DEVELOPS WITH TIME AND KNOWLEDGE.
If you accept that being a bit more passionate about your work would make your work more enjoyable and profitable, then do as Robert Greene suggests – love the subject sufficiently to want to know more about it.
They say that you’ve got to love your work. I agree with this in part.
You should not choose a career based upon how much money you can make. Go into anything with that mindset and you will come unstuck very quickly. If you don’t like it – if you’re in it for the money – you won’t be bothered learning enough about it to become good at it. If you don’t learn it you won’t become great. If you don’t become great, you won’t earn the money you thought you’d make.
They don’t say, “The more you learn, the more you earn” for nothing.
I didn’t love Sales at the beginning of my career. To be honest, some things terrified me. I found prospecting difficult. Likewise Closing. I had to learn how to do it, and then try out what I learnt in the field. I made plenty of mistakes but eventually I got better at it. I kept learning, and kept using what I learnt. And I kept getting better. And I earned more money.
And then… gradually… the terror was replaced with the feeling, “I could be good at this“. And then… “I love it“.
Again we come back to the beginning of it all – being interested enough in our chosen career to learn as much as we can about it.
LOVE GROWS WITH TIME AND KNOWLEDGE.
It’s hard to love a career that you’re not very good at. Very hard to become passionate about it too. Do you accept that if you loved what you do and were more passionate about what you do, that you’d be better at what you do? If you do, then you must learn more about it. Allow love and passion for your career to develop. Mastery will follow, and quicker than you think.
Whether you are a real estate agency leader, a salesperson, or a real estate Property Manager, you are in the business of Sales. All three roles ‘sell’ a different product, but all require an ability to sell. So what is your primary Sales Concept – what is the one thing that you must sell before trying to sell anything else?
- If I am going to allow you to lead me, I have to believe that in listening to you I will be better off than I am now.
- If I am going to list my property with you, I have to believe that I will get a good price with less stress than I will with any other salesperson.
- If I am going to allow you to handle my investment property, I have to believe that you are the best Property Manager I can get.
Selling you is the first sale. And the more profound your connection to your chosen field – be it Leadership, Sales, or Property Management – the more likely you are to convince people to follow your advice and to do what you suggest.
Passion, love, profound connection, bordering on the religious. If you were this absorbed with your career, would you be better at it? Would you be happier in your work?
Mastery is a good place to be. If you are not there yet, learn more. Become more. Work on that profound connection.