Every force imaginable is conspiring against you.
How are you going to respond?
Whether you realize it or not...
Every force imaginable is conspiring against you in this industry.
Unless you consciously choose a different path...
It is hard to avoid the beauty pageant nature of real estate...
It is hard not to make yourself into a commodity, competing on price and over-promising.
It is hard not to sell your soul in an effort to increase your business.
This is what happens when you get stuck in the "value" paradigm of doing business.
A big part of my coaching is helping you make the shift from being transactional to relational.
Rather than chasing a deal or a dollar every day...
I want you focused on cultivating and nurturing relationships.
Rather than instant gratification...
I want you thinking about longer-term success.
Every week I talk about the 6 Primary Building Blocks - A Mindset of Harmony, Time Blocking, CRM, Process Management, Tactical Empathy, and Knowing Your Numbers.
The six building blocks are guardrails that keep you on the right path. The outside world and your survival mind are always trying to pull you off track. Again, every force imaginable is conspiring to make you into a commodity. Everybody wants you to chase. If you’re not aware of this pull, you’ll get swept into the current.
The path you’re trying to stay on is the one that leads to a repeat and referral business that’s sustainable, scalable, and maybe one day sale-able. The only other alternatives—at least that I’ve seen—are stagnation or burnout. The building blocks are the only things that will protect you from those outcomes.
- A Mindset of Harmony protects your mind. It frees you from the tyranny of your preferences, so you can stop living every day in a state of fear or battle. It calms your inner turbulence, so you can finally experience peace, even if the outside world is full of challenges. It enables you to get in alignment with the nature of the universe and this business, so you can actually enjoy your work and your life.
- Time blocking protects your time. It gives you control over your most precious asset, so you can use it for the activities that will get the results you care about. It prevents you from falling prey to the demands and priorities of others, who do not care about building your business. It shields you from the pretenders who aren’t serious about working with you and only want to waste your time.
- CRM protects your relationships. It holds you accountable for doing the work it takes to keep relationships alive. It makes it easy to do that work, so you don’t have to think or question—all you have to do is make calls. By nurturing those relationships, it fills your repeat and referral pipeline, positioning you as the Favorite for more and more people over time.
- Process protects you from mistakes. It gives the client the smoothest experience possible, elevating their trust in and satisfaction with you. It eliminates the stress of mental to-do lists and constant firefighting. It builds equity in your business, so it can continue generating value for you even after you retire.
- Tactical Empathy protects you from convincing. It puts you in alignment with the way people actually make decisions—with emotion, not fact, logic, and reason. It allows you to advise and influence without pushing and persuading. It makes you the trusted advisor who puts your clients’ interests first, above your own.
- Managing your numbers protects your resources. It grounds you in the reality of how your business is actually doing, instead of wishful thinking based on intuition. It prevents you from wasting time and money on activities that don’t produce results. It keeps your spending aligned with your business strategy.
As I’ve said before, following these guardrails will make you uncomfortable at first. You’re used to going all over the place at will, and staying within these six building blocks will feel restrictive. You’ll want to break free and go back to the endless choices, distractions, and chaos because you’ll be afraid you’re missing out on something. But more choice doesn’t solve anything. As David Brooks said, “The life well lived is a journey from open options to unwavering commitments.”
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