I've coached hundreds of agents over the years and I can honestly say the biggest mistake I see most agents make is…
Lack of FOCUS
We seem to get easily distracted by other agents, the news, interest rates, our brokers and hundreds of other outside influences. Allowing yourself to get distracted from your goals is a recipe for disaster.
Several years ago, I watched an older documentary on Arnold Schwarzenegger titled "Pumping Iron." This documentary highlighted his training for the 1975 Mr. Olympia Body Building Championship. I was blown away by Arnold's complete focus. You'll probably be shocked by Arnold's comments in this video footage. Fast forward to 7:15 for Arnold's comments and his thought process on focus:
When I first watched this documentary, I was blown away by what Arnold said. However, the more I thought about it, the more I realized how critical focus was for success. It doesn't matter what your goal is. If you're not 100-percent focused on accomplishing your goal, you're doomed. I went back and made notes detailing Arnold's comments word-for-word. Here they are:
"If you want to be a champion, you cannot have any outside negative influence coming in to affect you. If I get emotionally involved with a girl, it can have a negative effect on my mind and destroy my workouts. Therefore I have to cut my emotions off and be cold in a way. Do this with the rest of things. If someone steals my car right now, I don't care. I can't be bothered with that. All I can do is call the insurance agency and they'll laugh about it. I trained myself for that and not to let things go into my mind.
When my father died, my mother called me on the phone and said, "Your father died." This was two months before a contest. She asked me to come home to the funeral and I said "No – It's too late. He is dead and nothing can be done.Sorry I can't come home."
Most real estate agents change course in their businesses every few weeks. Every time you change course in your business, you lose momentum. We've all experienced this at some level. One week, we want to focus on referrals. The next week, we change our minds and decide to go after seller prospects. A week later, we decide to go after buyers because we didn't get a new listing.
Not only do we change our target market of prospects often, we also change how we market from week-to-week without much consistency. We try classified advertisements, and then we skip to Craigslist. Then we get frustrated and decide to mess around with Twitter for a few weeks. Then we go to Facebook. And then we move on to the next big thing.
The next time you think about changing your focus in business stop and think about Arnold. Ask yourself the following question:
Would Arnold allow himself to be distracted by what I'm considering?
NOTE: On January 6, 2010 I'll be releasing 100 copies of a new report titled "How Real Estate Agents Can Eliminate Negative Cash Flow in Their Businesses." I've been working on this report for several weeks and it's sure to change the way you think about your business going forward. In fact, I've come to the conclusion that selling more homes could lead to financial disaster in your business. I'll detail exactly why in this report. If you'd like to receive special advance access to this new report, join the Pre-Release email notification list at http://www.NotificationList.com