“The definition of insanity is doing the same thing over and over and expecting different results.” – Benjamin Franklin
I was watching my six-year-old son play a double header in the unforgiving, humid heat of the Texas Gulf Coast last Saturday. Watching him from the perspective of a person that studies behavior as opposed to a parent in this instance, something caught my attention that I have not caught throughout the season. What looked differently was the growth both physically as a soccer player, and a change in mindset and more thought placed into the strategy of the game. See what is different is my son made the decision not to fall into the trap of Benjamin Franklin’s famous quote regarding insanity. He made the decision to get different.
What are you doing to get different today in your real estate business? Noticed I said today, and not tomorrow or next week. That would be procrastination which leads to pain. Jim Rohn emphasizes the pain we will experience if we don’t get different in his following quote:
“There are two types of pain you will go through in life, the pain of discipline and the pain of regret. Discipline weighs ounces while regret weighs tons.” – Jim Rohn
In my years of experience as a real estate business coach, the conversation that comes up the most is how to get different around lead generation. You see if there is no lead generation, the opportunity to help home buyers, home sellers and investors does not exist. Most individuals that get into the business initially have the mindset the real estate business is about helping others. The truth is everything starts with lead generation. This is where you must get different first; lead generation.
So the question is, how do you get different about lead generation? It starts with your programming. Programming exists from past experiences, environment, how you were taught to do something, perceptions, and more. In MAPS Coaching affiliated with Keller Williams Realty Northeast, Dianna Kokoszka teaches that Programming leads to Thinking, leads to Feelings, leads to Actions, leads to Results, leads to Programming.
Where do you start the process of changing your programming? You can change the way you think about lead generation, you can change your feelings about a particular lead generation activity, you can take a different lead generation action/method, and any one of these can change your programming based on the results you receive. The key is that these pattern interrupts can take place in this cycle if you choose to get different.
“Sometimes you make choices in life and sometimes choices make you.” – Gayle Forman
Why do most agents fail in this industry? Gary Keller of Keller Williams Realty, Inc. states, “It is simple; not easy.” If real estate agents know that the most important part of the business is lead generation, then my assumption is the failure rate is high because the agents exiting the industry don’t get different, they become complacent, and then the death spiral is not far behind.
If you are a real estate agent, or newly licensed, what are some resources to assist you in making lead generation the most important task in your business.
- Read the Millionaire Real Estate Agent book by Gary Keller, Dave Jenks and Jay Papasan
- Pick a lead generation activity. You can find an entire list of activities in the book above
- Get focused. Read the book, The ONE Thing by Gary Keller and Jay Papasan.
- Hire a real estate productivity coach, or hire a MAPS Coach.
- If you sense that you are stagnant, and things are not moving forward in your business, make the choice to change. Don’t experience the pain or regret by not choosing to get different.
- Put the activity of lead generation on your calendar. Gary Keller says, “If it is not on your calendar, it does not exist.”
- Just do it! Don’t hesitate! Don’t fall in the trap of planning for the plan. Be BOLD and go for it.
- Each day ask yourself what you did well, what you could have done better, and what you plan to do tomorrow to move forward.
Just as my son made the choice to get different in his game. By the way, he scored two goals and had one assist. You as a real estate business owner must get different today so that you get the results you desire and deserve.
For more information about how you can start a successful real estate business today, contact me at firstname.lastname@example.org or call 281-812-8245.
About the Author: Jeremy Williams of Keller Williams Realty Northeast located in Kingwood, Texas has been affiliated with Keller Williams Realty for 11 years. Jeremy was in sales for 6 years, and then took a leadership role both at Keller Williams Houston Memorial and KW The Woodlands and Magnolia over the last 5 years. He enjoys spending time with his family and friends outside of work and traveling.
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