Smart Real Estate Coach - October 2018


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MOTIVATION AND MOMENTUM Why Fall Is the Most Important Time of Year

People think of January as the time when they should re-evaluate their dreams, goals, and aspirations. Society peddles the “new year, new me” axiom to the masses, and people tend to take the idea quite seriously. They make resolutions to lead healthier lives, to spend more time with their loved ones, and to better themselves emotionally and mentally. But in most cases, even with the most motivated of people, those resolutions fall through before the last bit of snow melts from the ground. It’s been my experience that these resolutions fail because goal setting should take place in the fall rather than the beginning of the year. As with everything else, timing is the key factor when it comes to maintaining momentum and motivation throughout the entire year. When I tell people that fall should be their busiest time, they tend to be surprised. They usually think of spring as the best time to take action. And in some ways, this mindset is correct. For

example, spring is the most ideal season for planting crops. On the other hand, fall is the time when you harvest those crops. You take what you have grown or accomplished that year, and you store it, sell it, or trade it. In this way, the harvest is the foundation that shapes the upcoming year. What you do in the fall of 2018 defines your experiences in 2019. “What you do in the fall of 2018 defines your experiences in 2019.” You see, I am a planner. I’m always trying to think several steps ahead. This mindset is what helps me build momentum and maintain my motivation in this business. I’m always questioning my decisions, actions, and protocols, and I find great value in learning from others and asking for help. Some people might classify this behavior as rigid, impatient,

or so-called “type A,” but through both my good and not-so-good experiences in the real estate market, I’ve found that planning is absolutely essential for any kind of success. We coach our Associates to do the same. Some of the other mentors or coaches in our industry have told me point-blank that they won’t talk about possible pitfalls with techniques they’re teaching because they don’t want to scare away potential clients. But I believe that if we don’t educate our Associates about possible issues, they might be unsure how to handle these obstacles or feel resentful that we didn’t warn them in the first place. Because our team is out in the field doing 5–10 deals per month, we run into almost everything one can run into, and then we pass our experiences along to our Associates. We counsel them in emphasizing forward thinking rather than “now” results.




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