Prior to 1954 medical experts concluded that it was not humanly possible to run a four-minute mile. They also came to the conclusion that “even if you could, it would be very dangerous to your health” because of the pressure and strain it would put on the human heart.
On May 6, 1954 Englishman Roger Bannister broke the four-minute mile for the first time in history. They said it couldn’t be done! Now here’s the really astounding part…in the next 12 months no less than 36 individuals equalled that feat and ran the mile in less than four minutes…36! No one had accomplished this feat since the beginning of time and all of a sudden it was being accomplished repeatedly. As Napoleon Hill is famous for saying… “What the mind of man can conceive and believe… he will achieve”.
On a less spectacular level, a study was done at Yale University discussing the “power of belief”. A group of house cleaners was informed that the activity and energy they expended each day would reduce their weight. A second group was not informed of the same information. Not surprisingly, the first group lost weight and the second group did not. The incredible power of belief…and the downside of self-limiting beliefs.
So what are some of the Self-Limiting Beliefs (SLB) that I see real estate Salespeople wrestling with every day? Here is an initial list with some proven solutions:
SLB #1. I hesitate to ask for referrals – I don’t want to seem “pushy”.
“Pushy” only shows up when you’re being aggressive or unnatural. Use a casual question that you’re comfortable with and learn to deliver it in a conversational way. My favourite that I have used for years (from my “All the Right Words” Real Estate Sales Scripts & Dialogues package) is…
“As you know, I’m always looking for more people to help in real estate. So I was wondering, WHO do you know that needs my help to buy or sell a home this year?”
This approach works very well and never lose sight of this fact… you are in the Real Estate Sales Business – you help people buy and sell homes. People expect you to ask. As a matter of fact, when you think of it – they might be questioning your ability if you don’t ask. You’re never going to make everyone happy so stop trying. Helping others starts by asking for business and then helping others get what they want. That’s your “job description”.
SLB #2.The competition is so strong in my area… I’m not sure I can succeed against some of the top producers.
This self-limiting belief has been around forever. Real estate Salespeople have been dealing with this for decades so don’t worry, you’re not alone. We’ve all been through it. It isn’t whether or not you can succeed against the outside competition… it’s whether or not you are prepared to deal with the “internal competition” (meaning your self talk). The only person you should be measuring yourself against is you.
By working on your sales skills consistently, by treating buyer and seller rejection as a learning tool, and sticking to a daily schedule (see point #3 below) you will build up your confidence daily. Nobody is capable of capturing all the business in a particular real estate marketplace. Just be prepared to do what it takes to get your share.
Start by deciding what that “market share” is and then go out and capture it, one piece at a time. Other real estate professionals have done it before you and you certainly can do it now. Build that confidence by accumulating small successes every day. Create that all important momentum and never look back. One victory at a time.
3. I don’t like working with a daily schedule, it’s too confining. That doesn’t work for me.
About 50% of the population likes having a schedule and the other half doesn’t. Either way it’s okay. The benefit of having a daily schedule is it tells you what you should be doing at any point in time rather than just “winging it”.
You really only need to schedule a part of each day. You don’t have to be set up like a doctor’s office where every 15 minutes is blocked off. If you just identify the top 3 priorities that you need to be doing on an ongoing basis and then schedule those… you will have won the battle.
Typically those “top 3” are… lead generation, lead follow-up, and going on buyer and seller appointments. Just create a daily schedule for five days a week that incorporates those 3 priorities.
A final caution: if that’s too confining then you really have to take a hard look at your commitment to succeed. It’s a small price to pay when you consider that the rest of the day is all yours. Sometimes saying NO to the things you want to do is just as powerful as saying YES to the things you need to do. The alternative is much more frustrating and… much more costly. Start by scheduling the “top 3” on a regular basis. Believe it or not, a schedule will set you free!
4. I wish I didn’t have to work seven days a week… this business is so all-consuming.
While there is no question that having a balanced lifestyle is difficult when selling real estate, it is very attainable. It’s all about “drawing a line in the sand” and then sticking to your overall plan.
Think about what you do when you go on vacation. If you decided to take your family to Disneyland in the middle of July, you wouldn’t all of a sudden cancel the trip because you got busy two days beforehand. You would make it work and everyone who really matters to you would be glad you did.
The same approach can hold true for your activities each week. The most successful real estate Salespeople take a minimum of 1 – 2 days a week off. I have seen this over and over in my Sales Coaching. Have blind faith here… less is more.
Two ideas to start the process: a) Block off 5:30 PM – 7 PM to have dinner with your family (you must turn off your cell phone as part of your commitment) & b) Grab your schedule and put a big X through at least one day every single week. Do it right now and you will be amazed at how easily it falls into place. (“Sorry Mr./Mrs. home buyer/seller Prospect, I have an appointment on Saturday but I could see you on Sunday at 1 PM or Monday at 5 PM. Which would be better for you?”)
There’s a few examples – it’s safe to say that any self-limiting beliefs you are struggling with are holding you back. Remember Henry Ford’s great line?… “If you believe you can or if you believe you can’t… either way you are right”. Start tackling these “demons” head-on. Don’t give them any power. Start by eliminating those nasty two words…Yeah But.
If you believe you are a great real estate Salesperson then you will be… the opposite belief generates an opposite result. What do you believe about yourself? What new beliefs do you need to take on right now? Believe and then act on that belief – today. NO Excuses.
Leave a comment below, what self-limiting belief can you eliminate today? What’s the new belief that replaces it?