If you watch shows like Million Dollar Listing, you’d think that success as a real estate agent is full of glamor. Expensive suits, huge deals, and fancy dinners dominate the shows.
As we all know, of course, real success in our businesses doesn’t look that at all. Many times it’s much more gritty, difficult, and frankly, boring.
Doing the decidedly “unpretty” work of consistent marketing requires discipline. It requires putting your ego behind you and being willing to get out and risk rejection. It means doing the “boring” traditional marketing work day in and day out.
Winning by Doing the Work
Amanda Le began with Keller Williams in March of 2015. In 2016 she closed 75 sides, representing a total sales volume of $15.9 million.
By doing the work. Le is process focused, which mean she focuses on doing the right actions every day and allows the results to take care of themselves. She’s not afraid to door-knock, make cold calls, handle open houses, and more.
When you spend all your time focused on how far you have to go, you can get intimidated or discouraged. Constantly looking at a future goal can make it hard to grind through every day, knowing you’re not “there yet.”
Instead, change your focus. Figure out how many contacts a day you need to get the appointments and sales that will get you to your goal. Then, forget the target and only concentrate on getting that many contacts each day.
You’ll win simply by doing the daily work.
Keep Moving with Routines
If you watch sports, you know that many players have a pre-game routine that they go through every single time they are getting ready to play. Sometimes these routines are funny and involve superstition, but much of the time it’s about getting in the right mindset.
You don’t always wake up wanting to get things done. You don’t always look forward to door knocking, creating just listed postcards, or any of the other activities of building your business.
James Clear was a baseball player in childhood and throughout college. He talks about how learning to create a pre-game ritual was key to his college success. He would jog to certain spots, take certain warm-up pitches, and by the end, his mind was ready to work.
You can do the same thing yourself. Clear suggests three steps:
- Start with an action so easy you can’t say no
- Craft a routine that includes physical movement to energize the mind
- Follow the same pattern every single time
These steps can help you create a pre-work routine that gets you ready to perform at a high level every day.
Be Comfortable with Boring Work
Successful people aren’t always excited about their work and enthralled with the process. They get bored, just like the rest of us. The question isn’t if you are excited, it’s if you are committed.
The best aren’t necessarily more talented, smarter, richer, or anything else. They are simply consistent. They follow the process through routines, good habits, and pre-game rituals.
You can do the same. Many times, consistent marketing and focused, habitual action will make you a far more successful Realtor® that the guy or gal with a winning smile and amazing sales skills.