Embracing Change
By Dirk Zeller
As I speak to, and coach, Agents across North America, one constant surfaces. There is apprehension about the radical changes that are constantly going on around us. We have seen more changes in the last five years in real estate than we had seen in the previous thirty-six years. We have seen massive consolidations. We have seen the strong influence of technology in our business, such as the Internet, stronger contact management software, and the advent of one-telephone-number systems that follow us anywhere. The changes have only begun. We need to embrace these changes and act upon them in the six inches between our ears. I think that RD Lairing describes this current time exceedingly well, even though he died in 1989. RD said that we live in a moment of history where change is so sped up that we begin to see the present only when it is already disappearing. Let me give you a few steps to help ease the process of change.
1. Create your future:
Some people make the future…most people wait for the future to come to them. We have to create the future. If we are waiting for the phone calls of life, they will never come. We have to break down what we need to do each and every day in order to move up the mountain of success. Then we must go do it. Too many of us are waiting for other people to participate in our success. We cannot afford to wait. The measure of a truly successful person is the ability to evaluate and to act decisively. Let me repeat that, so it sinks in – The biggest waste of time in life is the period between the moment you know a decision must be made and the moment when you finally make that decision and act on it.
Create your future by adhering to your daily disciplines of business. The daily disciplines include prospecting, lead follow-up, listing appointments, showing property, writing and negotiating contracts. If we do these activities, and are really diligent in prospecting and lead follow-up, we will always create the future we desire.
2. Enhance change:
If you’re not riding the wave of change, you’ll find yourself beneath it. Spend time daily, weekly, and monthly evaluating and analyzing the changes in your industry. We need to invest time in new technology that we can implement into our business. How effective are you with your contact manager (i.e.…Top Producer, On Line Agent, Goldmine, ACT!)? Do you have the ability to use these tools at full capacity? Do you have a website that generates activity, or is it just an electronic business card? We must spend time daily to embrace and master the technology curve.
3. Envision the future of your business and life:
Invest time in planning for your eventual success. We have to conceive what the future will hold for us. We must create the target at which to take dead aim.
Walt Disney said, “The future is not the result of choices among alternative paths offered in the present. It is a place that is created - created first in the mind and the will, created next in the activity.” Walt had the vision for Disneyland and Disney World long before they were even built. When you look out ahead for your life and real estate business, what do you see? If you see nothing . . . that’s what you will get. If you have a sharp picture of the future and where you are going, that’s what you will get. The first step is the picture. The next is to do the activities that will make the picture a reality. Change is a major part of creating that picture; embrace it, enjoy it, and attack it. Implement the mindset of change, and you will implement a grand future.
Dirk Zeller is an Agent, an Investor, and the President & CEO of Real Estate Champions. His company trains more than 250,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. He's the widely published author of Your First Year in Real Estate, The Champion Real Estate Agent, The Champion Agent Team and over 300 articles in print.
Real Estate Champions is a premier coaching company. Training covers a wide spectrum from new agents, to seasoned, as well as those interested in real estate marketing or real estate investing.
You can get more information by visiting Real Estate Investing, Free Resources For Realtors, Realtors-Build Your Skills
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