Our minds play tricks on us

Our mind plays tricks on us.

What we think is true, or what we think needs to happen, is not necessarily true nor what we need to be working on.

This week I had a conversation with a really great agent. They have been in business for over 10 years, have taken lots of professional training and development courses, are highly articulate and intelligent, and care deeply about their clients. They also want to set a good example for the industry and truly be cooperative and demonstrate the competence required to be successful.

When I asked what they were trying to accomplish this year, they said the goal was to earn over $400,000. Cool. As our conversation progressed I was becoming confused. This person was saying that the most important thing they needed to do this year to hit their goal: build a team.

Hmmm. I asked how many homes did you sell last year? They said 3. Maybe it was 4. I asked how many homes had you sold the year before. They said 6.

Okay, wait a minute.

We worked out the average sales price and commission fee they receive, and it turns out they need to sell 16-18 homes to hit that income goal. I said, “Is it unreasonable to think that you could very easily sell that many homes by yourself? Or maybe with some admin/VA help?”  What do you think the answer was?

“Well, yes, that is not unreasonable.”

Me again: So what is it that you need to do to hit that goal?

Them: I am not sure.

Me again: I am stating the obvious, but you need more people in your database - you only have 100 (at best). You need to regularly talk to more people every week and develop and nurture more relationships.

Them: Yeah, you’re right.

Now, this person is caring, intelligent, articulate, competent, and... introverted! Like many of us, the thought of talking to 50 or more people a week seems...impossible, and horrifying. So they made up some story that seemed better: I will find people to add to my team and they will do the work I don’t want to do???

I hope you see the insanity of this. WE ALL do crazy stuff like this! We don’t like the answers in front of us, so we come up with something that seems more palatable - and yet we (often) don’t do those things either! But assuming we did - like build a team in this case. What would happen? Nothing. What is the value of building a team in this scenario? It will be one more distraction on the way to nowhere new (in terms of hitting goals, expanding who you are as a professional, etc.)

We are still (mostly) at the beginning of the year. We have plenty of time to make this year count - but only if we are honest with ourselves. I would be willing to bet a lot of money that this person ends the year exactly where they are now - which is not bad! But it will be nowhere near where they could be if they were willing to be a little vulnerable and take a little more risk. By risk I mean putting themselves out there - there is no real risk in that - it is all psychological.

What fantasy are you telling yourself about what you "think" you need to do this year vs. what you must do this year?