It doesn’t matter how successful you’ve been, or how long you’ve been selling real estate or how many transactions you had last year.
The hard, cold truth about the human condition is that our minds can be fickle, and fragile. You can be at the top of your game, then go through a losing streak that makes you question everything. Or the economy drags. Or your business is fine, but something in your personal life throws you disrupts your habits and practices.
Nobody is immune to the vagaries of life. Nobody can avoid setbacks, and discouragement-that often lead to mental chatter: “Maybe I should change careers, or better yet, move to Tahiti?”
So, what do you do when you find that you’re in a production funk? What can you do to get your prospecting mojo back? What does it take to dust yourself off and get back on that bike (or horse, or whatever metaphor works for you)?
Let’s look at a few ideas:
- Be honest with yourself: If you’re going through a difficult period, simply acknowledge it, to yourself and to someone close to you who you trust. High performers in any business, but particularly real estate, often feel they are impervious to setbacks, and, thus, can internalize feelings, especially fear. The first step to changing your attitude, your mindset, is to acknowledge what’s happening so that you have a starting point from which to move forward.
- Give yourself credit: While past successes cannot guarantee you’ll be free of future setbacks or disappointment, or drops in productivity, they can serve as important benchmarks for you. Look back at the things you’ve accomplished to remind yourself that you know how to succeed. Remind yourself of how you’ve used your tools, your discipline, your passion, to create a solid business, and know that those same tools are ready when you are.
- Start with the basics: Your past successes did not just manifest out of thin air. They were likely driven by your adherence to a simple plan, and to your ability to stick to basic habits and practices. Consider what you were doing when you were playing at the top of your game, and get back to those basics: getting up early to get in the game; exercising; affirmations; role-playing; calling old-expireds. This is a business that rewards people who stick to the basics.
- Don’t isolate: The good news is, everyone, at some point, goes through periods of frustration and discouragement, or maybe even questioning and doubt. It’s natural. And if you’ve been in the real estate business a long time, you have likely worked closely with others who’ve had their own challenges: role playing partners or coaches or managers or close friends who are agents. One of the best ways to get your energy back is to honestly and openly share your frustrations with others who “get it.” And, to hear their stories, to remind you that you’re not alone. Hearing another person tell you their story often has the effect of taking a huge weight off of your shoulders. Always, remember: you’re never alone!
Baseball icon, Hank Aaron, who made history when he passed Babe Ruth’s record for most home runs in a career, once said this:
“My motto was always to keep swinging. Whether I was in a slump or feeling badly or having trouble off the field, the only thing was to keep swinging.”
It’s worth noting that Aaron struck out twice as many times as he hit home runs. So, our lesson-just keep swinging. Or, prospecting.