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I get it. Real estate can feel repetitive. Little changes from one year to another. The role remains the same – we source properties then sell them, or we source properties then rent them.
In between, we go from one training session to another with the anticipation of learning something new.
Often this training reminds us of something we used to do and reiterates familiar activities that sharpen our skills. Yet, it’s very much a case of “same as, same as”, dressed up a little differently.
We’re encouraged to “pick up the phone”, go the extra mile, set goals, plug the leaks in our pipeline, and the list goes on.
Occasionally technology changes things up. We get excited that it makes us more efficient, but that’s on the proviso it’s a value-add, not a distraction, and often it doesn’t actually replace the core parts of our job.
Along the way, we embrace the rhetoric that “we have no control over the market”.
It’s the bank’s fault, the government’s fault, interest rates, and obviously the competition that’s dropping their fee to 1 per cent, but it’s all a matter of mindset, etc.
Sound familiar? If you’re sensing some sarcasm here, it is indeed intentional. And it’s in response to a comment I recently heard.
Been there, bought the postcard
I was recently at an event with an agent who is not from our network but has been in the industry for some time. “Tell me something I don’t know,” he stated.
So I replied with this: “Just do it … and when you do it, do it again, and again, and again.”
It was the only way that I could possibly respond. Factually, it was also the only thing that the agent might not know when it came to “tell me something I don’t know”.
Because if they “did know”, they would be achieving the goals and targets they wished for.
If they knew that and committed to it, there’d be nothing holding them back.
But this is where things get interesting. The “just do it” comment is also a recognition of something that many agents overlook.
That thing? Well, it’s the gap between the “knowing” and “doing”.
Mind the gap
The reality is, that every agent knows exactly what they should be doing, as does every property manager.
We implicitly understand those roles involve networking, prospecting, cold calling, picking up the phone, following up, and providing superior service, etc.
That’s not new. All of the above is real estate 101.
But “knowing” only matters if you put what you know into action – not just once but again, and again, and again.
The repetition and the relentless commitment to turning what you know into non-negotiable habits is the secret.
That’s what some agents don’t know or fail to understand.
Just do it
Nothing is stopping you, me, or any other person from reaching our goals, no matter how big or small, other than the reluctance to “just do it”.
But here’s the thing, our window of opportunity is now. Not yesterday, not tomorrow. Just the present.
Be brutal with your time. Protect it, leverage it, and make every action and connection count.
It’s the greatest time to be in real estate. I know that. You should too. Now put what you know into action.
Manos Findikakis is the CEO of Agents’Agency.
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