What’s my favorite 4-letter word in real estate? Yes, I know you are thinking sold but that’s not it. Hi, I’m Jo Mangum, Author, trainer and more importantly your real estate coach and that’s the topic of this edition of Sell-to-Serve
In my quest to help real estate agents be successful I went back to school in 2007 to study organizational psychology. Part of the graduate school requirements is to complete a thesis. Mine was titled, “The personality traits of successful real estate agents” Part of my research was interviewing 60 successful agents and 60 not as successful agents with the hope of identifying common traits of each group respectively.
One of my questions involved how quickly the agent rebounded from a negative hit. The example I gave was being fired from a listing. The less successful agents described the deep emotional impact that event would have for a fairly long period of time.
The more successful agents described having the same emotional impact but for a much shorter period; hours vs. days. As one agent described it, “If I allow myself to wallow in this event I will lose opportunities to help others and to make money for my family. I have a short pity party, I ask myself about the lesson I learned and then say to myself let’s go to the next thing”. That was the common theme for the successful agents…and that’s why ”next” is my favorite four letter word. It indicates a finish and a new start.
So when you have another emotionally difficult event in your business (and you will because that’s part of the business) give yourself a moment to grieve and then say, “Next.”