There are many personal ingredients that are required for success. A great attitude, hard work, honesty, knowledge, commitment… Each of these variables are very important and without these key ingredients Realtors are more likely to fail. I would like to introduce you to a key ingredient that is usually overlooked: A sense of urgency!
What is “a sense of urgency” and why is it so important? From this point on, we’ll call “a sense of urgency” just “urgency”. Urgency is what makes us elevate our performance beyond the performance of others. It also allows us to perform well under adverse conditions.The inverse of urgency and the cancer of our industry would be the feeling of complacency. You can see that those who are complacent are not likely to set big, audacious goals or work hard at achieving any goals.
This industry that we’re in is certainly one that calls for urgency. There are so many resources available to us now to help us stay on track that NOT having a sense of urgency just makes no sense! There is nothing within this industry that takes away the internal energy and time resources available to us. We start every day with the same amount of time and the same amount of available energy.
Many Realtors that I’ve coached have reacted to down periods by spending their time and energy worrying about why things are so bad. Of course, this only makes the situation worse. In an era in which we need as much energy as possible, we lose our urgency because we are focused upon a “woe is me” attitude.
Those who are going to succeed will need to overcome this very devastating tendency. They are going to have to rise up and gain a sense of urgency. What will urgency do for you?
- Enable you to look at opportunities instead of crying about how bad things are.
- Help you rise above the masses of those who are mediocre to differentiate yourself in a positive way.
- Help you achieve more in less time with less resources.
Let me give you a quick example: How quickly and how positively do you follow-up on opportunities? Whether you are responding to an individual lead from someone who wants to buy a home OR a possible business partner, your response time and your response attitude will make all the difference in the world. You can set yourself apart in this industry with a positive, easy to work with attitude!
You would think that, in this environment, Realtors would be hungry to reach their goals. Yet, many with negative attitudes make their belief about failure a self-fulfilling prophecy by the way they respond to potentially positive stimuli.
Successful Realtors follow-up quicker than an average Realtor. Have you become complacent because of your previous success or the environment of negativity or both? If you answered yes to this question to any degree, you must move 180 degrees in the other direction. You must follow with all the urgency you can muster.
The relationships you solidify today will be the building blocks for tomorrow. Those without a sense of urgency will not have this foundation in place. Their performance will be poor today and when things pick up, they will be too far behind to catch up.
(Linked to How To Go From Real Estate Agent To Entrepreneur blog post)