Spring Training for Realtors

“The fight is won … long before I dance under those lights.” Muhammad Ali

I don’t know all the reasons why Muhammad Ali earned the nickname, “The Greatest,” but I know one of them for sure. And his quote above says it all: he had the fight won before he even fought.

All because of one simple word: preparation.

Whatever you’ve heard or read about success and those who achieve it can be boiled down to being prepared to meet the challenges that await you on your career path. Period.

Ali knew that to win he had to be prepared. And when he prepared well, he knew more than he knew anything in the world that victory was inevitable.

Imagine having that kind of confidence. Knowing, I mean truly knowing, victory is yours and that the 2017 spring selling season was going to be your best ever

Guess what? You can create that confidence. You just have to put in the hard yards with preparation.

Some boxers train five hours a day five times a week for 12 weeks to prepare for a five-round, 15-minute fight (3 minutes per round) — sweating their brains out with roadwork, bag work, drills, sparring, strength and cardio.

Here’s the math: 18,000 minutes of training for 15 minutes of work. How long is your average listing presentation? I’m not suggesting you spend 18,000 minutes, but you get the idea. Are you preparing enough to be as good as you want (or need) to be in today’s competitive ring of real estate?

Here are my tips that will have you raising your arms in victory – before you ever step foot in the ring:

1. Know your specific market and farm area inside and out. You have to become an expert, especially today in the age of information. Your clients – both sellers and buyers – have access to information, so you have to prepare by digging deeper than you’ve ever dug before to learn everything there is to know about your market. You have to bring something new, fresh and more importantly, unknown to your clients. You never want to hear this from your clients: “Tell me something I don’t know.”

2. Practice. Then practice some more. Practice your scripts, practice role playing sales situations, practice prospecting. Practice negotiating. And then, when you think you’ve practiced enough, realize you’re only 40 percent done. Why 40 percent? Have you ever heard of the Navy Seals’ 40 percent rule? It goes like this: Seals say when your mind is telling you you’re done, you’re really only 40 percent done.

3. Stay focused on what brings in the money. Successful boxers know they have to hit the road and run, practice on the bag, do drills and spar. The four activities that bring in the money in real estate are: prospecting, negotiating, selling and listing. Delegate everything else.

4. Don’t go it alone. Sure, when the fight is on, the boxer is alone in the ring. But remember this – that’s the only time he’s alone. After the fight, he’s celebrating with his team. Before the fight, he’s training with his team. And write this down: Winners always have someone in their corner.

Let me hear from you: How much time do you set aside each week to improve specific skills that will produce more business for you? Are you willing to put in the hard yards to be better at your job? Why or why not? What can you start doing today to improve yourself?

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company. Mills is a nationally recognized speaker, coach and mentor to the top real estate agents and mortgage companies. Visit us at www.CorcoranCoaching.com.

The Well-Fed Fox: How Focus Gets You All the Rabbits You Want And Makes You Happier At Work

“The man who chases two rabbits catches neither.” Confucius

Meet Foxy the Fox. He’s be-bopping along in the woods when he sees two rabbits. One word pops into his mind: “Yummy!”

Then his ego kicks in and he thinks: “I want both of them! I can catch both of them.”

So off Foxy goes – scurrying after the two rabbits that see him coming – one bolts left, the other right. Foxy peels to the left and chases the first one for a good 20 seconds with no luck. He pivots with a U-turn toward the second rabbit, which is already in bigtime flight mode and can’t be caught either. Foxy then returns to rabbit number one but realizes he’s too tired to give chase. Foxy loses. Foxy is hungry. Foxy need focus.

If you take one thing from this article, let it be this: If you want it all, focus on one thing at a time.

Sure, you may not get the first rabbit as fast as you’d like. But when you put your full effort toward that rabbit, you’ll have a much better chance of catching it. And when you do, you’re proud, you’re more confident and most importantly, you’re nourished with enough energy to catch the next rabbit.

Research bears this out. Harvard Business School did a study on what makes American workers happiest in their jobs. The answer? Forward progress. That’s it. Make progress – no matter how small – even a tiny rabbit.

Most of us – when we spot two rabbits – get so caught up with our desire to get both and fail to do what’s really needed: a decision. Yes, deciding can be hard. You immediately realize that by choosing one, you’re going to miss out on both – your original desire. But it’s a critical trade off. It’s been the ruin of many would-be millionaires. Too much greed without thoughtful decision making leaves you huffing and puffing as you watch your rabbits scurry off on their merry little way.

So, what can you do to increase your chances of getting that first rabbit and then the others as they appear? Try these tips:

1. Get Clarity – This is the big one. Get clear on what success is to you. What’s the ultimate goal? Paint a picture of what success looks like to you and keep it nearby where it can always be top of mind. Clarity gets you on the right path.

2. Choose your Rabbits – What activities (rabbits) move you toward the goal you set in tip number one? What are the actions that lead to that goal? And don’t do this step alone. Get feedback with at least one other person. The last thing you want is to choose poorly here. Consider a coach or mentor.

3. Prioritize your Rabbits – Now that you have your rabbits in mind, rank order their importance. You may have heard of the acronym MIT – most important task. Today it’s MIR – yep, the R stands for rabbit! Again, get seek feedback from a trusted source so that you’re seeing things objectively.

4. Commit – The great philosopher Johann Wolfgang von Goethe said, “At the moment of commitment the entire universe conspires to assist you.” Commit by scheduling specific blocks of time and in a place that’s free of all distractions. Then catching rabbits gets as easy as reaching out and grabbing them at will.

I’d love to hear from you: Are you wasting time chasing too many rabbits at once? Can you think of a specific example of where you chased two rabbits at a time? Do you believe more focus in your life could help you in your career?

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company. Mills is a nationally recognized speaker, coach and mentor to the top real estate agents and mortgage companies. Visit us at www.CorcoranCoaching.com.