I'm talking about comfort zones. You need to step out of them.
My business took off once I realized that I needed to make myself uncomfortable to become a better realtor.
A few examples:
- Cold Calling - This was a tough one for me. I would stutter in my brain before I even picked up the phone! Cold calling made me sooooooooo uncomfortable. I felt conspicuous, as if I had an audience. I felt like I was performing at Lincoln Center, in my underwear! After the hundreth or so phone call I relaxed. I got someone on the phone who actually gave a hoot what I had to say. That changed things for me. Suddenly, I was very comfortable, so much so I forgot to let the prospect get a word in!
- Asking For the Business - I remember trying to get up the nerve to ask for an appointment. I'd preface most of my statements with "if you want" or "at your convenience" or "anytime you're ready". I will never forget the first time I asked someone if they wanted to get together on Monday at 4 o'clock or Tuesday at 2 and they said "Monday is good" I couldn't believe how easy it was.... if you just ask!
- Asking For the Price Reduction - I'm well trained. I'm truly a neighborhood specialist. I know my inventory. I follow the market. I study trends. I call each and every agent who shows my listing for feedback. I know exactly what the buyers think about my listing. Why oh why would I be uncomfortable delivering the news to my seller? Because let's face it, it is uncomfortable telling someone that there is no one willing to put up the bucks for their castle home, their pride and joy. But make an intelligent argument, keep your professionalism, get the price reduction and get the home sold and I get the confirmation for what I knew all along... Damn, I'm good!
Even in "real life," if you don't find yourself feeling uncomfortable every now and then, it is my guess you aren't challenging yourself. You're toeing the line. "Aim for the sky and you'll reach the ceiling. Aim for the ceiling and you'll stay on the floor."
"Be willing to be uncomfortable. Be comfortable being uncomfortable. It may get tough, but it's a small price to pay for living a dream." -Peter McWilliams
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Weichert Realtors - Marlboro / Manalapan
732-598-6823 cell 732-536-4400 x116 (office)