The Moment You've Been Waiting For

The future belongs to the confident

This week, I’m invigorated by what I’m hearing: Professional salespeople, managers and leaders who are “ready for the challenges” heading for the housing industry. They’re over the shock, done with denial and way beyond bargaining with anybody about our future.

Today’s best professionals have begun a full-scale renaissance of confidence. Finally remembering that their future is secure, because the golden rule of change is:

It’s never game over, but GAME ON!

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It’s hard to remember, but…

A couple of years ago, we faced serious problems that were well beyond our industry: a pandemic, a closed economy, and riots in the streets. Yet amidst the chaos, we came together across neighborhoods, industries and perspectives and found ways to thrive. We sold a record-breaking six million homes while all of those things were happening!

And today we’re even stronger, smarter, and more prepared. We never let change have the last word, we never gave up:

We only gave our BEST!

You’re just getting started

So let’s be done with the idea that there’s anything wrong with us or our industry, despite courtrooms and complainers seeking clicks. We’re not an industry of unprofessionals. We use contracts, not secret rules. We are an open market, full of competitors who wake up every day unemployed, and only get paid on performance.

And 9 out of 10 consumers willingly chose to work with us last year.
And the year before, and before, and before.

So tell the naysayers to zip it. And get back to the business of your business right now. No more waiting for the next few months.

There are sales to be made right now that need your confidence and characteristic optimism.

Because it’s not even halftime yet!

You’re made for moments like this …

I remember a day during the pandemic when I was feeling really sorry for myself. Everything was broken - my schedule, business plan, even my health. I felt pretty low — no help from the government or media or even my attitude.

So, I called my mentor for advice.

“What’s my next play?” I asked sadly, “Do I even have one?”

“You’re going to play it the way you’ve trained for it,” he replied.

“I didn’t train for problems like this,” I said.

“Oh?” he challenged. “So you only want a career with easy deals? That’s your plan for success?” He was getting hot under the collar.

“Why did you bother with all those classes, then? The coaching, practicing, prospecting, delivering? Are you saying you can’t figure out how to fill your pipeline, share your value, and get a contract signed?”

“No! Of course not,” I said. “Well, I guess I could try …”

“Guess nothing! Get going!” he interrupted. “There’s no giving up or giving in. There’s only going forward. More innovation, fresh experimentation and unwavering stamina. If it’s not a pandemic, it will be competitors. Or market cycles. Or government interference. You better get used to dealing with them all - all the time. That’s the game - the one you chose - and you’re not the only one counting on you to handle the problem!”

NOW is WHY you got INTO this business

I think of that pep talk a dozen times a month these days. I remind myself we’ve had lots of ordinary challenges since then: low inventory, multiple offers, rising interest rates, falling sales volume, changing regulations, new competitors, and more. Oh, yes, some lawsuits seem bigger — because they’re incredibly unjust — which is something we don’t normally equate with ordinary challenges in our careers.

And they are unjust. But they are NOT insolvable. Or final. Or fatal.

Get Into Action, not Re-Action

I’ve been writing, speaking, webinar-ing, for weeks about things you can do to navigate, mitigate and benefit from the changes heading your way.

Now, it’s up to YOU to do them.

This is the MOMENT you’ve trained for,
the REASON you’ve undertaken this career,
to DEAL WITH SITUATIONS that aren’t only easy,
but opportunities in which YOU MIGHT EVEN MAKE NEW RULES.

“Pull yourself together,” my mentor said.
“You haven’t been fired — you’re being HIRED!”

On a scale that you’re READY to handle because, if not you, then who?

Turn off the press; stop consuming the whine.
Get up, get changed;
Go to the office, meeting, class, and client’s home.

Don’t let anyone tell you the industry is overpopulated; underperforming; or broken in some rotten or unfixable way. There’s no way we can produce so many sales, so many sales professionals, if any of that were really true.

Because there’s nothing new we’re being asked to do; Even if it will be new for a few minutes as you learn, practice and deliver with skill what thousands of others already do:

Build relationships.
Ask good questions.
Demonstrate your value.
Confirm your agreement.
Deliver results.
And get 100%, completely and properly:
Compensated.

This is what you’ve been preparing to do your whole career.

And there are a lot of people relying on you to show up and do it —
Including YOU!

Here are 10 Ways to Meet the Challenge and turn what looks like upcoming “prohibitions” into growth “permissions” with these bold moves: 👇

1. Update Your Daily Affirmation. “I am the kind of person who can easily work with any client, deliver value and ask for proper compensation. I am a great salesperson.” Write it. See it. Say it. Believe it. Do it.

2. Talk to People Who Do It Now. Realtors in dozens of states have used mandatory buyer representation and compensation disclosures for decades. Pick up the phone, get on a plane, attend a conference, do a Zoom and learn how they handle it with success and confidence. Copy them, and move forward.