Are You A “No” Sayer At Heart?, Part 1

November 20, 2009

The biggest mystery to real estate professionals who aren’t top producers is simply this: why am *I* not a top producer?  Of course, theories abound (both from reps and real estate brokers) about why so few real estate professionals make truly great incomes.  I contend that the reason for it is simply this: marginal or average producers say “no” in life far more than they say “yes”.  Top producers say “yes” far more in life than they say “no”.

If you read the last two sentences and immediately thought, “that can’t be true!” or “that’s silly” or “that’s overly simplistic”, I want you to think about something.  How often do you make snap judgments like this about things (however small or great) on a regular basis?  What are your consequent actions?  When you need to make a decision of some sort, do you often find yourself considering it only for a few moments, both pro and con, but not making a decision on the matter, instead preferring to procrastinate making any decision at all?  Do you often wait to see a lot of evidence of something working for other people before you will adopt that thing for yourself?  For instance, have you not embraced and fully incorporated the internet into your real estate business because you haven’t seen it really working for any other real estate professionals you know?  Or you’ve seen the internet fail to help far more people than it helps, making you conclude (whether you know it or not) that an ecommerce based real estate business isn’t viable?

If you are someone who thinks in these ways, I want to make two assertions about you (there may be exceptions to this, but I doubt it):

1) You are not in the top 10% of real estate professionals in your area, even if you once were one of these people prior to the internet

2) You could become one of these truly top producing people if you understand:
a) the disempowering ways you think on a regular basis and
b) how much the way you think limits your success both in your real estate career and your life in general.

I’ll illustrate my points with an example.  This weekend, I met a real estate professional (we’ll call her Maria) who is a prime example of the type of person whose thought processes are greatly limiting her success.  I met Maria at a weekend long event with speakers that challenged us to think about how our thought patterns are a blueprint for our incomes.  I’d say Maria is about 50 years old.  I met her through an older gentleman at the event (we’ll call him Paul).  I was interested in meeting Paul because I saw him on the stage briefly and he looked like an incredibly dynamic man.  I’d say Paul is in his late sixties.

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