BEST PRACTICEElite Agent

Peak Performance is No Accident

Peak performance is the result of a powerful vision and a workable plan put into action over a period of time. There are some definite strategies and behaviours which can accelerate your success to leverage and enhance your performance.

When you reach for the stars, you may not quite get one, but you won’t come up with a handful of mud either. Leo Burnett

It takes courage and adaptability to bring about exceptional results – shifting the boundaries of possibilities in our strategies and behaviour shows we can commit to stimulating and challenging our thinking to be more constructive and productive. This leads to the development of an environment of continuous improvement, learning and achievement.

Everyone knows they’re supposed to ‘be positive’ – to think positively, and to discourage negativity. Yet for many people the negative thoughts just ‘seem to happen’ before they know it! Part of the problem is, of course, that negative thinking has become a habit – not only for individuals, but for society in general – look at the newspapers or TV news where bad news sells better than good! Like any habit, it takes effort and willingness to change.

Notice how the media commentators have been ‘talking up’ what has become known as the Global Financial Crisis – the GFC! Notice how the ‘doom-sayers’ have been able to influence the thinking of buyers and sellers and how much harder it is to move potential clients to being clients when they read and hear what the ‘experts’ are saying. We need to have the equivalent of sanitary hand wipes for those who talk about the GFC – it isn’t “finger lickin’ good”, but we do feel the need to clean up the mess afterwards!

The challenge is to decide (seriously and consciously) that you are going to be positive in your approach to work and life – it makes a big difference to everything you do. We have to be personally convinced of the impact of negative thinking on our performance and in our lives, and of the enormous advantage of those who are able to continually focus on positive thoughts.

Two roads diverged in the wood, and I took the one less travelled by, and that has made all the difference.Robert Frost

It is important to take responsibility of our own actions and behaviours. The easy option is to whinge and whine, to complain and blame. The path less travelled these days is to accept responsibility for our own actions and the outcome of those actions.

Taking responsibility when there is a successful outcome is the basis of our marketing! We tell the world of our successes in the hope that it will generate more business, more listings; it will raise our profile as a successful agent!

It perhaps is not so easy when the outcome isn’t what we planned and hoped for. We look for (and usually find) something/one else to blame for that result. The mind-set is important to the outcome!

Whatever you can do, or dream you can do, begin it. Boldness has genius, power and magic in it. Begin it now. Goethe

We know what motivational speakers can do – there are plenty of them around. Their purpose is to inspire us to overcome the challenges we face and to aim for bigger and better results. Many people respond to the call to re-focus their efforts based on the example and stories of these positively focussed individuals who share their success stories.

That is the power and attraction of these people. Watch the impact of a coach in the half-time pep talk and the difference that ten minute chat can make to the final outcome of the game. Agents sometimes need that pep talk too.
There are all sorts of methods and strategies for maintaining a positive focus on what we do and how we do it. Some of those strategies are weird, or wonderful, or real or unreal. Some work for everyone, some don’t. We need to know what presses our own buttons and what is going to work for ‘me’. I’m the one who aspires to be successful – so I’m the one who needs to adopt (or maintain) a positive focus on my goals.

What makes a successful business person? Business people who are tops in their field have a lot in common, and real estate professionals can learn a lot from their successes and strategies.

A theory goes like this: If a particular person is successful in their particular field, it’s not because of the weather, the time of year, or the economy. It’s because of the particular person. That particular person is doing something right. Conversely, if a particular person is not as successful as they might like to be, that particular person is doing something wrong (or not as well as they could be). That particular person has to modify their behaviour in order to become as successful as they’d like to become. A shift in their mind-set may be what is required.

People are always going to be buying and selling homes somewhere. So, what can you do to make them buy from you? You need confidence in yourself; you need to have clear goals and sufficient knowledge about what you are selling. Only then can you inspire your clients with the commitment and willingness to buy/lease from, or sell/let through you.

Top Tips for Peak Performance

  1. Have clearly defined goals. Having definite objectives will help you to work towards your goals (then break them down into smaller goals that you can achieve as you work towards your ultimate goals).
  2. Know your marketplace. Keep abreast of what your competitors are doing – and know your customers (Who are they? Where do they come from? Why should they sell/purchase from you?).
  3. Review and Improve. Regularly review and monitor your progress (by monitoring your progress you can modify your strategy immediately, if it isn’t working.
  4. You can’t do it all yourself. You will pay a high price if you think you can. Get help from experts and ensure you have a support network.
  5. Balance your time. Make a clear distinction between your family and business time.
  6. Get yourself a ‘buddy’. Surround yourself with like-minded people and get a buddy/coach/mentor – someone to talk to on a regular basis, to bounce ideas off and to get a ‘kick’ when needed.
  7. Take time out for yourself. We often get lost in our busy-ness. Take time out for yourself on a regular basis. Treat yourself – to lunch with friends, have a massage, get your hair done, play golf, go shopping.
  8. Believe in yourself. We each have the ability to achieve our goals and dreams. Believe in yourself, believe that you can do it, and with the support of friends, family and network, this is possible.

Tony Rowe is General Manager of Corum Training www.corumtraining.com.au, a specialist provider of training to the property sector in NSW. Corum Training has fully qualified trainers with extensive knowledge, expertise and experience in the delivery of assessment and training services in Real Estate across Australia and New Zealand.

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Tony Rowe

Tony Rowe is the CEO of TT Rowe and Co, a compliance, education and training consultancy providing specialist advice to the property industry in Australia.