If you think that ‘elite performance’ in the real estate industry means making millions and working more than 100 hours per week, think again. Jet Xavier examines the ways in which you need to make your mind, body and soul the best they can be to perform at the level of success that is best for you as an individual.
In this article I am going to show you what elite performance is and how you can achieve it. But first let me tell you what being elite is not about.
In the real estate industry we quite often measure an agent’s performance based purely on KPIs and gross commission. But what about the hours you work? How are your health, work/life balance and mental wellbeing? Or your influence on others – is it positive, encouraging and inspiring? What about your leadership, attitude, enthusiasm and motivation levels? Are they consistently where they should be? How are your relationships, your connections with friends and family? If you are going through a messy divorce and your kids won’t speak to you and you are about to lose half of your finances, all because of no work /life balance, are you really operating at an elite performance level even if you are making large amounts of money? If you’re unfit and dragging yourself around daily, and constantly doubting yourself or lacking motivation, is that elite performance?
Elite performance is not about the money you make.
Elite performance is about your why. Why do you do what you do? Why do you turn up every day? What is your purpose and goal for your life and career? What do you want to get out of your career? Why are you doing what you’re doing? Why do you want to earn more commission? Your why is what drives you. Your why is what keeps you focused and motivated and persistent till you succeed. Once you understand this and apply it your focus moves off commissions and only making money, and moves onto your purpose. Now when this happens the money and success start to happen in a more fulfilling way.
Elite performance is not about working 100 hours a week.
It is no use working yourself into the ground at the expense of your health, mental wellbeing, balance in life or relationships and family. Yes, you have to work hard but you also need balance. I was interviewing a top agent from a major brand the other day who said all the elite performers they know work hard, but have learned to have balance as a priority.
Elite performance is not only about the skills you have.
One of the biggest mistakes I see many real estate agents making is that they focus on only one type of training: sales skill-based training. But ask the public what they are looking for, and you find they are looking for trust, authenticity, confidence and certainty. They want inspiring leadership and influence. They want to know that you are genuine and will do the best job you can do for them. And with women now largely the decision-makers in real estate purchases, agents need to be aware that they are choosing you based on your energy, not your fancy scripts and dialogue. It is the mindset you bring into the game that matters, that enables you to carry an energy that influences people to trust and follow you.
What is elite performance?
To be elite, the best, first class, you need to be open to the idea that you are made up of a number of key areas that make you perform the way you do. In understanding this you are then able to adapt and grow these key areas for success.
The secret is that elite performance is a formula. An alignment of the core components of your mind, body and soul; a synergy and coherence between the ways they and their parts interact for success.
Take the example of a car. The key parts to making a car work are its frame, its engine and its fuel. If you take one of these out of play then the car might work to some extent, but nowhere near as well as it should.
No matter how aerodynamic the body is, how good the tyres are or how finely-tuned the engine is, if the petrol is dirty then people will race straight past, and eventually the car stops and needs a rebuild.
Humans are the same, and creating elite performance in real estate is the same too. We have a body, a mind and a soul. Your body is the shell of the car, including parts. It gets you around and delivers what needs to be done at a practical level. It is where you create abundant energy and total wellbeing. Your soul is the engine; it pumps out your purpose, values and what you stand for and want in life and business. It is where inspiring leadership comes from and our legacy begins and ends.
And the fuel of the car is your mind. It drives everything, from your motivation, consistency, belief, effectiveness and productivity, for you to be successful.
You need these three key parts to be working in synergy to be an elite performer. When each aspect and component of these areas is aligned you create consistency, higher levels of motivation, greater focus, vision and purpose, more inspiring leadership and influence, total wellbeing, improved work/life balance and abundant energy and fitness – the winning mindsets of confidence and certainty. You now operate at the elite level.
To be an elite performer you need to make your mind, body and soul the best they can be. You need to be committed to improving every aspect of each area.
I worked with an agent over a six-month period who wanted to go from earning $150,000 in commissions to over $600,000. He did not think he could do it (mind). He was unhealthy, in a negative relationship, had no routine (body) and was not clear about his purpose and what he really wanted in life and business (soul). Once we aligned the mind, body and soul his results skyrocketed and his financial goal was achieved.
I see this all the time using the elite performance formula.
If you look at the majority of elite performers, you will see they have these key areas congruent with each other and finely tuned. If you want to find out more on how to become an elite performer please visit www.myrealestatemastermind.com.
