New agents: How are you staying motivated? I just did the first complimentary coaching tele-conference call of a series for my Up and Running in 30 Days users (see more at the end of this blog). These are agents under about a year in the business who want to launch their careers really fast, or re-launch with purpose. The call was so illuminating, I thought I’d share one of the challenges—and my solution to one of an agent’s most common problem: Staying motivated.

 How Long Does your Tenacity Have to Last?

 Staying motivated means staying tenacious—holding onto the goal. On this call, we discussed the quality of ‘tenacity’. In interviewing hundreds (at least) of would-be agents, I never once heard one of them say they weren’t tenacious. In fact, most of them tried to convince me of their abnormal strength of tenacity! However, once they got into the business of selling real estate, that tenacity vanished like smoke into the atmosphere. Why? Because everyone thinks they are tenacious and determined when there are no challenges. Yet, when challenges appear (like handling objections, making sales calls, getting repeated ‘nos’), that tenacity disappears. 

How’s your ‘compass’ set for attaining a sale? In my survey of hundreds of agents under three months in the business, I asked when they expected a sale. The majority said in the first month! But, we know that the majority of new agents don’t get a sale  in month one. Most don’t even get a sale by month three (and Up and Running tells you why someone is successful fast, and why someone isn’t successful, so there is no mystery).

 So, how long do you think it is until the agent is de-motivated? You’re right:  About 32 days.

 The Secret to Staying Motivated

 Who is in charge of motivating you? Many agents will say ‘my manager.’ It is true that managers and coaches can encourage. They can be positive. They can pick out areas to celebrate. But, the real person in charge of your motivation is YOU. Why? Because you are in charge of your own attitude. No one is inside your head and heart except you. If you don’t feel you’re going at managing your attitude, you have a task: Create that skill. In fact, there are many chapters on attitude and motivation and how to do it in Up and Running, because it is truly a skill that can be developed.

 Big idea: Instead of looking to a sale as the only ‘win’, choose small ‘wins’ all along the way. Up and Running has the numbers in black and white. You know what you need to do to keep on that sales path and ultimately sell a home. So, figure out how to reward yourself in small increments. That keeps your motivation high and protects that tenacity you need to ultimately succeed.

Develop the skill of self-motivation and you will ultimately be successful. Remember, you are on no one’s timeline except yours. If you’re doing the Up and Running activities, you will be successful. Believe it. Act like it. Get help. Get coaching. Be honest with yourself about your skills and needs. Then, you will succeed.

Questions: What do you do to stay motivated through all those challenges? Why do you think agents become de-motivated? Share your insights and advice to help other agents succeed. 

About those bonus tele-conferences: As my ‘thank you’ for purchasing Up and Running in 30 Days, and the coaches’ companion resource, I’m providing coaching tele-conferences in October, both for agents and their managers. I will be offering them three times, also, in 2012. So, if you’re thinking about purchasing Up and Running yourself or as a manager for your agents, you’ll be able to take part in these bonus coaching calls, where I personally coach you in using the program most successfully.

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