ONE LESSON

When I was running my brokerage, I had an agent who would come to me often for advice. He was a veteran agent whose business was struggling. He was not making what he used to and was getting very frustrated. I started by asking him what he was doing to market himself and generate new business. He immediately went into a tangent about how another agent was getting all of the listings in his neighborhood, even though he had lived there for a long time. When I asked him why this was, he explained to me that the agent was marketing herself to everyone, and once she got one listing started using that to get others. I asked him what he was doing, and he told me he did a lot of marketing in the past, but recently hasn’t done much. It never clicked with him that it was his fault the business wasn’t coming in, and not because of what the other agent was doing.

LESSON LEARNED: Focus on what you can control; your time right now.

You can’t control what has happened in the past, and you can’t control what other people do. All you can control is what you are doing in the present. If you are not seeing the results you want, you need to ask what you can do RIGHT NOW that will get you the results you want. The only way to “predict” the future is to create it in the present.