by Mark Johnson | Jun 27, 2020 | Best Practice, Goal Setting, JPAR, Mindset For Success, Real Estate, Results, Taking Action, Tips, Top Producer, Truth, Work
In one of our major markets, recently our company learned it was performing nearly four times better than the market average. That’s a big win amid a global pandemic.
That got me to thinking how did our real estate sales associates do it? What is in our culture that makes this type of result possible? Well, five things came to mind:
- Done is better than perfect
- Redirecting after accepting mistakes
- Focus
- Fun
- Growth mindset
Done is better than perfect
Psychologists Thomas Curran and Andrew Hill studied more than 40,0000 people from 1989 to 2016 and found that perfectionism has increased by 33% since 1989. We seem to be internalizing a myth that life should be perfect, when, in fact, that is an impossible outcome.
The research shows those who become preoccupied with perfection set themselves up against challenges.
The key to moving ahead is to follow through, and our associates performed exceptionally well during this crisis.
Redirecting after accepting mistakes
So, you made a mistake, now what?
- Recognize that sinking feeling
- Assess: what happened and why
- Make it right
- Adjust the system or process
- Be kind to yourself.
“If you don’t make mistakes, you’re not working on hard enough problems. And that’s a big mistake.” ~ F. Wikzek
Curiosity is the art of questioning everything without judgment or assumptions. With this approach comes continuous improvement and learning. As I look at our associates, they have a mindset of constant improvement. They participate in an ecosystem that encourages life-long learning, sharing, and best practices.
Focus
The human brain is programmed to narrow its concentration in the face of a threat. We are designed for self-protection.
The trap is that your field of vision becomes restricted. Leaders need to intentionally pull back, opening our mental aperture to take in the mid-ground and background.
As a veteran, it’s what we call – situational awareness — taking a broader view of both challenges and opportunities.
During this crisis, we’ve provided our associates with clear communication on:
- What was
- What is
- And what will be
There was a past of relative stability and predictability. There now is disruption and uncertainty. There will be a different future state. As this future unfolds, our associates are preparing to be resilient. To be gritty. That’s a competitive advantage.
Fun
According to a 2015 study, laughing makes us more open to new people and helps us build relationships. And real estate sales are a relationship business.
We booked a virtual comedy night in the quarantine, and a virtual American Idol knock off event. Laughter can improve our health and make us better learners. And what’s more: laughter is contagious.
Growth mindset
The truth is we all have our fixed-mindset triggers. When we face challenges, receive criticism, or compare ourselves with others, we can easily fall into insecurity and defensiveness, a response that inhibits growth.
To spend more time in a growth zone, our team and associates have worked hard in small groups to identify the triggers that do not serve us. It’s hard work, but during the quarantine, our associates gained a lot by deepening their understanding of growth-mindset concepts and putting them into practice.
It seems our most effective associates during this crisis followed a pattern:
- They controlled the controllable
- They prepared, planned and trained
- They had situational awareness
- They kept the human factor in mind
- They guarded their mind & heart
At the end of the day, they ensured their choices reflected their hopes and not their fears. You can do the same. Join us.
by Mark Johnson | Aug 31, 2019 | JPAR, Priorities, Productivity, Real Estate, Success, Truth, Weekly Newsletter, Work
Have you ever told yourself, “I don’t have enough time to do that?” Or “I’m so busy!?” When out of time or overwhelmed, it often can mean, “I don’t know what’s important right now.” Can you relate? If so, this article is for you.
I recently ran across a fantastic author, Amber Rae. What I like about Amber is she is not a therapist, a neuroscientist, or even a life coach. She is a woman who is obsessed with the human condition, with what our emotions are trying to tell us, and how you and I can express the fullness of our gifts. Her book, “Wonder Over Worry” is an official invitation to face our fears and create a life that reflects who you are.
I’m SO busy! Here are a few questions to ask yourself intended to align your behavior with your ambition and goals better.
- What is my #1 priority right now?
- Are my behaviors consistent with my priorities? For example,
- Is there anywhere I’m saying “yes” right now when I need to say “no”?
- Is there anywhere I’m saying “yes” to that is not serving me or my goals at this time?
- How much of my time and energy is devoted to things that feel like a burden?
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- Can I make them feel less of a burden?
- Can I delegate or do less of these activities?
- In terms of where you are investing your time write now, what brings you the most fulfillment and joy?
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- How can you do more of that?
“Don’t spend time beating on a wall, hoping to transform it into a door. ” ~ Coco Chanel
“I’m so busy” — three little words many of us use all the time as a way to decline invitations. Think about it, and it makes sense, though: Time is the most precious commodity because unlike money, we can’t make more of it.
But guess what? Everyone is busy, so while you might think the message you’re sending with “I’m so busy” is, “I’m slammed,” what the other person hears is,
“What I’m working on is more important than you!”
Wow – is that the message you want to send to others? Stop saying ‘I’m so busy.’ Harvard researchers say this is what successful people do instead:
Take a rain check.
Let the other person know what you have going on. Telling others what you’ve been doing (even if it’s unrelated to work – for me like preparing for a Spartan Race) also allows them to get to know you better. In turn, the other person is invited to share updates of their own, which can help to establish rapport.
Be honest and lend a hand.
Showing complete honesty and sincerity can boost the relationship. Depending on what the invitation is, here are a couple of examples:
- “I can’t make it to the brainstorming meeting because I have a few deadlines to meet. I’m not finished and to be honest, I’m a bit overwhelmed. Would it be helpful if I send my ideas tomorrow morning?”
- “I can’t make it to your networking event next week because I have dinner plans that night. I’ve rescheduled it twice already, and I’d hate to do it again. But I know a few colleagues who would love to attend your event. Can I extend the invitation?”
The key is to show that you trust the other person enough, to be honest and that you care enough to offer support.
Be honest about your condition
In a study from Harvard, participants found two valid excuses that resonated with others:
- I don’t have the money right now for that activity… with some context.
- I don’t have the energy right now for that activity… with some context.
The significance of the Harvard study is that it provides valuable insight into how we can be more protective of our time without making others question how much we value the relationship.
Rule the day or the day rules you!
