Balancing the fear of failure to desire for gain ratio in real estate sales…

What drives you in real estate sales? Is it the fear of failure or the desire for gain?

Good salespeople have accepted the fact that it is impossible to succeed without the fear of failure.

The most successful salespeople balance their fear of failure with their desire for gain in the following ratio:

• 30% fear of failure
• 70% desire for gain

If you are not reaching your targets or full potential, maybe your ratio is slightly skewed. For example, maybe you are focusing on the fear of failure 70% of the time and the desire for gain only 30% of the time.

If this is the case for you, you will always have low figures and struggle.

Top salespeople put 70% of their focus on the desire for gain, and this translates into their preparedness to always have a go.

One of my clients shared a key piece of advice that I gave her, and the story about how it has resonated with her.

I told her that she must physically see her clients for appointments, and sometimes this means hours in the car.

When she protested, I asked if she would go that far to pick up a cheque for say $20,000? She said “of course.”

One of her colleagues asked her if he should travel 90 minutes to get a listing and she asked him the same question.

He said that of course he would travel that far for a $20,000 cheque. This salesperson ended up making 4 trips to this property which was a total travel time of 12 hours, for which he received a professional fee of $20,000.

So you can see the desire for gain pays very well.

If he had let the fear of failure rule him he would have received $0 per hour.

So here are three tips to getting your fear of failure to desire for gain ratio right, so you can dominate in your area:

1. Use your fear of failure as rocket fuel to propel you to desire great gain.

2. Failures are the rungs on the ladder to success – When you fail it’s not permanent, and this gives you a great learning experience. If it wasn’t for the failures in my life I would not be where I am today.

3. Always ask yourself, “What is the bright side?”

“What if I give it a go, and it works?” By thinking this way your spirits will lift and your results will go up.

10 years prior to the moon landing in 1969 NASA was asking, “How can we do this?” and “What are the benefits going to be if we pull this off?”

They would have had great fear of failure, but used this in a positive way to drive them to success.

The same applies in real estate.

If you just have a go you will increase your results and remain motivated by staying focused on the end goal, which is to get many listings and make many sales.

Use your fear of failure to propel you to success. Remember what Wayne Gretzky said, “You miss 100% of the shots you don’t take.”

Always do your best in striving for excellence and forget about perfection.

If you want to use the system that I used to average 12 listings and 11 sales per month, then you should consider attending the next Success in Real Estate, which is being held in February in Sydney.

At Success in Real Estate I show you exactly what to do every day to become unstoppable and how to get to the top in real estate, so that in ten years from now you will have financial freedom and have the choice to work or not.

So if 2019 is the year that you want to see great growth in sales, book a call with me and we can run through where you are at, and map out where you can be in 12 months from now.