By Michael Kies

It’s not easy to find your purpose in real estate sales. There are always demands upon our time, so setting aside an hour or so to uncover our purpose can seem impossible.

To highlight the importance of purpose in real estate, I want to share a story of a client, who came to me recently because he was frozen with inaction and had only listed two properties in four months.

In our time together, we focused on his purpose and reasoning for being in real estate. We built a plan for him and his business, we worked on his purpose and then he went about his day.

He was able to get unstuck and has gone from no prospecting for four months to a prospecting machine overnight.

He is now on his way again and living with purpose.

In just one week, this persons life purpose and career is back on track and my prediction is that he will be successful and on his way to exceeding 50 sales in the next year.

He has done what many people in real estate don’t do, and that’s reach out and ask for help when they need it.

Last week we talked about the cycle of doubt in real estate and this happens to almost every agent, so we must be able to pull ourselves out of it, otherwise our career is destined to fail.

So here are three easy to implement steps for finding your purpose in real estate sales:

1. Self-reflection on purpose

This is the big question; what is your purpose for being in this wonderful world of real estate?

If it’s just to make a living and pay the bills – that’s just not good enough.

You must decide what your driving purpose is. Spend some time on personal reflection to uncover this.

2. Plan

When I met with the client mentioned above, we planned out his day based upon his life purpose – we took the guess work out of it.

This is the same plan that I cover in Success in Real Estate and everyone who follows this plan is doing very well.

You can say you are working hard but without a plan based on your purpose, you are driving your car without tyres, you are not going to be productive at all or go anywhere.

The purpose based plan is to make every moment of the days you work productive by following a clearly, proven plan.

If you are working long and hard and not getting the results you would like then you are either doing the wrong actions or your skills are not up to scratch.

This you can change easily by investing your time in attending Success in Real Estate.

3. Become a master-asker

Always be on the lookout for opportunities to ask for business.

Everybody you meet or come across is a potential seller.

Make sure in a tough listing situation you ask for the listing at least five times.

When you have to reduce a tough vendor, ask at least five times; be relentless.

When you have buyers who seem to like the house but are procrastinators, learn how to ask (or as I prefer to put it lead) them to make the decision that’s right for them.

Become the master-asker in your area.

See the problem is, most salespeople think they offend by asking and some agents do because they do it in the wrong way and come across as pushy.

And when you push, guess what? You push people away and this is what happens when you get this wrong with no driving purpose and the wrong plan.

But when you get this right you are not only a master-asker but a professional at leading people to make the decision that’s right for them.

So if you are like this client of mine, frozen in procrastination and knowing what you should be doing but just not doing it, then do these three things:

1. Decide exactly what your main driving purpose is…
2. Follow a results driven plan of action and act on that plan…
3. Become a master of selling in mindset, listing, reducing and selling, which is what I teach at Success in Real Estate…

It’s like the farmer who doesn’t sow his crop in the spring – he will not get a crop. However the farmer who does everything that’s necessary in the right seasons will get a great crop.

The most wonderful thing about a career in real estate is that we are not subject to the weather, only the clouds we let accumulate in our own minds.

The decision is yours – have a bright sunny outlook or let dark clouds form in your mind.

If you want to know more about using the right seasons in your career in real estate, I have recorded a one hour training session designed to help people just like you to add an extra $100,000 in personal income in the next 12 months, click here to view the free session.