“Winning isn’t everything, it’s the only thing,” the famous American football coach, Henry Russell Sanders once said.
And while that’s not the case with everything we do, it is in real estate, no matter how you look at it.
When it comes to selling real estate, there is no second prize.
There’s no participation awards, no tried hard trophies, no nothing.
You line up at the start each day with everyone else and you go.
You either get the listing or you don’t, you get the sale and commission, or you don’t.
Everything you do is about winning.
It’s not only the only thing, it’s the most important thing.
And yes, there are those that would say you win, and you learn, but I would say learning doesn’t feed the family, winning does.
And that’s ok, it’s the game we play.
I know it’s a big call, however, after more than 10 years of working with successful agents and business owners, I have found there are three key things that pretty much guarantee you a win in sales.
It’s the exact prescription you need to get to the next level.
It’s important to understand though, that you can’t win in sales with only one or two of these things.
You need all three working together in harmony.
Just like the ingredients in a recipe, if you get one of them wrong, it ruins the whole thing.
Winning attitude
Attitude is “a feeling or opinion about something or someone, or a way of behaving that is caused by this”.
What is your feeling or opinion on winning?
Have you even got one? Because your behaviour will reflect this.
Michael Jordan said there is no I in team but there is in win.
He was all about winning because he had a winning feeling and opinion about it that resided in his attitude and was expressed through his behaviour.
Jordan showed us that a winning feeling + winning opinion + winning behaviour = winning in what we do.
When you go into a game with a ‘winning is the only thing’ attitude you draw all your resources, talent, ability, and skills into one powerful intention and action to deliver your best.
You get into a heightened sense of alertness, clarity, and commitment.
I love what John Mitchell says, “your attitude towards life determines life’s attitude towards you”.
Winning focus
You need to focus like a laser to win in sales.
Focus is your ability to be selfish in where you place your attention.
Focus is all about the utmost important thing you need to do.
You need to starve your distractions and feed your focus.
In sports, they call it getting in the zone.
Rafael Nadal epitomised this every time he went to serve, he would go through his ‘get in the zone’ routine.
Great sports people are great because they obsessively focus on what matters and nothing else.
Energy flows where attention goes as they say, so stay single-minded and stop chasing two rabbits, because you won’t catch any that way.
Don’t spread yourself too thin because you dilute everything that way.
Gary Keller talks about it in his book, The One Thing.
“Success is about doing the right thing, not about doing everything right.”
Winning effort
Effort is about exertion, not only physically but mentally and emotionally.
It’s about your level and application of commitment. It’s about how you show up.
The intention and energy you put behind it, how efficient and effective you are, your intensity and determination.
It’s about understanding how to work smarter, not harder and leverage your effort so you can do more with less.
It’s about preparation and discipline. It’s how you play the game.
Do you go all in and commit, or do you waver? Are you up and down like a rollercoaster or more like a Tokyo bullet train with the effort you apply?
Remember every action has a reaction. The results you achieve will be in direct proportion to the effort you apply.
So, if you are ready to go to the next level of sales, combining these three things will explode your business.
