In the last nine steps I’ve shared what I believe to be crucial keys to being successful in this new age of real estate. But this final step is the most important step of all. And more importantly, if you skip this step, you may as well not do any of the other nine.
I believe there is one major obstacle you must overcome before you can achieve greatness on any level, and certainly greatness in real estate. You have to conquer the six inches of ground between your ears! You can do anything if you see it first and then set out to accomplish it, following a methodical, step-by-step plan.
I’m going to share a story you may remember from Sunday School that illustrates my point exactly. Remember when Moses was leading the children of Israel into the promised land? If you recall, God told them he would give it to them, and all they had to do was go take it. Let me give you some background.
God had just demonstrated his power by parting the Red Sea and allowing the people to walk through on dry ground. He’d just finished destroying the entire army of Egypt to keep them from pursuing. He’d even fed them every day by providing divine food or manna for them to eat. So when they got to the edge of the promised land, Moses sent out a recon party of twelve spies.
I don’t believe it ever crossed his mind that there would be any lack of faith in the people, particularly after all the supernatural demonstrations they’d already experienced, first hand. I think that Moses sent out the spies to build their excitement and enthusiasm in anticipation of taking their land.
He gave specific instructions to the spies telling them to “enter the land boldly, and bring back samples of the crops you see” so they could encourage the people. Well, if you remember the story, after exploring the land the spies returned and gave their report. They all agreed and said “It’s indeed a magnificent country–a land flowing with milk and honey. Here is some of its fruit as proof.”
Two spies tried to encourage the people as they stood before Moses. “Let’s go right now and take the land,” they said. “We can certainly conquer it!” But the other ten answered, “We can’t go up against them! They’re stronger than we are, and the people we saw were huge.” They were mentally defeated. In fact, their exact words were, “We even saw giants there… we felt like grasshoppers next to them, and that’s what we looked like to them!”
As you can imagine, that negative report spread throughout the people like wildfire and their lack of trust in God kept them from every living in the promised land. Remember, God had told them they could do it. Ironically, the only two who ever got to experience the land of milk and honey were Joshua and Caleb (the two spies with the right attitude).
What a great story! Understand, my intention here is not to be “preachy”, but rather to illustrate a very important principle. Remember the words of the ten with the negative attitude? “We felt like grasshoppers next to them, and that’s what we looked like to them!” Nothing could be more true. The way you see yourself determines your outcome. If you see yourself as unable to achieve something, you are absolutely right. If you see yourself succeeding, you invariably will.
If you’ve followed with me through this entire series, and you’ve applied the first nine steps, then you already have the tools and preparation. You have a unique selling proposition and you’ve become an expert. You took the time to build a business plan and you assembled your tools. You understand advertising and you know today’s real estate customer. You’ve even mastered the art of prospecting and you are organized and ready. You’ve learned how to stop the slinky effect and you’ve even discovered the difference between growing by addition and multiplication.
You have all the knowledge you need. But do you have the courage and the confidence to actually go for it? Or do you see all the problems? You know, the other agents in your office that want to pooh-pooh your new found plans. Or the negative broker, or the shortage of funds or even the old-school, traditional real estate model that you are so comfortable with? I think you can do it. I know you can. But do you?
I’m going to leave you with a video clip that comes from a movie called Facing the Giants. I encourage you to take the 6 minutes it will take you watch it. Then I want you to take a few more minutes and think about real estate the new way. After that, I want you to reach down deep inside yourself and just go for it! Give it your very best! Will you do that? Good! Now go ahead and watch this short clip.