Mastery is defined as the upper hand in a contest or competition.
One of the most common challenges in today’s real estate market is having your client’s offer accepted in front of other agents and agencies.
Imagine having to tell your client your offer for $80k above ask, without contingencies, was not accepted.
That’s a phone call no agent wants to make to their emotionally amped up clients that are ready to roll.
After this they will feel a “bad” emotional release rather than a “good” emotional release. They were in the middle of a good emotional build up until you could not get the offer accepted.
Let’s avoid those transitions into “bad” emotional releases in sales and in life at all costs.
As humans we are highly emotional beings and by being a salesperson we take our clients on an emotional journey. We want the “good” build up of tension followed by the accepted offer, the checks being written and a “good” emotional release.
This is why many salespeople step off the sales rollercoaster. The ups and the downs can be brutal to deal with.
The most seasoned sales people can stay cool whether a deal goes through or not.
What is going to make this rollercoaster easier for you is to gain mastery.
This is true of any kind of art form. I would argue that sales is the art of people skills.
Whether you are trying to convince your significant other to go to a certain restaurant or convincing a seller to accept an offer on the behalf of your clients… you are indeed always selling in business and in life.
The property owner needs to be sold. They need to feel that your clients are the right clients, and additionally that you are the right agent for the close.
What’s the result they want? They want the deal to go through smoothly without unwarranted hang ups.
They need to feel the confidence in your confidence.
Market inventory is low right now which means that you are facing many opponents and competitors in the marketplace.
What is going to set you apart is your ability to have gained more knowledge about people skills, confidence, and deal closing faster than your competition.
To put it very simply you have to know what to do and what not to do faster than your competition. You have to to learn how to carry yourself and how not to carry yourself in each situation. You need to know how to handle buyer’s objections and seller’s objections right on the spot.
If you have reached the level of mastery in gaining new clients, submitting offers, and putting deals together quickly, then you will have the leverage in most deals. You will exude confidence.
Your clients “feel” this confidence.
You have been on this path of mastery from a very young age, when you first learned your name and tied your shoes. You have been given the gift of brain plasticity. No matter what age you are, your brain is malleable. You can master any practice you continue to focus on.
There are very few limits to human potential.
We can rapidly learn from books, mentors, colleagues, coaches, and from the direct experiences of trial and error.
Trial and error is of course the most painful form of reaching the stage of mastery but there is also something to be said about perseverance and the ability to keep going when every fiber says to quit.
The path of trial and error can make success that much sweeter, because you made it happen through your own novel intelligence rather than following a blueprint created by someone else.
“Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.” -Thomas Edison
When you fail and fail again you will learn approaches that are potentially amazing discoveries. All of this engrained experience becomes your expert knowledge and your personal brand.
I recently heard a story. When Sara Blakely, founder of Spanx, was growing up, her father would often ask her the same question at dinnertime.
“What have you failed at this week?”
“My dad growing up encouraged me and my brother to fail. The gift he was giving me is that failure is (when you are) not trying versus the outcome. It’s really allowed me to be much freer in trying things and spreading my wings in life.” -Sara Blakely
The failure was celebrated rather than shamed. That’s how we learn rapidly; we take action. We focus on taking action instead of being a perfectionist.
Along the way to mastery be yourself because everyone else is taken. It’s cliche, but it’s true. The most profitable person you can be is yourself. There is only one of you.
In closing, the path to mastery has no direct route. It’s the route that feels most native to you. It could be through trial and error or it could be through seeking expert coaching, the one constant is never ending learning.