By definition, most people working in the commercial real estate industry are “average” producers. Thus, chances are you are average. Hopefully not, but you understand the logic. So why are you average? What’s holding you back? There could be a myriad of reasons: underutilized strategies or tactics, poor teammates, poor work environment, but mostly, you are average because of you. Here are 3 possible reasons:
1) You don’t believe in you.
You must be confident in your abilities to serve your clients better than anyone else. I mean, deep down in your gut confident. If you are not, then hopefully you will know the reasons why (lack of experience, resources, direction, etc.) and therefore you can address and remove these constricting thoughts from your physique.
As the founder of the Massimo Group, the greatest commercial real estate consulting and coaching organization in the world,I know we can help anyone, regardless of their level of success or experience, in propelling their personal business and income to new heights. We can always grow, that is a given for everyone, but this belief allows us to pursue and win more high-quality opportunities.
2) You don’t invest in your greatest asset – you.
Owners and managers of commercial real estate, brokerage, finance, property management firms repeatedly share with us that their team members would rather buy a new set of golf clubs than spend a day at a symposium or personally invest in a new technology. More so, the average commercial real estate professional looks at everything as an expense and not, as you should, an investment. No investment = no professional growth, personally or financially.
Yes, we are a coaching organization, and according to #1 I believe everyone should have a coach. There is a reason that vast majority of top producers have coaches and it’s not because “they can afford to”, it’s because they realize they CAN’T afford NOT to. I have 3 coaches. Every time I retain one we make far more money than the investment in coaching. Regardless of how you do it – reading, training, designations or coaching – you must invest in yourself.
3) You act as if you have a job.
Most commercial real estate producers are independent contractors. By this mere distinction, if this is you, you own your own business. Let me repeat that – You are the CEO of Your Name, Inc. As such, you must have a sales program, a marketing program, an HR program, and operations division. Stop looking to your company’s owner or manager for all the answers. Leverage their resources and strong brand, but don’t act like a dependent; you’re not one.
It’s a silly routine, but every morning I look in the mirror and say to myself, out loud, “It’s time to get hired”. Like you, I eat what I kill. I have learned to surround myself with hunters and gatherers, but ultimately it is up to me to produce.
I don’t share any of my personal experience with you to impress you. It’s far from impressive. I still feel, as good as our company is, we are in our infantile stage. However, I do want to impress upon you that you, and only you, have the power to decide how tomorrow and the rest of your career are going to proceed. I ask you to recognize that average isn’t you.