Analysis Paralysis

I have taught Realtors and sales forces for almost a decade now. From brand-new rookies to career agents, I know one thing that will never change… change itself! Change will constantly come at us, and no matter how much we think we know, we don’t. There is always the need for additional knowledge and training. Information and experience are vital to the decisions we make on a daily basis. With the knowledge we have, and the benefit of past lessons learned, we can better assess the risk involved with any endeavor that may require an investment of our time, money, or emotions. That being said, we will seldom have an unqualified answer to the question: “Should I stay, or should I go”?

Several years ago, I was training a new twenty-something agent on my sales force when I was with a local RE/Max franchise. One of the first skills I taught this group of “newbies” was how to find prospective clients. This particular agent was attentive, thoughtful, and took copious notes in my Tuesday morning sales meetings. Jeff was what most sales trainers dream of; a clean slate devoid of bad sales habits, someone who was “coachable”. Indeed, he asked a lot of questions every Tuesday morning, and most every other day as well. He asked a lot of good questions, but mostly just A LOT of questions. Initially I didn’t mind. After all, that was part of my job. Although, after a month or more of this, and no clients to show for it, it finally dawned on me where his head was. His lack of confidence in being able to overcome every possible objection, stopped him in his tracks.

One Tuesday morning, after the rest of the team of new agents cleared out of the training room, I said to him; “Jeff, you do realize you will never have all the answers to every challenge that may arise beforehand, don’t you? In other words, you cannot possibly absorb everything from a textbook, or class in an attempt to eliminate a problem before it reveals itself to you”. Jeff looked to the side, back at me, then widened his eyes. This was his moment of Zen. Though I do not consider myself his “guru”, a light had clicked on for him. A switch that for many of us never gets flipped. It’s the realization that in order to pursue success, we must first be willing to fail.

So many people want to keep a perfect track record. As though THAT was more important than actually doing the job itself. I have stated several times; “perfection is overrated“. More on that in a later post. But, this concept of never being willing to make a mistake is sadly permeating our society. It’s not just with the young people, either. Those changing career fields, also seem to have a certain aversion to failure. Granted, there’s nothing wrong with wanting to do a job well. That’s admirable, though it shouldn’t stifle our ability to perform at all. In the words of Marcus Lemonis, “Have no fear and be willing to fail.” Most challenges have more than one solution, but none of them will be completely perfect anyway.

Fortunately, it is NOT the job of a Realtor to know everything. It is the job of the Realtor, or sales professional to understand our client’s goals, then find the information that will be pertinent to our clients making an informed decision. Yes, we are compensated for helping others to avoid (or at least properly assess) the risks involved. That’s why we exist! We are the professionals. But, we didn’t become that by never making mistakes or by just asking a bunch of questions. So stop worrying about not knowing everything, and get to work. Your clients need you!

www.MomentumSeminars.com 

Welcome to my Blog!

Hello, my name is Blaine Little, and I reside in Murfreesboro, which is in the heart of the great State of Tennessee! I have been a Realtor for almost 20 years, a business trainer for over a decade, and even a corporate entertainer as a professional magician! Just between us, that last one is probably the most fun!

So, why add yet one more set of incoherent ramblings to the internet? Well, I guess the short answer would be “why not”. But that’s too cliché. Through my business, corporate training, and dealings with other people, I have come across several interesting observations about businesses in America, and the people who operate them. Not earth-shattering, just interesting. Through that perspective, I have developed different philosophies about why people do the things they do, and how that effects their organizations.

Besides that, I like to talk a lot. I have written some articles, mostly for Realtor Associations. I have also trained and managed professionals, redesigned programs, and sat in on more committee meetings than I can remember. I spent much of 2017 on the road helping business people sharpen their tools. It’s interesting why people do the things they do, but it is even more interesting as to why WE react to those other people.  Some times, that’s just outright funny! Well, to me least. Normally, I’m pretty quiet, but once you get me chatting, away I go!

The purpose of this web log is not to repeat the same “motivational guru” clichés as has been touted so many times in recent past.  As the name implies, “Momentum Seminars” means so much more than rehashing what has already been said. Instead, I will look at business concepts and training issues from a completely different perspective. So, thanks for taking the time to occasionally sit back, and take note of my ideas, observations, and philosophy. I promise, I will try to not take myself too serious. You may access more of me, as well as contact me for IN-HOUSE TRAINING,  at my website, MomentumSeminars.com

Blaine Little

MomentumSeminars.com

BlaineSpeak@gmail.com