When a real estate professional reaches a desired position, level of training or certain measure of productivity there is a temptation to slack off. This is a very dangerous place to be. It will definitely stunt a professional’s growth and it will hamper their client’s ability to maximize their real estate investment. Rick Warren, influential pastor of Saddleback Church and author of The Purpose Driven Life, says, “The moment you stop learning is the moment you stop leading (your client).” If you want to become more successful as a Realtor, you have to learn. If you want to continue to be successful as a Realtor, you must continue to learn. This will guarantee that you will be hungry for even greater accomplishments in your career. And even more importantly it will help you maintain credibility with your clients.
As a real estate professional every time you get better, so does your clients (they get better results). As you continue to learn, your clients get smarter as well. As Realtors we don’t learn from reading books, but rather through understanding that every person has the potential to teach us something. Maintaining an ongoing attitude of teachability is essential to being a continual learner and an excellent Realtor. Usually the greatest obstacle to success isn’t ignorance or lack of intelligence. It’s the illusion of knowledge. One of the great dangers in a real estate professional’s life is believing they have acquired all of the knowledge. If that happens, they’re done growing.
Successful Realtors don’t see learning or achievement as a fixed destination to head for, and, having arrived, to settle into – completed and finished. No successful Realtor will talk about coming to the end of the challenges of their careers. They continue to exhibit and excitement, a curiosity or a sense of challenge to one’s self. One of the most engaging characteristics is their infectious desire to keep moving into the future, generating new challenges for themselves, and living with a sense that there is more to learn and accomplish. They understand that they can’t get their clients the results they are looking for by playing it safe all the time and staying in a safe harbor.
For a Realtor to get the best results for their clients they need to move out of their Comfort Zone “I do what I already know I can do”, and move into their Challenge Zone “I attempt to do what I haven’t done before.” A Realtor can’t live in both zones at the same time and they need to make a conscious decision as a professional as to which zone they want to reside in. They can choose to live in the Comfort Zone where they no longer take any risks and are now just ordinary Realtors, or they can choose to live in the Challenge Zone where they will continue to try new things, explore – and sometimes fail; but nonetheless offering their clients the potential for a much higher return on their real estate investment.
It is a sad day when a real estate professional chooses to leave the Challenge Zone and stop growing.
Greg Steinaker: Managing General Partner and President BanCorp Properties