On Wednesday we were privileged enough to have good friend, cancer beater and Director of Real Estate Advertising for News Ltd Tom Panos present his Attraction Agent training programme to some of our BMT team. Tom is highly regarded as one of Australia’s premier authority on Real Estate marketing, considered by his peers to be the No.1 educator and thought leader in his field. It was a great learning experience which will not only have an immediate impact, but we’ll reap long term benefits for the BMT team, the company and for me personally.
Today I want to share my takeaway points from Tom’s coaching, idea’s that resonated with me on a personal level. Distinctions that have helped me and I firmly believe will help any property investor, real estate agent or basically anyone to get a head start towards success in any area of life. Our destiny is decided by the little habits we consistently do each and every day. It’s these habits which have the power to attract or detract from who we are and who we want to be in life. Below are five success insights from Wednesday’s training when put into action will set you on course with your personal growth and achievements.
There are also great resources below to help you with your success journey, but remember they’re only great if you use them. Don’t be like the majority of people who have access to so much, but do so little.
- Consumer confidence
- Power words
- Magic of action
- Tools for success
- Believe I can fly
Mind the way you think.
It all starts with the way we think. Success according to motivational speaker and life coach Anthony Robbins is 20% mechanics and 80% psychology. The way we think is crucial to our success in everything we do, whether it is at work, home or in play. In this day and age we have so much access to information and data that it can be one big massive information overload causing paralysis by analysis. The key to finding your way through the myriad of data and at times conflicting data, is to realize there is always two sides to every story and the most important thing is your attitude and the way you look at what is being said. Your attitude determines what you make of all information you receive. For example, I’m sure you’ve heard of the popular analogy of the glass half full and half empty. The pessimist see’s it half empty, the optimist see’s it as half full, the engineer states the glass is twice the size it needs to be, the scientist see’s the glass as full with 50% water and 50% of air, while the entrepreneur asks, what can we put in the other half.
Your mindset determines your attitude, which determines your perspective, and your perspective determines the questions you ask, which determines the answers you get, which ultimately determines your sentiment towards the market, reflected in consumer confidence that determines the actions you take in the market. While one person may freeze to death in winter, another person is having a ball snowboarding, so be careful with what you feed your mind, to mind the way you think and the way you see the market, so you don’t miss out on an opportunity or make the most of any given situation. Spring is here, why not use it for some mental spring cleaning.
Your words should be therapeutic
Tom stressed the power and the importance of the words you use when speaking to people, vendors, buyers, clients, friends or family. Words convey who you are, it determines the size of your world, it is the beginning of materialising what you’ve got visualized in your head. Everything great that has been built was first visualised in the mind of someone.
Tom shared when as a young man one of his first jobs was to sell Weber barbeques at the local shopping mall. In his own words he totally sucked at it until one day he was approached by a well to do gentleman and asked, “What is your close?” Tom being new at sales looked at the man and replied “What do you mean?” to which the gentleman repeated “What is your close?” to which Tom confusingly responded, “Well…ah I’ve got blue shirt and beige pants…” to the chuckle of the gentleman. The man went on to explain, what he meant and that it was very important for Tom understand and know what words he needed to say to be successful at what he was doing. By this time the man had all of Tom’s attention and curious to know what he needed to say, the gentleman leaned in and simply said “Would you like the red one or the green one?” and that was it. Tom would greet customers, answer their questions and simply finish with “Would you like the red one or the green one?” Some customers would move on while some would actually make a decision and Tom would make the sale.
Tom’s sales outstripped his colleagues, while they were selling five a day he was selling fifteen and not long after he was asked by his boss to speak at a national convention. A young man with no real idea about how he was succeeding had to have the presentation done in a Q&A format to which Tom still gave his one word answers.
Today Tom understands exactly the power of words to change and to broaden the horizons of ones life. The gentleman’s words were therapeutic to Tom’s life they met his learning needs while benefiting him career wise. Tom’s words were therapeutic, they made the decision making process easier which had a calming effect on the interested buyer. Understand the power of the right words at the right time, and how therapeutic they can be for a client, vendor, buyer, friend or family member, it’s a must if you want to grow your influence with people.
Action makes things happen
There were five frogs sitting on a log, four of them decided to jump off, how many frogs remained on the log? Five.
It’s one thing to think about doing something and another to actually do it. Action is the crucial step to making what’s in your head a reality. Thomas Edison when talking about educating yourself said “Genius = 1% inspiration, 99% perspiration. In his book Outliers, author Malcolm Gladwell states that it takes roughly 10,000 hours of practice to achieve mastery in a field. A fascinating point he made was that natural talent was not important. Psychologists who studied elite athletes found a direct statistical relationship between hours of practice and achievement. You only need to search for Michael Jordan on YouTube to confirm the work ethic he had cultivated in order to achieve the success he did.
What ever you do in life, you’ve got to do your due diligence, you’ve go to do your homework, you’ve got to practice and as Tom quoting an old Chinese proverb said, “You’ve got to sweat hard in training, so you don’t bleed as much on the field”.
We’ve been doing tax depreciation for forty hours a week, fifty two weeks in a year and for over fifteen years, giving us 31,200 hours under our belt which means we have mastered what we do. But we don’t rest on our laurels; we continue to work hard to provide a better service to all clients. Below are some great tools to help you take action to master whatever it is that you want to do.
Get the tools for success
Hopefully by now, you should have some clarity on where you are at and where you want to be as a person. To bridge that gap you’re going to need tools to help you do that, whether it be a coach, mentor, a program, strategy or systems you are going to need tools to help you develop a perspective that thinks beyond the square, giving you greater confidence to act on what it is that you need to do, to take you to the next level in your life. Decay is natural growth is intentional. Tom has some great resources to help you on your journey to be an Attraction Agent, he’s got some great video’s with some industry experts, downloads for you to use critical behaviours of 7 figure agents, a simple business plan, a success plan, scripts and dialogues as well as the 30 laws of the Attraction Agent as well as his Attraction Agent e-book and much more.
You’ve got to have faith
Here at BMT, I’m also proud to say we’ve got some great resources for you to use. We’ve got more coming that will empower you to demonstrate the great value and benefit that tax depreciation can have on a listed investment property. We believe we get our clients more deductions than any other depreciation company and we believe that we would be doing an injustice and a disservice to our clients if they were to go elsewhere based purely on price, because it’s the Nett Value from the overall process that’s the important figure not the upfront cost. Most people don’t get this distinction and make the bad mistake of going for a cheaper option while compromising their overall depreciation deductions.
“Life will pay what ever price you ask of it.” – Tony Robbins
You are earning exactly what you are asking for. If you want it to increase, then you’ve got to ask for it and believe you are worth it. If you do not believe the service you are providing is worth what you are asking for you will never get what you ask for. You’ve got to believe first and then you’ve got to act based on that belief, that faith, and that confidence.
Even as an agent you’ve got to believe that the value you offer far exceeds what your client can get from anywhere and anyone else. When you truly believe it, then you will truly receive and become an attraction agent. Clients will pay you what your worth because they believe in the Nett Value you bring to the overall scheme of the deal.
I hope you got a distinction of value from this post to help you become a more successful person in all areas of your life. It is said that if you do something consistently for 21 days you’re well on your way to creating a new habit or getting rid of an old one. There’s no time like the now to start.
I’ll close this post of with the following poem
I bargained with life for a penny
And life would pay no more
However I begged at evening
When I counted my scanty store
For life is just an employer,
He gives you what you ask,
But once you have set the wages,
Why, you must bear the task.
I worked for a menials hire,
Only to learn, dismayed,
That any wage I had asked of Life,
Life would have willingly paid.
By – Jessie Belle Rittenhouse
What are you asking for?