Every real estate agent holds the keys to his or her success. The challenge, as many encounter, is unlocking the door to unlimited possibility.
“When you’re at Family Reunion you’re probably thinking, ‘Those top panelists – these leaders - are smarter, prettier, more handsome or more fearless than me,’” said Beverly Steiner, KWU International Master Faculty Instructor. “That’s a limiting belief that we have to move past in order to get what we want.”
Leaders know that they want something. And usually it’s something big.
“The precarious part of wanting something,” Steiner explained, is that “when we leave an event like Family Reunion, we allow ourselves to start downplaying what we want. You give yourself the opportunity to let yourself down and not master what it is that you actually want.”
How do successful leaders get what they want? They follow the Six Personal Perspectives – a process derived from Gary Keller’s early research for the bestselling book, The Millionaire Real Estate Agent.
Step 1: Commit to Self-Mastery
The first step to leadership is to commit to self-mastery. “You have to say, ‘I am the master of me,’" Steiner said. "Then you have to commit.” And you can't halfway commit -- it has to be 100 percent. “We have to want it bad enough to make the sacrifices necessary to achieve the outcome we know we want.”
Step 2: Commit to the 80/20 Principle
“Are all things created equal?” she asked. “No. We have to choose to focus on the 20 percent that matters.” Steiner suggested using the SMART goal technique along with the 411 to set a benchmark, track activities and analyze results in order to identify when success has happened. “I like to call the 411 a scorecard. Can you win the game?”
Steiner also made sure to put things into perspective. “Is there anyone in the room who feels like they have 10 one things? Of course! When you’re in that situation, ask yourself what it is that you want, understand your talents, acknowledge your weaknesses and charge through them to achieve what you want.”
Step 3: Move from E to P (Entrepreneurial to Purposeful)
“We’re all sitting in this room for a reason," Steiner said. "We have an entrepreneurial spirit that drives us forward. But we tend to fly by the seat of our pants.” Steiner used a demonstration to show how moving toward “purposeful” can lead to giant breakthroughs. “Put your hands by your side and push hard onto an imaginary box that is close to your body. Keep pushing,” she instructed. “Use your muscles. Does it hurt? That’s good. Now keep pushing outward using your muscles until your arms are stretched completely. Did you feel the click? That’s the breakthrough moment. Now you are different and you’re ready to expand again and again.”
The lesson? The path to purposeful can be an uncomfortable one, but the payoff is big.
Step 4: Make Being “Learning-Based” the Foundation of Your Action Plan
If stagnation is the antagonist of success, then knowledge is an ally. “You don’t know what you don’t know,” Steiner said. “But the moment you know it you get your head around it and then you go.”
She suggested agents interview and surround themselves with people who have the same wants and goals. “Talk to them and ask them where their weaknesses tripped them up. Learn from their mistakes, and then go out and make your own,” she added.
Step 5: Remove Limiting Beliefs
Limiting beliefs are the thoughts that circumvent the goal. “When you’re having a limiting belief you feel stuck,” explained Steiner. “You don’t feel good; you feel grumpy. And the moment you get there you have to say ‘What do I need to do to get back my place of achievement?’” Steiner also stressed the importance of removing any external limiting beliefs. “If someone in your life is telling you that you can’t do something that you believe is a realistic goal then you need to walk away – run if you have to.”
Step 6: Be Accountable
For a driven person, the hardest part of accountability … is accountability. Life gets in the way on the path to leadership success. The important thing is knowing that a commitment to success will not be circumvented by life’s little distractions. “Is that where a coach comes in,” asked an audience member. “Yes, it absolutely is,” she answered. “The only way you’re going to figure out what you want is by having someone ask you questions. When you know the answer they will then hold you accountable to the goal that you created for yourself. A coach says, ‘I’m going to help you not let yourself down.’ Which is a powerful, powerful tool.”