One of the first lessons Keller Williams Ignite students learn is to identify what myths are holding them back and how to remove those limiting beliefs. Many agents hold themselves back from ever realizing their full potential because they hold on to outdated, negative beliefs about success. This can cause self-doubt, which in turn limits one’s own success.
In his bestselling book, The Millionaire Real Estate Agent, Gary Keller writes, “The source of most of our fears is myth. I find it extremely helpful to think of fears in terms of what generally creates them—myths—and what sets us free from them—truths. It’s about learning to look past your fears to the truth of a situation, investigating the myths, and avoiding the misunderstandings that hold us back.”
Ignite instructors have students read the following eight myths and circle the ones that are limiting them. The class then discusses the eight truths. Agents in the class become empowered to see that they are actually capable of achieving anything they put their mind to.
Myth 1: I have to be an expert and know everything before I can kick-start my business; I’m not valid yet.
TRUTH: No agent can learn everything in one classroom. They have to be out there experiencing real estate and building confidence. New agents can benefit greatly from having a coach and/or mentor that give them the additional tools needed to kick-start their business. Everyone was a new agent at one point in time.
Myth 2: I don’t know what to say.
TRUTH: Keller Williams scripts to the rescue! Agents have access to scripts for every situation. The key to working with scripts is to make them your own and commit them to memory. While some scripts are proven to be most effective when followed exactly, other scripts serve as a great foundation for you to build your conversation starters. Find a buddy and role play until you feel confident with each script.
Myth 3: My formal licensing and accreditation training prepared me for success in the real estate business.
TRUTH: While formal education and licensing are requirements for real estate agents, like many other professions, the real value is in experience. A law professor once said, “You are always learning, that is why they call it ‘practicing’ law.” Take what you learned in real estate school and apply it every day. You will be amazed at how you will develop professionally in your first year.
Myth 4: I don’t have time for training.
TRUTH: You cannot afford not to make time for training. Keller Williams University has a variety of courses available for agents at all stages of their careers. When you take the time to invest in yourself, you are investing in your business. The return on continuing education and training investments are huge.
Myth 5: I will need to invest a lot of money to kick-start my real estate career.
TRUTH: At Keller Williams we believe that agents should lead with revenue. There are many opportunities for agents to build their business without breaking the bank. Be resourceful and only spend what is essential. As you make more money you can increase items on your budget as needed.
Myth 6: Because I’m in the business, the business will come.
TRUTH: The truth is that you have to work if you want to earn a living. When you time-block at least 3 hours each day and actively lead-generate, you begin to create business volume. It is true that "if you build it, they will come." But you have to build it. Build your business with constant lead-generation.
Myth 7: I’m really busy, so I’m productive.
TRUTH: Busy does not equal productivity. Have an awareness about how much time is spent generating business versus “being busy.” To increase your productivity, do your most important ONE thing first thing each day.
Myth 8: Now that I’m my own boss, I don’t need to be held accountable.
TRUTH: Don’t be a lousy boss. Be a good boss. If you find that you are struggling with holding yourself accountable now that you are “the boss,” consider hiring a coach who will hold you accountable and reach your full potential for success.