Sometimes we have to let things go to make room for the desired results, says Jimmy Burgess. To build a thriving business, every Realtor must make these short-term sacrifices for long-term success.
To build a thriving real estate business, every real estate agent must make certain short-term sacrifices to achieve long-term success. Sometimes we have to let go of certain things to make way for the desired results.
Sacrifice is a word we don’t like to dwell on, but it’s critically important if we’re looking to build a business that will last. Here are seven sacrifices every agent must make to be successful.
1. Agents have to sacrifice comfort
Growth and comfort cannot coexist. If you want to succeed, you have to be uncomfortable. The activities you fear the most are probably the very ones that will lead to the growth of your business.
Are you uncomfortable making phone calls? Make calls. Does the thought of going door to door or calling homeowners to sell make your hands sweat? Door to door and call for sale by owners. Does the idea of shooting and posting video content make you nervous? Film and post videos.
The business of your dreams is just on the other side of your comfort zone. Get comfortable and watch your business grow.
2. Agents have to sacrifice their money
A portion of every check you receive must be reinvested in your business. The definition of an investment is the placing of money in a business enterprise for the purpose of producing future income or appreciation.
If your business is to become all it can be, it will take a short-term sacrifice in the form of investing money in your business to produce more profitable results in the future.
Most large producers decide to forgo expensive vacations, expensive cars, or status possessions like watches or handbags during times when they want their business to grow.
This does not mean that these items should never be purchased. This means agents who are serious about growing their business will sacrifice some purchases to increase investment in their business at critical times.
Have you recently sacrificed money investing in coaching, marketing, or hiring an assistant? If so, your business is primed for future growth.
3. Agents have to sacrifice their time
Often we see the best producers and think they don’t seem to work as hard as the others. Don’t be fooled by their current workload. At some point in their career, almost every top producer was the hardest working person in their area.
They sacrificed their time to produce more results. They worked long hours, weekends and holidays to ensure the rapid growth of their business.
- How long has it been since you were the first in your office or the last person to leave?
- How long has it been since you made more outbound calls than anyone else in your business in a day?
- How long has it been since you called every expired ad that appeared in your MLS for a day?
Time really is money. The more time you invest in your business, the more money you can expect to earn.
4. Agents must sacrifice their ego and pride
Are there any real estate-related activities that you consider to be above? Maybe you’ve had a great few years and you think you’re above hosting an open house. Be careful. Your ego and pride may be leading you down a path of destruction.
The fundamental activities that helped you build your business are often the same activities that will help you survive in a tough market. Instead of stepping away from the activities you were initially doing to grow your business, now is the time to go back and double down on those same activities.
Pride comes before the fall. Swallow your pride and humble yourself to do whatever it takes to position your business for growth.
5. Agents must sacrifice their passivity
Being passive is not an option in this business. Success does not happen by chance, and transactions are the result of deliberate actions taken by an agent to add value to a seller or buyer. Are you waiting for the business to happen or are you doing it?
Passivity is one of the clearest primary indicators of failure in real estate sales. The opposite of being passive is being active, and activity is a leading indicator of future success.
Here are some ways to be active in your business:
When you stop waiting and reacting to whatever is happening, the world starts reacting to you. Sacrifice your passivity and the things you desire will appear.
6. Agents have to sacrifice some relationships
We all have relationships with people who hold us back instead of uplifting us. Maybe it’s a friend who loves negativity or someone who just doesn’t want to see others succeed because it reminds them of their reluctance to do what it takes to become an above average agent. Do you have someone in your life who is holding you back from being all you can be?
If, after reading this previous line, you immediately thought of someone, this is a relationship you should consider sacrificing if you truly desire success. But success doesn’t just involve sacrificing relationships, it also involves cultivating new, healthier relationships.
Spend time with agents who have a growth mindset, a desire to serve customers at a higher level, and a clear vision of where they want their business to go. Surround yourself with people who have the traits you desire, and you will move in that direction.
7. Agents must sacrifice their limiting beliefs
Les Brown once said, “Life has no limits, except the ones you make.” What do you think is possible for your business? Your business will never go further than your mind thinks possible for you.
It’s hard to become something unless you see it in others first. Who do you know or follow on social media who has achieved what you want to achieve? If the answer is nobody, broaden your search and find that person. Study what they did and what they are doing now. Be yourself, but model your activities on the activities they have done to achieve the level of success you desire.
If you want to build the business of your dreams, you have to sacrifice your limiting beliefs and expand what you believe is possible for you.
Life is about choice, and the need for sacrifice comes sooner or later. Making sacrifices now leads to a future full of satisfaction and opportunity. Choose today to make decisions that your future self will thank you for.
Jimmy Burgess is the Director of Growth for Berkshire Hathaway HomeServices Beach Properties of Florida in Northwest Florida. Connect with him on Facebook or Instagram.