Ever said, “I’m really lousy at paperwork.  I need to get better at it”, or “I don’t understand all this social media stuff.  I need to learn how to use it right”?

Well, guess what.  You don’t!  You don’t have to do the things you’re not capable of doing.  Get someone else to do them.

Are all football players great at throwing passes or kicking field goals?  Of course not.  That’s why they have positional players.  Just as the medical profession has specialists.  No one can be good at everything.

One of the first things I teach new agents is to figure out what their strengths are.  Because, one of the most important things any coach can do is work on improving what you’re already good at and make you great at it.  Now, let’s be clear on this.  I’m not saying to ignore your weaknesses.  Not by a long shot.  You need to work on reducing your weaknesses.  Obviously, new agents, and perhaps, some not so new agents, are weak on writing and negotiating contracts and that’s a weakness that needs to be dealt with quickly.  What I’m talking about are the things you that affect your ability to grow your business and make more money.

So, let’s take a look at defining those strengths.  What are strengths?  They’re activities that:

  1. We are attracted to; we want to do them even if it generates some anxiety or fear of failure beforehand.
  2. We execute well, generally better than the average person.
  3. We tend to concentrate on and lose track of time when we do them.
  4. Energizes us with positive feelings, even though it could make us feel exhausted physically.
  5. We would like to have opportunities to do again and continually improve.

Ask yourself:

  • What are you good at?
  • What activities do you really enjoy doing?
  • What are your talents and skills?
  • What are your accomplishments?
  • What are your best qualities?
  • What do you do better than anyone else? (Your Unique Selling Proposition)

Once you’ve figured what they are, you need to work like hell to get better and better and better at them.  Make it part of your daily routine to practice your strengths over and over.  Refine your actions – Perfect your technique.  That may be in the form of role playing dialogues, closing skills, rehearsing your listing and or buyer presentation, objection handling.

Whatever you do, and however you do it, you must work to grow on a daily basis.  As Vince Lombardi said, “Practice doesn’t make perfect. Only perfect practice makes Perfect.”  Professional basketball players like Lebron James and hockey players like Sidney Crosby spend huge amounts of their day practicing specific things like their ability to place a shot where they want it.  As REALTORS, we need to practice the things we can already do and thereby perfect them.

As for the things that we don’t do well, one solution may be to simply get someone else to take care of them, if you can.   Of course, we want to improve on our weaknesses, but don’t let your weaknesses be your focus.  Always play to your strengths.

Play to Your Strengths
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