Skill vs Will: Why Agents Really Struggle - Ep. 88

WEBVTT
00:00:00.535 --> 00:00:05.493
Yo, yo, welcome back to another episode of the High Value Agent Podcast,
00:00:05.974 --> 00:00:10.758
where we inspire people to create a better life through real estate.
00:00:11.634 --> 00:00:17.557
Listen, y'all, I got a question for you. Are you struggling because you don't
00:00:17.557 --> 00:00:22.415
know what to do, or is it because you're not doing what you already know?
00:00:23.808 --> 00:00:29.774
Because an agent that is struggling typically is falling into one of these two buckets.
00:00:29.890 --> 00:00:33.857
It's, are you struggling because
00:00:33.857 --> 00:00:39.549
you lack the skill or are you struggling because you lack the will?
00:00:40.356 --> 00:00:47.407
And I want to break down for you guys like what skill issues actually are,
00:00:47.407 --> 00:00:53.206
right? Like let's define the term skill and for a real estate agent.
00:00:53.409 --> 00:00:59.144
And so what does it look like? How do you know it's a skill issue that you have in your business?
00:01:00.081 --> 00:01:01.422
Not knowing what to say.
00:01:02.591 --> 00:01:07.066
Not having a proven process to follow.
00:01:07.415 --> 00:01:12.499
When you're in challenging conversations with a lead or with the client,
00:01:12.499 --> 00:01:14.561
you freeze up, you stumble.
00:01:15.254 --> 00:01:18.713
You don't feel confident in the real estate dialogue.
00:01:19.374 --> 00:01:25.199
You don't feel confident and don't know what to do in regards to converting
00:01:25.199 --> 00:01:30.629
a lead into a client, converting a stranger into a client, converting a stranger
00:01:30.629 --> 00:01:33.213
into a client and then a client into an advocate.
00:01:33.788 --> 00:01:42.850
You lack in or are not aware of a framework or a process to follow to help you
00:01:43.197 --> 00:01:45.385
be confident in your ability.
00:01:46.050 --> 00:01:53.950
Now, that one is fixable with just training, with scripts, with getting a lot of reps in, with,
00:01:54.869 --> 00:02:01.491
having someone that has proven to be that type of agent, One that's competent,
00:02:01.967 --> 00:02:06.779
that has a lot of accomplishments through the competency, and then that creates
00:02:06.779 --> 00:02:08.109
the confidence level, right?
00:02:08.109 --> 00:02:11.559
Having that person in your corner to help you build the skill,
00:02:11.559 --> 00:02:16.669
you're learning from that person, you're following a proven process that winners
00:02:16.669 --> 00:02:20.279
have followed over and over again to get the results that you want.
00:02:20.279 --> 00:02:24.819
That is fixable, extremely easy to fix, as a matter of fact.
00:02:25.802 --> 00:02:31.949
But then we have the people that are in the issue or in the will issue bucket,
00:02:31.949 --> 00:02:34.411
like the bucket of the lack of will.
00:02:35.141 --> 00:02:38.508
They have the skill, they have the resources, they have everything they need.
00:02:38.924 --> 00:02:44.901
However, they still don't take some action at all.
00:02:45.929 --> 00:02:52.064
And then some consistent, massive, inspired action, okay?
00:02:52.471 --> 00:03:01.576
And so when we talk about will or the lack thereof and why this is a real problem,
00:03:02.098 --> 00:03:08.304
most agents, like in my opinion, this is where most agents actually are,
00:03:09.072 --> 00:03:11.365
even if they think it's a skill problem.
00:03:12.033 --> 00:03:17.606
Like they'll use skill and raise their hand Hey, is it a skill problem or will
00:03:18.041 --> 00:03:21.925
They'll raise their hand and say skill But then at the same time,
00:03:21.925 --> 00:03:23.130
they don't show up every day.
00:03:24.174 --> 00:03:28.638
They don't invest in their business every day. They're not prospecting and getting
00:03:29.009 --> 00:03:32.684
seven minimum, seven too-minute conversations a day.
00:03:33.357 --> 00:03:36.660
They're not following up with the people that are in their databank.
00:03:37.369 --> 00:03:41.663
They're not responding to people within a timely manner that's going to help,
00:03:42.398 --> 00:03:45.591
your version and the overall client experience.
00:03:46.401 --> 00:03:51.086
They don't show up to trainings. They don't show up to the meetings that are
00:03:51.426 --> 00:03:55.805
there created to provide value and to help you grow your confidence and feel empowered.
00:03:56.563 --> 00:04:00.156
But then they raise their hand and say a skill. I have a skill issue.
00:04:00.534 --> 00:04:03.291
No, stop bullshitting yourself.
00:04:04.109 --> 00:04:06.594
You're not bullshitting me. You're not bullshitting nobody else.
00:04:07.111 --> 00:04:11.795
You have a will issue. Are you showing up every single day?
00:04:12.445 --> 00:04:16.137
If that answer is no, then it's a will issue.
00:04:16.788 --> 00:04:20.746
Especially if you're in a situation where you're not happy with your business
00:04:20.746 --> 00:04:24.846
and you're not happy with your income which by the way you have control over,
00:04:25.346 --> 00:04:27.562
the more you show up and invest in your business,
00:04:28.532 --> 00:04:31.774
the more you focus on those activities the more you succeed,
00:04:32.662 --> 00:04:38.116
now that's the issue most of the time and then there will be some people who
00:04:38.116 --> 00:04:44.289
will show up and they have been consistent in showing up, right, in their business.
00:04:44.875 --> 00:04:49.113
And maybe they are investing time in what I call the money-making activities.
00:04:49.859 --> 00:04:51.461
They could be investing more time.
00:04:52.534 --> 00:04:56.823
They could say, hey, every single day this week I've, you know,
00:04:57.143 --> 00:05:04.752
I put in at least an hour in doing a money-making activity. Okay, cool.
00:05:05.693 --> 00:05:09.393
Well, those people are typically going through the motions. And so they don't
00:05:09.393 --> 00:05:13.693
have true intention within those time blocks, which is why they're not getting
00:05:13.693 --> 00:05:16.223
the results that they desire.
00:05:16.572 --> 00:05:20.821
And that's why they can look left and right and see other people getting the results.
00:05:21.187 --> 00:05:24.310
And they're also doing that investment, but they're getting more results.
00:05:25.365 --> 00:05:29.503
You got to stop going through the motions, right? You got to stop going through
00:05:29.503 --> 00:05:33.523
the motions. Like how are you going to get better and grow something that is,
00:05:34.063 --> 00:05:39.802
quite frankly, quite frankly, it's not easy to build a business.
00:05:40.902 --> 00:05:46.469
It's simple, but it's not easy. And so what, and all the people that fail,
00:05:47.213 --> 00:05:51.868
not just in real estate, but just in business in general fail,
00:05:52.869 --> 00:05:56.770
a huge amount majority of the people fail in their business,
00:05:57.450 --> 00:06:01.363
and you're telling me that you could just go through the motions and you're
00:06:01.363 --> 00:06:07.763
going to be successful are you kidding me like really like we got to take responsibility
00:06:07.763 --> 00:06:11.655
and and own our shit Okay.
00:06:14.251 --> 00:06:22.916
So skill or will, the problems that we see most when it comes to,
00:06:23.566 --> 00:06:34.854
you know, this stuff is like agents avoid the most important activity in their business and.
00:06:35.951 --> 00:06:40.667
I don't know. I understand why they do it because it is the most uncomfortable
00:06:40.667 --> 00:06:46.186
part of the business, at least in the beginning it is. And so they avoid it like the plague.
00:06:47.007 --> 00:06:53.653
But that is the main reason why people fail. People struggle in the will category,
00:06:54.577 --> 00:07:00.022
because they're not doing the thing that actually helps create the business.
00:07:00.830 --> 00:07:09.577
If you don't close a deal or if you don't get a client, it's not because of the lack of leads.
00:07:09.897 --> 00:07:12.513
It's because of the lack of you working the leads.
00:07:13.443 --> 00:07:17.646
You don't have a lack of lead or opportunity problem.
00:07:18.203 --> 00:07:21.872
You have a lack of doing the most important activity problem.
00:07:22.481 --> 00:07:27.096
OK, and that is going to be building and maintaining relationships.
00:07:27.549 --> 00:07:32.577
You should have a database of names, phone numbers and emails of people that
00:07:32.577 --> 00:07:38.585
you've spoke to before or maybe you're generating leads through some type of platform. Right.
00:07:39.119 --> 00:07:46.345
And you should be communicating with those people in a in a in a reasonable frequency.
00:07:46.885 --> 00:07:52.397
If somebody is wanting to buy or sell within 30 days, you should be reaching
00:07:52.397 --> 00:07:57.897
out to that person and engaging with them a couple times a week, minimum, bare minimum.
00:07:58.304 --> 00:08:01.977
If somebody tells you, hey, listen, I'm 60 or 90 days out, well,
00:08:01.977 --> 00:08:05.890
you need to be reaching out to them and have an engagement with them multiple times a month.
00:08:06.599 --> 00:08:09.809
They tell you, listen, I'm going to buy here in about three years.
00:08:10.285 --> 00:08:17.635
You should still be having at least at the bare, bare, bare minimum four or
00:08:17.960 --> 00:08:19.869
real conversations per year.
00:08:20.328 --> 00:08:25.588
And then on top of that, they're seeing you on social media through their email,
00:08:25.949 --> 00:08:29.287
different different vehicles in your business marketing wise.
00:08:29.287 --> 00:08:31.612
So then you're staying in front of these people.
00:08:32.663 --> 00:08:38.742
Building and maintaining relationships. But we get so hung up on creative avoidance
00:08:38.742 --> 00:08:43.842
or we have this productive avoidance where we feel like we're doing something
00:08:43.842 --> 00:08:46.592
like, okay, let me give you an example.
00:08:46.592 --> 00:08:50.722
So we feel like we're doing something, but it's not moving the needle in the
00:08:50.722 --> 00:08:53.581
growth of our business, but we feel productive doing it.
00:08:54.202 --> 00:09:04.402
OK, like, for example, somebody will spend an hour creating a flyer for a post
00:09:04.402 --> 00:09:08.071
on Facebook or some type of graphic for a post.
00:09:08.848 --> 00:09:15.982
You feel productive because you're doing something that is going to be potentially
00:09:16.278 --> 00:09:20.607
could have some type of return in your business.
00:09:21.008 --> 00:09:25.187
Making a post on social media, I think is a good thing to do, right?
00:09:25.774 --> 00:09:32.162
Your social media is your virtual billboard. So you understand that and you're
00:09:32.162 --> 00:09:36.873
putting your energy into creating this graphic one hour.
00:09:37.533 --> 00:09:41.173
But is it really moving the needle even when you make that one post?
00:09:41.579 --> 00:09:45.318
Because could you have made that post without the graphic? 100%.
00:09:46.361 --> 00:09:51.516
And so at that point, you're just wasting time and you're not moving the needle.
00:09:51.846 --> 00:09:57.929
Now, if you're an agent on a team that has all that provided for you, created for you,
00:09:58.578 --> 00:10:03.839
or has created some type of system or platform to where you could do that in
00:10:03.839 --> 00:10:08.262
five minutes to post, congratulations.
00:10:08.425 --> 00:10:11.262
Take advantage of that opportunity. of that opportunity.
00:10:11.796 --> 00:10:16.529
Take advantage of that support that you have by using it.
00:10:17.887 --> 00:10:22.972
But productive avoidance feels like you're being productive, but you're really not.
00:10:23.257 --> 00:10:29.579
Creative avoidance is you trying to find other things to do that does not align
00:10:29.579 --> 00:10:33.219
with you building your business and doing the most important activities.
00:10:33.219 --> 00:10:38.329
Like, all right, hey, Hey, I know that it's time for me to make my phone calls,
00:10:38.329 --> 00:10:43.039
my text messages, my emails. I'm here to make do my reach outs and I have time
00:10:43.039 --> 00:10:45.897
blocked three hours today to do so.
00:10:46.822 --> 00:10:52.710
But I'm gonna go make coffee for the office or I'm gonna go take out the trash.
00:10:52.965 --> 00:10:59.689
Like creative avoidance, like trying to find ways and you get creative to avoid
00:10:59.689 --> 00:11:01.389
doing what you actually need to do.
00:11:01.894 --> 00:11:07.019
And this is where agents need to take personal responsibility,
00:11:07.380 --> 00:11:09.155
especially when things go wrong.
00:11:09.505 --> 00:11:17.786
Like if, oh, your way, you need to be able to sit back and actually audit why it went wrong.
00:11:18.569 --> 00:11:21.466
And what part did you play?
00:11:22.738 --> 00:11:25.721
In this thing, not going the way you want it to go.
00:11:26.568 --> 00:11:30.009
And then quite simply identifying that, being honest and just saying,
00:11:30.009 --> 00:11:31.971
OK, I take responsibility.
00:11:32.256 --> 00:11:35.734
I'm going to be better next time by applying X, Y, Z, A, B, C.
00:11:36.529 --> 00:11:39.459
And here are some of the things that I did well. I'm going to continue to apply
00:11:39.459 --> 00:11:41.996
that and I'm going to make a couple pivots.
00:11:42.911 --> 00:11:44.641
But people avoid that as well.
00:11:45.659 --> 00:11:50.779
And then because of that, they're also not consistent. and.
00:11:52.939 --> 00:11:55.927
They show up when they want to, not when they know they need to.
00:11:56.726 --> 00:12:03.259
And so you just have this hamster wheel of just people just getting into business
00:12:03.259 --> 00:12:06.082
and getting out, getting into business, not being fulfilled,
00:12:06.454 --> 00:12:10.355
getting into business and their relationships getting worse.
00:12:12.187 --> 00:12:16.690
Everything, finances, everything in their life is just not, it's falling apart.
00:12:17.903 --> 00:12:23.963
You need to show up regardless. It is not optional. It is the job. You show up.
00:12:24.451 --> 00:12:31.849
You need to understand that the will is required because you don't eat if you
00:12:31.849 --> 00:12:34.592
don't go out and hunt. You don't eat.
00:12:35.821 --> 00:12:42.079
So I want you to, like genuinely, seriously, I want you to ask yourself,
00:12:42.079 --> 00:12:45.515
which bucket are you really in?
00:12:45.957 --> 00:12:47.900
Which bucket are you in, skill or will?
00:12:48.970 --> 00:12:54.019
Most people want to believe that it is a skill problem because it is the easier fix.
00:12:55.131 --> 00:12:58.807
But the reality is, it's a will problem that you have.
00:12:59.592 --> 00:13:03.836
Because even you need will to build the skill.
00:13:04.474 --> 00:13:09.589
Once you identify, okay, I need to follow this process, I need to get my reps
00:13:09.589 --> 00:13:15.649
in, I need to practice this script, it still takes will for you to take action
00:13:15.649 --> 00:13:17.890
on increasing your skill.
00:13:18.855 --> 00:13:23.793
So which bucket are you truly in? Genuinely. Okay? No judgment.
00:13:24.447 --> 00:13:26.043
But you need to be honest with yourself.
00:13:26.784 --> 00:13:32.061
And so I want you to, I want to challenge you in a healthy way to,
00:13:32.444 --> 00:13:34.046
because I'm committed to your growth.
00:13:34.157 --> 00:13:40.614
I want to see you, you want to see you be able to make this business a blessing.
00:13:41.588 --> 00:13:46.935
I have a seven-day challenge. Show up daily Reach out to people that are in
00:13:46.935 --> 00:13:52.015
your network And in your CRM In your database Every single day And,
00:13:52.855 --> 00:13:58.675
how you know that you're Like your measuring stick Is going to be seven two-minute
00:13:58.675 --> 00:14:01.748
conversations Every day this week,
00:14:02.662 --> 00:14:07.747
Okay, so show up Have seven two-minute conversations And then.
00:14:08.891 --> 00:14:16.384
I want you to take full Full ownership of your results Full ownership of your results,
00:14:17.156 --> 00:14:25.575
And then I want you to Whether it's on social media or in the comments Or wherever you can,
00:14:26.514 --> 00:14:30.978
You know, report this back to me I want you to share your results,
00:14:31.897 --> 00:14:38.715
It could be, again, Facebook It could be on YouTube It can be on social Instagram
00:14:38.715 --> 00:14:44.111
Wherever you can find me I want you to report back and just let me know your results.
00:14:44.628 --> 00:14:49.235
Let the community know your results. Because I promise you, if you show up every
00:14:49.235 --> 00:14:55.695
single day for seven days and get seven, seven two-minute conversations,
00:14:55.695 --> 00:14:59.577
seven days, okay? Yeah, you're going to have to work all seven days.
00:14:59.874 --> 00:15:05.980
But you can get seven two-minute conversations in less than three hours per day. Easy.
00:15:06.780 --> 00:15:09.395
I've seen people get it in one hour. All right.
00:15:10.587 --> 00:15:16.951
Okay. But if you do that seven days a week and then you take ownership of your results, I want, I,
00:15:17.942 --> 00:15:22.477
Tell me something won't change in your business. Tell me that will not impact
00:15:22.477 --> 00:15:25.117
your business positively. Tell me.
00:15:25.854 --> 00:15:30.137
Tell me. Right? I want you to, if you feel like, ah, I don't know,
00:15:30.137 --> 00:15:31.756
I don't know if this will work, blah, blah, blah.
00:15:32.098 --> 00:15:35.691
I want you to prove it to me that it won't work by actually doing this.
00:15:36.707 --> 00:15:39.957
Okay? All right. You got to show up.
00:15:40.417 --> 00:15:44.942
Skill or will. Most of us, we have a will issue. Got to show up.
00:15:45.360 --> 00:15:49.000
Show up for your business. Show up for your family. show for yourself,
00:15:49.424 --> 00:15:54.218
show for your clients, show for your community, show for your future. Okay.
00:15:55.329 --> 00:16:00.463
Be strong. Again, report back. I want to hear how everybody's doing. Report back.
00:16:00.997 --> 00:16:05.892
And as always, I'm here to support you. So be strong. See you guys on the next one. Peace.