Brokers This Is What Your Agents Need
John Mylant
"I help self-made individuals overcome fear and meet high expectations through life coaching, public speaking, and executive coaching, using my World Class Living formula to achieve their life goals."
Weekly, you sit with your Agents in the EXP Multiverse, answering questions, teaching them how to deliver exceptional real estate broker services. You're involved in training them how to perform at the high level dealing with transaction flow; contractual writing and reviews; and at times the complexity in transaction issues.
Yet with all that training, it's their self-confidence that influences how well they implement what they've learned.
Tom Ferry has an article out online from December 15th, 2021 called, Why Do Most Real Estate Agents Fail. In this article he gives five reasons for this:
As you know, Agents have access to #'s (2,3 & 4) via the internet. They can “how to” information on these within minutes. Even though they have access to the information they need, these simple decisions are not so simple when they are influenced by a lack of self confidence.
What they lack in confidence is replaced by the influence of self-doubt. When they doubt they have a serious case of uncertainty in the outcome of what they are doing. They lack conviction in what they are doing, and people can pick up on their bullshit right away. Your Agents are literally on the fence whether they really can succeed or not. It's a tough place to be and it's even harder on You, the Broker as you are investing your time into them.
There was a study done by a professor named Benjamin R. Skinner out of Utah State University on The Relationship Between Confidence and Performance. He studied athletes and reported the correlation between how athletes are always evaluated on the level of confidence they have in their abilities to perform. In fact, he reported how confidence affects their performance through their thoughts, behaviors, and feelings (Hays et al. 2009).
Your Agents are no different than athletes. No matter what they are taught, there is a direct correlation between their ability to perform at the levels they want to and their confidence. No matter how well you train and support them, their performance will be directly linked to their confidence.
So what can you do about this as a Broker to help your Agents eliminate this plague of self doubt? Kofi Annan, a Ghanaian diplomat once Secretary- General of the United Nations once said:
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“Education is the premise of progress.”
You can best educate them by being a model yourself. “A person who lacks confidence needs a role model to show them a different way.” This comes from the pen of Irene S. Levine in an article from Psychology Today titles: Five Ways Friends Help Build Our Self Confidence.
Model self- confidence. Your example of modeling confidence and assertive behavior is what they need. They need to dive deep into themselves and learn how to eliminate doubt and grow their confidence, but they need a catalyst to help them start that process, start that change in themselves. You, my EXP Broker friend are in the perfect position to be that catalyst!
John Mylant is a highly sought after Performance Coach in Real Estate all over the United States and Canada. He is the brainchild behind the highly successful program: The INNER Game of Real Estate.
ABOUT THIS ARTICLE: to learn more about how to help Real Estate Agents eliminate self-doubt and accelerate the growth in their self confidence, text or email John Mylant.
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