Many agents limit their success through an assumption they are missing something that will achieve better results, according to one leading real estate coach.
Peter Hutton from Sales Alchemist said 95 per cent of agents were in a pattern of what he called a "failure loop", which was when they experienced peaks and troughs in their sales and income.
“Most salespeople are experiencing a roller coaster ride or a yoyo-ing of their sales, so one month they’ve got sales and the next month they don’t," he said.
The issue was not an agent’s skills, but a perception that they needed to do more to achieve better results. This leads to agents trying to fix their situation by working harder and longer hours.
“Agents will say they’re motivated and have good reasons for making a sale, but their level of awareness is very limited and what they are focusing on is what they don’t want," Mr Hutton told Real Estate Business.
“It’s a bit like being a goldfish in your own bowl of water. You can’t tell you’re in water and we, as people, can’t see what’s really going on when our perception is subjective."
Once an agent realises this, they could then make the changes that would deliver positive results. This would move them into a "sales flow", according to Mr Hutton.
“The awareness comes when you’re starting to know what your motivations are, why you’re choosing to do something, why you’re setting those sorts of goals. Goal setting is one of the real issues for salespeople,” he said.
As a coach, Mr Hutton runs workshops to help agents find out what is limiting them from achieving results.
“I show people what that pattern is, how they got into it and how they can get out of it,” Mr Hutton said.
“We all have our beliefs and our assumptions and our world view, and many of us will have a big part of our world view that we will actively defend. But what I show people is that truth is on shaky ground - it’s very subjective and it’s not as objective as we think it is.
“What changes is that people’s fixed views of things are released and instead of seeing something from one agent, we see it from many angles. The more you are aware, the easier it is to make changes and improve.”
Real Estate Business is giving 10 tickets to Peter Hutton’s upcoming half-day seminars, The Untold Sales Secret, in Sydney on September 6 and Melbourne on October 4.
The free tickets can be accessed on the Real Estate Sales Alchemist site with the promo code REBONLINE.