Selling Supersets

A few years ago, after one failed attempt, I successfully obtained my real estate license.  A combination of curiosity and a touch of greed led me to making the decision to pursue my license.   

What ensued was getting my first listing and going through the process of selling a home.  As a 24 year old, I was in sink or swim mode during that first transaction, learning through constant questioning.  I thank the good lord for my mentors.  Jason Lefebvre, you know who you are.

While my career as a listing agent ended shortly thereafter as I got my opportunity to work in professional baseball, the lessons learned from those few short months selling homes stuck with me.  The following are 3 lessons I learned from real estate that have applied directly to my life in health and fitness.   

Big results take small actions done consistently 

I learned just how many times I had to hear the word “no” before I could get a yes.  Selling anything requires constant rejection and selling real estate is the pinnacle of rejection (and objection) handling.  If a rejection results in the loss of spirit or action, then all is lost.  

In health and fitness, there are some really tough days.  I think of training in a sweltering weight room during the month of August with no air flow, little sleep and the knowledge that we were going to be doing it the next day as well.  It doesn’t take training like a champion every time.  It simply takes training.  Do the work, move on.   If the situation sucks for one day, it may be better the next.  Stick to the little actions that have gotten us this far.      

Be prepared AND on time

I remember a day driving out to a listing.  I was running late and reading up on the listing details as I drove.  I was also texting and driving and trying to drink a coffee for an extra spark of energy.  Pulling up alongside another car at an intersection with my phone, coffee and listing documents in my hands, I looked to my left to find a man staring at me with what looked like his girlfriend.   

“Dude, do less.” He said.

It was embarrassing.  Not only was I late, I was unprepared.  The old adage is to always be on time but being on time is useless if we’re unprepared.  Getting embarrassed that day helped me to put the two together. 

Embrace Competition 

There are well over one million licensed real estate agents in the United States.  Therefore, there were over one million people trying to do my job better than me in my first year of real estate.  As a new Realtor, I was overwhelmed with the objection of “why should we choose you?” compared to other Realtors.  I didn’t know.  Maybe those other Realtors really were a better option than I was.  Sadly, I found myself shying away from the competition.  

There are always coaches out there trying to do a better job than I am, rightfully so.  It’s important to embrace that competitive spirit.  

I still hold my real estate license and enjoy talking real estate just as much as ever.  The lessons that came from starting a new career while still working in health and fitness helped remind me of what works in anything.  Small and consistent action, being prepared, being on time and seeking to compete.