How do you merge?

I was recently driving and about to get on Route 66 west in rush hour traffic when the car in front of me slammed on their breaks instead of speeding up and mergeing into traffic nearly causing a three or four car pileup.  My question is why?  Is it fear?  Uncertainty of how to do it properly?  Did they lose their focus?  Is their blind spot too big?  Or do they just don’t know what they are doing?  It got me thinking, this is a lot like the careers of many people in our business.  They slam on their breaks in business.  What causes this reaction in business?  Many of the same issues previously mentioned – fear, process, focus, blind spots and uncertainty.

Let’s review what it takes to have a successful career so you can merge properly into business of real estate.  You must have a transition to greatness that is much like merging onto a highway.  Check your surroundings, pick the right spot, give it gas and go and don’t look back!  You must be willing to get out of your comfort zone and alleviate your fears – fear of making mistakes, rejection, failure and even success.  You must take the time to learn the process so you have the confidence in yourself to explain how the business works.  Basically, you must educate yourself to educate others.  You must stay focused by having goals, action plans and daily activity sheets to follow so you have a path to success.  Analyze your competition and know what they are doing so you don’t have a blind spot when you go up against someone on an appointment.  It has been said that knowledge is power but the use of knowledge is truly powerful in my opinion.  You must give the effort – you can’t wait for things to happen or you will get slammed from behind.  Get out in front of people, prospect to get clients and build your database.  Give top notch service.  If you don’t know something – say you don’t know but tell them you will get the answer, then follow up on your commitment and let them know your answer.  If you make a mistake – admit it then correct it to build trust.  Have the systems in place to follow up so you stay in front of your clients and provide them with valuable information so you stay a trusted resource.

The business is really as easy as merging on to a highway if you know how to do it properly.  Of course, there will be potholes along the way or an aggressive driver that won’t let you in but make the necessary adjustments, then put your foot on the accelerator and go!  Get it?  Got it?  Good!

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