Are You Hustling?

Selling homes isn’t easy. Getting a buyer a home isn’t easy either. It’s all challenging work that requires hours and hours of effort to yield results. But what you will find is most real estate agents complain about how they are not closing deals and yet they have time. They have time to go for long lunches. They have time to go playing golf. They have time to sit by the pool all afternoon as they “work” from home. While all these are great activities, you need to ask yourself whether they can be termed as work. Or better yet, can you say you are hustling when you are at the golf course playing a round?

The real issue I see most real estate agents facing is that they simply do not hustle enough. What does hustling mean? It means using every opportunity you have to work on tasks that bring you closer to your goals. Hustling is the only antidote to failure and lackluster performance. While most real estate agents will tell you how many calls they make and how many open houses they have had in the past month, the real question is, “Is there more you could have done?”

You see as mammals we are designed to conserve energy. Think of a lion on the savannah sleeping throughout the day because it is too hot. That’s how most real estate agents behave. They will rest and “wait” for the right opportunity to come by so that they can pounce. But you need to ask yourself, why is it that lions have not taken over this planet. They are stronger, more fierce, faster than the average human being, etc. Simple, they just take energy conservation too far.

If you want to win, you must push your limits. You must hustle until you can honestly say there is no more you can do. Does that mean you don’t do all the other things you love doing? No. It just means that if those things make you happy enough to stop complaining, then you are in a good place. However, if you find yourself complaining or wanting more, then you must hustle. You want to buy that bigger home for your family, that fancy car, go on that holiday to the Swiss Alps. All these things cost money. And the price to get this money is to hustle.

Next time you find yourself ready to complain, ask yourself whether you are hustling enough. Is going home from the office at 5pm really worth it and yet all you are going home to do is sit in front of the television and watch the latest episode of House of Cards? No, it’s not. Don’t waste your time doing things that will not help you close more deals and make more money. Your time is precious and limited. Focus instead on the hustle. Doing things that will bring you back results.

If you made 10 sales calls today, tomorrow do 20 or 40. If you did one open house last week, do one daily this week. If you find yourself wasting time on pointless emails for 2 hours a day, shave that down to 20 minutes. All these are hustling activities that will bring you closer to your goals. So next time you feel like complaining, take a deep breath and crank up your hustle. That complaining voice will be replaced by a shout of victory when you see those deals rolling in.

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