The Cave You Fear to Enter: Revealing the Disciplined Path to Real Estate Success

In the world of Real Estate, Success isn’t just about Knowing the Market, having the right connections, or even mastering the latest technologies. It is about consistently taking the actions that most agents avoid - the Uncomfortable, often Daunting Tasks that lead to Growth and Long-Term Accomplishments. Joseph Campbell once said, “The Cave you Fear to enter holds the Treasure you Seek,” and this couldn’t be more relevant to Real Estate Agents and Brokers today.

The Fear that Holds You Back -- Through my years of training and coaching in the real estate industry, I’ve observed a common thread among some Agents and Brokers: a tendency to Avoid the very activities that can propel their careers forward. Whether it is Prospecting, Phone Canvassing, Making Recruiting Calls, or Following Up with CRM Leads, these actions are often sidestepped, Not because agents don’t know they’re important, but because of underlying Fears, Hesitations, lack of Accountability, and let’s be honest Complacency.

Let’s break down some of the reasons Agents and Brokers avoid these Crucial Tasks:

1. Fear of Facing the Truth: Many agents are afraid to confront the reality that they might Not be as Skilled or as Professional as they think they are. They worry that if they fully commit to Prospecting and still don’t see success, it might confirm their worst fears. This fear keeps them from stepping into the "cave," where they could truly discover their Potential.

2. The Illusion of Tomorrow: This is a Big One! It’s all too easy to push action to the next day, with the hope that tomorrow will bring better circumstances, more confidence, or a clearer plan. But this habit of Procrastination becomes a cycle that prevents real progress. I tell my Boot-Camp Participants: “Progress beats Perfection every time - Keep Moving Forward, even if it’s Not Perfect…”

3. The Reluctance to Do the Work: There’s a common desire among agents to find shortcuts or magic bullets - something that will make the process easier or quicker. But Real Estate Success isn’t about shortcuts; it’s about Consistent hard work. The treasure isn’t found on the surface; it’s buried deep within the Daily Grind of Prospecting and Follow-Up.

4. Comfort and Complacency: Some agents become too comfortable where they are, which leads to Complacency. They’ve established a routine that feels safe, but that safety is deceptive. True growth happens Outside of the comfort zone; -- So, Yes we risk hearing “No” and accept that it is part of our job, realizing that working with people is both wonderful and at times disorienting.

5. The What-Ifs: Agents often worry about the negative consequences of their actions - what if they’re rejected, what if they don’t secure the listing, what if they make a mistake? These "what-ifs" create a barrier that keeps them from entering the cave. But by avoiding these challenges, they also miss out on the rewards that come from Taking Risks and pushing forward.

6. Lack of a Strategy Playbook: You’ve got to have a Playbook that you layer over your Calendar. Waking up in the morning hoping that the phone will ring and Not a Strategy. Hoping that Past Clients will call you with a Referral is Not one either. Consider shifting from an Order-Taking Mindset to a Pro-Active one.

Stepping into the Cave -- The cave that agents fear isn’t just a metaphor - it’s a real, tangible place where The Work of Prospecting, Engaging with potential clients, and Building Relationships takes place. It is Uncomfortable, it is Uncertain, and it is often where agents face the most resistance. But it’s also where the riches of success are hidden.

So how do you overcome these fears and step into the cave? Here are some insights:

1. Shift Your Mindset: Start by reframing your fears. Instead of seeing Prospecting as a dreaded task, view it as an Opportunity to grow, learn, and improve. Every “No” you encounter is one step closer to a “Yes.” What if you are not quite adept at Prospecting? -- then take Training Classes or Ask your Broker for Solutions; Make the Decision to become a better Prospector then seek Solutions.

2. Take Consistent Action: Success in real estate isn’t about doing something once and hoping for the best. It’s about showing up every day, ready to Take Action, even when it’s uncomfortable. For example, require yourself to have a minimum number of Real Estate Calls and Conversations every work day: 10 would be a good start.

3. Build Accountability: Surround yourself with a Supportive Network - whether it’s a coach, a mentor, or a peer group. Accountability Partners can help push you when your own motivation falters and ensure you’re taking the steps needed to succeed.

4. Consider Affirmations: Positive Self-Talk can mute the Negative Tape we all have that keeps warning us of failure or reminding us we are not good enough. An Affirmation such as: “I Confront my Fears and take Bold Actions; the Success I Seek is within my Reach.” Will not change your life instantly, but will send a signal to your mind that you have what it takes to Grow and Prosper.

The Treasure Awaits -- The Activities that Real Estate Agents and Brokers avoid are Not just tasks on a to-do list - they’re the very keys to unlocking success in this industry. By embracing the discomfort of Prospecting for New Busines, you don’t just find the value you seek - you become the Professional you were meant to be. Remember, the cave you fear to enter is the place where your success lies hidden. Take the step, face the fear, and discover the riches that await. Your future self will thank you for it.

If you are seeking a Comprehensive Real Estate Playbook you may want to consider the Upcoming Nov/Dec/Jan 3-Month Real Estate Training Boot-Camp. It is Not a program for the faint of hearts, but if a Successful Real Estate Career is what you seek and are ready to Pay your Dues, it may prove a handsome investment.

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Joseph Campbell said: “The Cave you Fear to enter holds the Treasure you Seek.” Heed this Quote for it is the Muse to your Career - Say No to Complacency!

Reflect on these Quotes and Affirmations -- I invite you to write a few of your own:

“Do the thing you Fear, and the Death of Fear is Certain.” -- Ralph Waldo Emerson

“Everything you’ve ever Wanted is on the Other Side of Fear.” -- George Addair

“Every step I take into the unknown brings me closer to the Opportunities I Deserve.”

“I Trust in my Abilities and face every Prospecting Activity with Confidence and Determination.”

“I am Resilient, and I see every ‘No’ as a Step Closer to my next ‘Yes.’”

Author: Key Yessaad is an Energetic Real Estate Trainer, Business Coach, and Mindset Strategist; with over 20 years of experience Empowering Brokers and Agents embrace Accountability and lean into Self-Discipline. Key’s Unique Programs such as the “The 3-Month Production and Listings Boot-Camps,” and the “All-Day Strategy Workshops” focus on the Essential Skills of Time-Blocking, Prospecting, Getting Listings, Script Development, Lead Conversion, and much more. Key helps Committed Professionals transform their potential into tangible Success, ensuring they thrive in a competitive market with Actionable Strategies and Unwavering Support.

Related HashTags: #RealEstateExcellence #ProfessionalGrowth #CRMforAgents #NoteTakingSkills #ClientRelationship #RealEstateMindset #SuccessStrategies #KeyCoachingInsights #YesKeyTraining #KeyBootCamps

How Detailed Notes integrated in your CRM give you an Edge

Being a Good Real Estate Agent will no longer be sufficient to thrive in this Industry, you MUST become a Great Real Estate Professional. Good Real Estate Agents are Great Conversationalist and Great Listeners. But Great Real Estate Professionals are Great Note-Takers as well; they summarize each Consultation/Conversation/Presentation and place said Notes in their CRM for future review, follow up, and “Next Action” Activities. They are smart and do NOT use their Minds as Information Storage, nor expect to recall every single detail or every single conversation they have with their clients.

You see, your Dentist does it; your Doctor Does it; your Pharmacist Does it; even your Regular Car Maintenance Service Shop does it as well -- they “Take Notes” after every visit. They basically document a little of what you told them, what they worked on, and when there should be a Follow Up. They also make sure they Date and Timestamp all their notes, so they can go back and see if there is a pattern, potential conflict, or future opportunities.

Keep these ideas in mind when taking Good Real Estate Notes:

Get a CRM: I can’t emphasize this enough. A proper Real Estate CRM like Wise Agent (and there are others) is integrated with your Calendar, your Note-Taking, your Activities, and each note you add is Date and Timestamped.

Names and Relationships: Write down the Names of people mentioned and their relationship to your client. This helps in building rapport and understanding the client's support system.

Client Motivation: Understand and document why your client wants to buy or sell. This insight allows you to tailor your approach and meet their needs effectively.

Addresses: Their Existing Property Address; their desired type of property and details; Neighborhood Amenities; and more importantly Lifestyle/Work needs and desires.

Special Dates and Milestones: Keep track of significant dates like anniversaries, birthdays, and planned events. Remembering these can impress clients and strengthen your relationship.

Financial Considerations: Note any financial concerns or constraints. This helps in setting realistic expectations and finding suitable solutions.

Major Objections: Record any objections raised and whether they were addressed successfully. This prepares you for future discussions and objections that might arise.

Potential Friction Points: Anticipate and document possible challenges. Proactively addressing these can prevent issues down the line.

Armed with these Notes you are now ready to put together a “Plan of Action” specific to this Client’s Needs. You also have a way to go back and defend any misunderstanding that may arise in future disagreements. But more significantly, these notes will play a Big Role in your Follow-Up and Referral Success.

Remember this Adage: “Actions Speak, but Documented Actions Last.”

--- Some Quotes and Affirmations examples below Graphic:

Transform from a Good Agent to a Great Professional by mastering Note-Taking, Client Insights, and CRM Skills. Elevate your Service and Achieve Great Results.

Reflect on these Quotes and Affirmations and feel free to write a few of your own:

“Continuous Improvement is better than Delayed Perfection.” – Mark Twain

“A Good System shortens the road to The Goal.” -- Orison Swett Marden

“Every Consultation I have is an Opportunity to build Lasting Relationships and Trust.”

“I Diligently Document and Organize my notes to provide Exceptional Service to my Clients.”

“I Personalize my Service by remembering and acting on The Details that matter most to my Clients.”

Author: Key Yessaad is a Seasoned Real Estate Strategist and Coach with over 20 years of industry experience; Key is renowned for his unwavering commitment to Accountability and Empowerment. Specializing in Listings' Strategy and Production Coaching, Key offers 2 transformative programs: “All-Day In-Person Strategy Workshops” and “Immersive 3-Month Boot-Camp Trainings.” Through a lens of Self-Discipline, Key guides brokers and agents to master Essential Skills - from Time-Blocking to Getting Listings and Sales Conversion. With his mentorship, unlocking your full potential and attaining greatness in your career isn't just a goal – it is a Tangible Reality, backed by actionable steps and unwavering support.

Related HashTags: #RealEstateExcellence #ProfessionalGrowth #CRMforAgents #NoteTakingSkills #ClientRelationship #RealEstateMindset #SuccessStrategies #KeyCoachingInsights #YesKeyTraining #KeyBootCamps

Mid-Year Reset: Strategies to Recalibrate and Re-Ignite Your Real Estate Goals

As we hit the midway mark of 2024, it's time to Re-Ignite Our Goals and get back On Track. Real Estate can be a tough industry, and the summer months often bring a sense of lethargy. The heat, the distractions, and the sense of a long year already behind us can make us feel off our game. But what sets you apart as above-average professionals is your Mental Toughness and Resilience. Whether you've had a great first half or faced challenges, now is the time to recharge and push forward.

Reflect and Recalibrate: First, whatever feelings you are having are natural. It's normal to feel frustrated or burnt out a bit this time of the year. The Real Estate Industry has seen its fair share of News and Changes this year, and it's easy to let those external factors influence our mindset. However, it’s crucial to Recalibrate and Not let these feelings dictate your goals. We can't change the past six months, but we can fine-tune our approach for the next six.

Activity Creates Reality: Remember, Activity creates your Business Reality. Knowing what you want to achieve is only the beginning; Taking Action is what generates results. Decide today that you will control your actions. Focus on what you can control: your Prospecting, your Follow-Ups, and your Daily Routines. Don’t worry about the noise about the market, the news, or the economy - Focus on your actions.

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Consistent Prospecting: Consistency is key in Prospecting. The agents who regularly ask for business are the ones who succeed. It’s not about being the smartest or having the most information; it’s about constantly reaching out. Dust off your prospecting plan, get a coach or mentor, or join one of my Intensive Boot-Camps if you need a push. Whether you know what to do and need motivation or need help prioritizing your tasks, taking action on your Prospecting is vital.

Work the Plan: If you have a plan, Work It. Don't fixate on immediate results. It’s rare to get a listing from a single call. It often takes 10, 15, or even 20 calls to secure an appointment. Dedicate at least 30 minutes a day to generating new business. Call people you know, reach out on social media, or use a list provided by your brokerage. Afterwards, take a break to recharge.

Spend another 30 minutes on Follow-Up Calls. Just because someone hasn’t responded doesn’t mean they’re not interested. It’s Your Responsibility to follow up. Finally, spend 30 minutes working your sphere of influence and referrals. Engage with your community, Face to Face, whether through Market Reports, Open Houses, or attending events. Dedicate at least two hours a week to community activities.

Embrace Practical Intelligence: Your Mindset is your most Powerful Tool, and Practical Intelligence is crucial. Practical intelligence in Real Estate involves Knowing What to Say, Whom to say it to, When to say it, and How to say it for Maximum Effect. Dust off your Scripts and make them your own. Scripts are roadmaps to guide your conversations with different types of clients, whether they are expired listings, FSBOs, or hesitant buyers. Continuously tweak and refine your scripts to suit your style and needs.

As we move into the second half of the year, remember that your success is driven by your actions. Stay focused, stay consistent, and use practical intelligence to guide your interactions. Whether you are recalibrating your goals or pushing through the summer slump, know that you have The Resilience and Mental Toughness to achieve Greatness.

Stay Motivated and let’s make the rest of 2024 our best yet!

--- Some Quotes and Affirmations examples below Graphic:

Aim for Precision and Clarity in your Ambitions; Set SMART Goals. Specific, Measurable, Achievable, Relevant, and Time-Blocked Actions -- they will Propel you toward your Desired Accomplishments.

Reflect on these Quotes and Affirmations and feel free to write a few of your own:

“You Don’t have to be great to start, but you have to Start to be Great.” -- Zig Ziglar

“It’s not whether you get knocked down, it’s whether You Get Up.” -- Vince Lombardi

“I Focus on what I Can Control and let go of what I cannot.”

“I Believe in myself and my Ability to succeed.”

“I am Motivated, Focused, Resilient, and Ready to Achieve Greatness.”

Author: Key Yessaad is a Seasoned Real Estate Strategist and Coach with over 20 years of industry experience; Key is renowned for his unwavering commitment to Accountability and Empowerment. Specializing in Listings' Strategy and Production Coaching, Key offers 2 transformative programs: “All-Day In-Person Strategy Workshops” and “Immersive 3-Month Boot-Camp Trainings.” Through a lens of Self-Discipline, Key guides brokers and agents to master Essential Skills - from Time-Blocking to Getting Listings and Sales Conversion. With his mentorship, unlocking your full potential and attaining greatness in your career isn't just a goal – it is a Tangible Reality, backed by actionable steps and unwavering support.

Related HashTags: #RealEstateSuccess #ReigniteYourGoals #MidYearMotivation #MentalToughness #RealEstatePros #GoalSetting #ConsistencyIsKey #Prospecting #PracticalIntelligence #StayFocused #RecalibrateAndSucceed #RealEstateMindset #SuccessStrategies #KeyCoachingInsights #YesKeyTraining #KeyBootCamps

The Fall 2023 #10WeekTraining Program Starts this Week

Consider the Production 2025 Training Boot-Camp starting Nov 2024.

Week 1 of the Fall 2023 #10WeekTraining Program starts this week with a Live Session Wednesday September 6th at 11am EST. The theme of this 3-Month Real Estate Strategy Program is: “Ignite Your Sales Potential.” The Program was designed to strengthen our Brokers and Agents Sales;  Listing Inventory; and Closing Deals. The main areas of Skills Development during the next 3 months are: Quarterly Strategic Planning; Prospecting Expired Listings; Canvassing with Market Reports; Handling FSBOs; Holding Proper Buyers’ Consultations; Listings Presentation Skills; Farming with Postcards and mailers; and more… Developing a Go-Getter Mindset requires Great Coaching to build Confidence; Effective Sales Scripts; Planned Approaches; and fostering a Culture of Accountability. #RealEstateProduction #SalesSkills #SuccessMindset   

As the name of the Program suggests there are 10 Sessions, 5 of which occur every other week, and are Live. Live Sessions help agents retain more and implement faster what they have just learned. Since these Live Sessions occur in the office, via Zoom, and are about 1h15mn long - it creates an opportunity for the Broker to hold Sales Meetings prior or after to discuss what was just learned; but more importantly, implementing the Strategies just learned.

Let me share an example: One of the Classes we will cover deals with Expired Listings and the Proper Approach to get an Appointment. During that class the Real Estate Professionals are given Strategies and more importantly Scripts that they will modify to fit their Style to approach Sellers with Expired Listings. After said Class, the Broker will then share their experience and enhance what was learned; then pair up the agents to practice their Scripts on each other.

As an industry we are not empowering our Agents to develop the Mindset of putting together Scripts of Engagement and that is why many of them are not Prospecting. They do not wish to look foolish, so they avoid it altogether. Smart Brokers create an environment of Accountability and Safety, so Practicing and making mistakes in the Office is encouraged – which then leads our agents to pick the phone more often, or to go canvassing more than the competition.

The other 5 Weeks are Training Sessions that the Participating Agents do on their own; then reach out to an Accountability Partner and practice what they have just learned. Each Agent is encouraged to pick from the 50 to 100 agents in each program a Success Partner; Each Participant is asked to take the Weekly Scripts, modify them to their style, practice them, then record themselves, and finally place them is a Private Hidden Group – this way the participants learn from each other and develop their Confidence. It is all about reducing the Fear of Rejection.

If you ever wish to inquire about how extensive this program is I have recorded a YouTube Video that goes quite in-depth on all aspects of the program and the additional Bonuses Brokers and participants should expect:

URL: https://www.youtube.com/watch?v=IYMFLnSBdwg&list=PLtv7VYzrJwQJBXHr2gne-EXpHnu3hUniF

About the Trainer: Key Yessaad is a Highly Skilled Real Estate Strategist and Coach, with over 20 years of Experience empowering Brokers and Agents develop the Skills and Habits they need to Achieve Success. He is a Listings' Strategist, Production Coach, and has created Innovative Training Programs and Success Approaches such as the #10WeekTraining Programs and the Boot-Camp Success Workshops. Key is passionate about helping Real Estate Professionals master the Skills of Time-Blocking, Getting Listings, Sales Conversion, Building Confidence, Handling Objections, Delivering Scripts, Lead Generation, CRMs, and Listings Success. With Key as your guide, you too can Unleash your Full Potential and Attain Greatness in your Career. https://bit.ly/yeskey 

Related Hashtags: #RealEstateCoaching #RealEstateTraining #KeyProspecting #LeadGeneration #Prospecting #Listings #BusinessPlanning #MarketShare #ListingsStrategy #RealEstateProgram #RealEstateSuccess #BusinessDevelopment #RealEstateAgents #MindsetTraining #YesKeyTraining #KeyYessaad