Matthew Ferry's Blog

I’m coaching two Realtors.  One does 100 transactions a year with ease and the other does 30 a year with hard work and stress.

Forceful Action Makes Life Hard

The agent who does 30 deals a year works 7 days a week, 15 hours a day.  When I ask her why, she says, “Matthew, I have to push so hard to get anything to happen!”  Basically she is telling me that she has to force and manipulate people and situations to get things to happen.  So I ask her, “Why do you have to push so hard?” Her answer is telling. “Because I’m afraid that the deals won’t close unless I do everything in my power to make them go!”

Her perspective is that the future won’t work itself out and she won’t be okay.  Therefore she must push, force, and make it happen.  She is constantly using the energy of fear to drive her behavior.  She is bombarding her body with adrenaline which has a very destructive effect.  She’s tired, grumpy, has a short fuse and frequently feels hopeless.  These feelings perpetuate the vicious cycle and she doubles her resolve to MAKE THESE DEALS HAPPEN!!!

Inspired Action Makes Life Easy

Now let’s talk about the agent doing 100 deals.  She works a normal five days a week.  Takes an extended weekend holiday every month.  She takes a week off every other month.  When I ask her why it is so easy for her, she shrugs her shoulders and says, “It all works itself out in the end.  There’s no need for me to stress it.”

Her language shows us that she feels certain that the future will be positive.  When something starts to go wrong for this agent, she simply surrenders and lets it go.  She has trained herself to know that it will all work itself out.

This perspective is very attractive and allows her to give her clients the room they need to complete the transaction the way that feels most comfortable.  In other words, her confidence that it will all turn out fine makes her more flexible.  Flexibility gives her more options which empowers her in the situations she finds herself in.

When you are empowered you think more effectively, you are more creative and you are more resourceful.  You are Inspired and In Action!

Coaching Exercise

If you have to force something to happen, then you are probably resisting or feeling afraid that it won’t turn out.  When you predict that it won’t turn out, you attempt differently.  For some people this is effective and causes them to be more precise.  I’ve noticed that for most people the added pressure and fear cause dysfunction.

If you find yourself forcing something to happen, then stop, take a deep breath and ask yourself, “What am I afraid of?”  Just that question will clear your head and reveal the truth.  And the truth is, most situations are not life or death.