Coaching Corner: Desire vs. Desperation
By "Coach" Marilou Butcher Roth
I recently received a question from John: "Marilou, I am finding that my initial influx of business is decreasing and I am working harder than ever with minimal results. I am afraid I may need to get another job. What can I do?"
John, this is a very common occurrence, especially in commission careers. Let’s look at some overall best practices for a consistent income. First, identify your target market. Who do you want to work with as a foundation for your business? There are many directions you can choose, including geographic farms, people farms (a common group of people, like church), investors, FSBO’s, expireds (new as well as old), first time buyers, etc. It is up to you to find the market that you feel most excited about.
Second, establish a consistent work habit. If you want consistency in your income, you must be creating consistency in what you do. Monday through Friday, carve out some time to work on your Consistent Commission Plan, based upon your choice of target market.
Third, create ways to connect with your group by illustrating memorable value that reflects your real estate expertise. Consumers are looking for meat! What type of information will provide that to a prospective client?
Lastly, and I believe most important, is about your focus! On this wild ride, you may find yourself on the real estate roller coaster -- going up and down, seemingly out of your control. It is critical that you keep your attention on what you want from your business. Make the determination of what you want your business to look like, and then ask yourself why this is important to you. How will your life be enhanced? How will you feel when you achieve this?
This introspection will give you the direction of your attention. When things get shaky, as they can, you can allow yourself to drop down into the OMG’s of the situation, or you can keep your attention on why you are in this business. Focusing on what is truly important to you, as opposed to what might happen, will allow you to find your best answers to help you move more easily through each situation towards resolution. If you keep your attention on what you do not want, you will find yourself feeling helpless and in some cases, desperate. A key point to remember is, wherever you put your attention, you can bet you will be seeing more of this. So, rather than focusing on decreasing business, shift into the better feeling thought!
John, I hope this helps! Be easy with this, creating a new habit takes a bit of time...and attention. Enjoy!
NOTE: If you have had a question floating around in your head, send me an email at and I’ll take it from there! These questions will be anonymous, only I will know who sent the question.
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
