As a kid I had this “thing” about jumping into water. I loved to swim and dive but I did not like how cold the water felt as I got into the pool. It usually took me a while to get in then once I was in I was happy. Sometimes, however, the uncomfortableness of the cold water was enough to keep me from getting in at all even though I wanted to be in the water with the other kids. I actually developed an insecurity about this. I saw other kids jump in like it was nothing and wished I could do the same.

One day I just decided that whenever I had the chance to jump into the water I would just do it. With no thought to the temperature, I eliminated the gray area of decision making. I pre-made the decision. It’s sound a little ridiculous to say out loud or post but this was one of the first times I realized I had the power to control my life and it became an internal source of pride. I now can just look at a lake or pond or pool and jump right in…WITHOUT EVEN PUTTING MY TOE IN TO CHECK THE TEMPERATURE! crazy brave I know!!

I have consciously used this to help me succeed in real estate. I have always been good at maintaining consistent prospecting because I pre-made the decision to make the calls, knock on the doors, approach the people in the open house, prospect the web leads, etc. It is much easier to operate like this…just show up and do. no tormented decisions about whether to do TODAY or will it work or any other crap going through the brain. Decide to show up and do.

1. Identify the people and conversations that bring you new clients (find your pools)

2. Pre-decide your going to reach out and talk to them (Pre-decide that given the opportunity you will always jump into the pool)

3. Go! ask what their plans are and how can you help? (jump!)

Yes sometimes the water is uncomfortably cold but it’s nothing compared to living with the knowledge you made it to the edge but were to chicken to jump!

Make your plan…get to the water often…and jump in every time you get there!

If you are an experienced agent and have drifted from the activities that caused your success this one mental change can get you back on track.