I'm currently reading a book written by an entreprenurial coach (that is, a coach who helps entrepreneurs) and just read a passage that struck me. He says that he can tell within ten minutes of talking to an entrepreneur-wannabe if they have what it takes to succeed. When he explained what he meant by that (keep reading), I was reminded of a similarly-themed blog I wrote back in early 2008, called "Reading Between the Lines of My 'Fan Mail.'" (Copied & pasted below).
What the author described as the common denominator among the not-gonna-make-it entrepreneurs was a tendency to immediately start throwing out objections to entrepreneurhood, with no attempt to or apparent interest in finding ways to overcome the objections. He cited examples such as "But I don't have a website!" and "I'm scared to speak in public!" "I don't know how to market myself!" etc.
A real estate agent not-gonna-make-it entrepreneur might say things like: "But I don't know anyone!" "I don't have a website!" "I don't know how to market myself!" "I don't have a nice-enough car!" "No one is buying or selling real estate in my market!"
Are these things true? They very well may be! And, frankly, they might be true enough to dissuade you from becoming an entrepreneur (real estate or otherwise) right now. That's actually part of the natural mindset of a true entrepreneur - to evaluate the opportunities and challenges to determine if moving forward is a viable path to success at this time... or not.
But when the "evaluation" ends at "But.... " it may be a clear indication that the person "but'ing" is not suited to be an entrepreneur. AND THERE'S NOTHING WRONG WITH THAT! If self-employment isn't for you, that's nothing to apologize for - there's certainly nothing wrong with NOT being suited for self-employment. My very own husband doesn't have an entrepreneurial bone in his body and I think he's a perfectly productive and worthy member of society ;-]
So, if you frequently struggle with your decision to be a real estate agent, try watching your self-talk for awhile to see how you deal with the obstacles that arise in your day-to-day. When challenges arise, do you immediately look for solutions (usually best sought in the mirror), or do you sigh and attribute the challenge to something unsolvable... and leave it at that?
Just something to think about!
And here's that blog from 2008...
I must be honest - getting fan mail from loyal readers is my very favorite thing about being a writer. I wake up 
every morning to several emails from people who have read my blog or my books and just want to say thanks. To all of you who write ... I hope you know how much your notes touch my heart.
Often in these notes, the writer tells me his or her story and often asks for advice. I'm happy to give it, when I can, and those who have written me can attest that I do almost always respond. It's fun for me and heck, I have books to sell, so the more happy customers I have, the more books I'll probably sell.
I hesitate to continue because what I'm about to say may make some of my readers a little uncomfortable.
Reading between the lines of the notes I receive, I'm pretty sure I can tell who is going to make it and who isn't. Now, I obviously don't have any cold hard data to support this claim, but I'm confident I'm right. There is a HUGE difference in attitude between agents who have the mojo to survive and those who don't. Between the agents who truly understand (or at least truly WANT to understand) the process of exchanging real estate and those who just want to know how best to get clients FAST. Between agents who have the confidence in themselves they'll need to project a can-do attitude... and those who are just desperate for a sale.
I wish I could provide some examples so you could see the difference, but obviously that would be indiscreet. My point is that if it's this obvious to me that someone is struggling -- simply thru their written word, I imagine it must be even more obvious to those in their day-to-day world - those who (whom?) the agent is depending upon for his or her professional survival.
Mojo is really important. Confidence is really important. Knowledge is really important. And you wanna know how you get some Mojo? It's not that hard... Knowledge... leads to Confidence...which leads to Mojo.
Keep those cards and letters coming (yeah, right, I probably just scared most of you away!)
Making it as an entrepreneur or anything requires overcoming these "excuses." Excellent advice!
Jennifer, love your last statement. I always say, everyone has to start somewhere, for me it usually begins with learning. Some people seem to have a certain natural charisma that helps them along the way, but even they would eventally falter without the required knowledge.
love it. ;)
Thanks for the post!
Great points, Confidence, Knowledge =Mojo,,,, so true. Best wishes for a great day
Agreed! We must have the mojo going on. :O) Without confidence might as well give it up! Thanks J... and Happy Monday!
Good food for thought Jennifer. So true -listening to your speech and "thought" patterns is essential for success. Stinking thinking gets you absolutely NOWHERE. And true, if you're NOT happy doing what you're doing...make a change. The only way to succeed is to believe in yourself and your path.
Great post Jennifer. I remember my father, who was a successful entrepreneur, telling me his favorite way to respond to other agents (he was an insurance agent) when they would give the "buts" in a prelude to the "poor me's. "Don't tell me about the labor pains, just show me the baby." It was his way of telling them that, when you're in business for yourself, you can either make excuses, or just get it done. Something I am very glad he drilled into me also.
Mo-jo, Attitude, and confidence are so important in our business, HECK in just about any business. I have sent copies of "the little engine that could" to a few people that needed that kick in the but.. a little entry level reading for the people stuck in that stinking thinking mode!
You said: "That's actually part of the natural mindset of a true entrepreneur - to evaluate the opportunities and challenges to determine if moving forward is a viable path to success at this time... or not."
This is so true. There are times when it is NOT profitable to be in any given business. People go barreling ahead because they feel if they work hard - it HAS TO WORK...can be in for a very big fall. Nothing wrong with being realisitc....But you also have to work your work-arounds. A business person tries to find away around the obsticles - but they also have to keep their minds attuned to the possiblity that perhaps the workarounds won't work.
One of the biggest disconnects I see in this business is how many people do not understand they are running their own business - not waiting for someone to tell them what to do. Let's hear it for Mojo!
"Knowledge leads to confidence leads to MOJO"
LOVE IT!!! So true
Thanks for the comments - sorry I've been remiss in getting back here.
I have a whole series on entrepreneurialism (that's a mouthful) planned, so watch this space. But as Susan said - so many enter this profession not seeming to realize that they will be self-employed and therefore responsible for solving their own problems - many of which CAN be solved with a little creativity and focused brainstorming. BUT... if when faced with what appears to be a deal-breaking problem, all the agent can come up with is "BUT..." - well, they may simply not have the personality to BE self-employed. And there's no shame in that, just like there's no shame in not being cut out to be employed by someone else!
Success is not mandatory. Many people talk big dreams but never realize they have to do the things that lead to success. Thanks Jennifer! G
My favorite entrepreneurial/motivational book is also one of my child's favorites: The Little Engine That Could.