Year in, year out real estate agents flock to training programs, listen to audio and watch DVD’s to help support them in achieving their real estate goals, yet few achieve them even though everyone begins with the best intentions.

So why is this? Why is it that we have been brought up by the supposed trainers and coaches in business who tell us the obvious. “You need a goal.” We get the idea of having a goal but obviously it’s not enough to affect a personal change program. Most people actually default back to their normal behaviour not long after attending one of these motivational sessions.  

Through out my life I’ve always been curious why there is a disconnect between people’s audio and video. This is what they say they want to do vs. what they actually do.

Let’s face it, change is not easy. If it was, everyone would be writing a million dollars commission per year, have world class fitness and be financially free. This however does not reflect reality.

My research which has included studying a post graduate masters degree and coaching psychology at Sydney University clearly shows the critical importance of crucial moments. These are the moments of truth that people default into their original self limiting behaviour before a new behaviour has been habitually rewired into their lives. Maybe an example on stopping smoking is a good way to illustrate this.

Most smokers do not find that every moment requires hard work to avoid a cigarette. In fact, research shows that there are only certain moments when someone has actually a very high intense desire to have a cigarette. You see not all life moments are created equal. Some moments are more challenging than others and for this reason you don’t have oto be pushing yourself to the extremes all the time. You just need to focus on having a strategy at your crucial moments where you are at most risk.

This concept can be transported into your real estate life. Think of a habit that you have tried to adopt in previous times and do an audit at when the crucial moments occurred where you defaulted back to your original behaviour. These are your vulnerable, high risk moments that you need to have a strategy. The rest of the time does not require the same amount of attention and focus.

The best news of all but, is that the research shows if you can overcome these crucial moments by having a tactical plan to help you through this transition period you will find that the new behaviour becomes a habit. Automatic pilot. Effortless. Your new norm. Your preferred way to work and live.

First you make your habits, then your habits make you …