When I first got into sales, I was nervous even though i had the title :Regional Vice President", yet the title didn't make me feel like I was enough. I was meeting with some pretty high-level executives, and I didn't always have the confidence I needed walking into those rooms.

So I did something about it. I got executive coaching. And I didn't do it once or twice. I worked with an executive coach every single week for months.

I studied. I prepared. I worked on how I communicated and presented. I spent a lot of time behind the scenes trying to get better.

At the time, I thought I was learning how to become a better salesperson.

Looking back, I got something much more valuable.

I developed the confidence to take action.

I became more willing to schedule the meeting.

Make the call.

Do the presentation.

Walk into a room with people who were more successful than me.

Put myself in situations where I had absolutely no guarantee of the outcome.

And that's the part I want you to think about.

Because there is no guarantee. You can make 20 calls and get nothing.

You can spend an hour preparing for a listing appointment and not get the listing.

You can follow up with someone for six months and they might use another agent.

You can do everything you're supposed to do today and make absolutely no money from it today.

That's business.

And I think this is where a lot of people struggle.

We tell ourselves we're going to prospect. Follow up. Call our database. Make videos. Schedule more appointments. Learn the market.

But then we don't do it.

Why?

Its not laziness.

But I think more often it's becausewe don't really believe the activity is going to produce an outcome.

Think about this:

What if I could guarantee you $1 million at the end of the year if you simply did the work you told yourself you were going to do every day?

How differently would you work?

Would you make the calls?

Would you follow up?

Would you schedule the meetings?

Would you do the presentations?

Would you study the market?

Would you still worry about someone saying no today?

Probably not.

Because you would know where the work was eventually going to take you.

The problem is, nobody can give us that guarantee.

So we have to develop enough confidence inourselves and in the processto do the work anyway.

And that confidence is built behind the scenes.

Training.

Coaching.

Practicing.

Role-playing.

Studying your market.

Knowing your numbers.

Learning your contracts.

Watching what other successful people are doing.

Making mistakes.

Getting uncomfortable.

And doing it over and over again.

And this isn't just for newer agents.

Experienced agents need to keep doing this too.

Experience is incredibly valuable, but the market doesn't care how long you've been in the business.

The market changes.

Technology changes.

Consumer expectations change.

Contracts change.

The way we communicate and market ourselves changes.

What worked five or ten years ago isn't automatically going to work tomorrow.

In some ways, experience should make youmore committed to learning, because you've been around long enough to know how quickly this business can change.

I've watched agents come to Realty ONE Group and develop more confidence because they started doing the work behind the scenes.

They used the resources.

They showed up to training.

They asked questions.

They learned.

They got experience.

And little by little, they started believing more in their ability to create an outcome.

That's what this is really about.

Because when you believe the work you're doing will eventually lead somewhere, you're much more willing to do it even when today's result isn't guaranteed.

So here's my question for you this Monday:

If you knew for a fact that doing the work you committed to every day would eventually get you exactly where you want to go, would you be working differently today?

If the answer is yes, maybe the issue isn't knowing what to do.

Maybe it's developing enough confidence to do it without the guarantee.

Do the work behind the scenes. Keep learning. Build your confidence. Then take the action.

Have a great week.