Our "Blind Spot" May Be A Powerful Obstacle To Our Success
by Peggy Mcnamara

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Do you feel that you would like more out of your career than you currently have? Are you spinning your wheels and not getting where you want to with your real estate career? If so, this article will be of use to you.

A few years ago, I ran across the saying, "You will only receive more when you have taken care of what you`ve got." I have no idea where this originated, and yet I have found these words have made profound difference in my life. Those words helped me to understand that in order for me to experience all of the opportunities that are available, I first had to embark on some intense soul-searching and take care of the things that were getting in the way, or clouding my vision.

We all have what are called "blind spots": character traits that we are blind towards. Each individual has strengths, and gifts, that never been utilized. Likewise, we also have weaknesses that we are not aware of. Understand, when I say "weakness," I am not saying "failure" or reporting that there is something wrong with us. It simply means a trait, or habit, that we have not seen yet.

BODY LANGUAGE IS IMPORTANT

Various studies tell us that 90% of the way we communicate is through our body language and tone of voice, and only 10% of the way we communicate is through the words that we speak. As salespeople, many times over, we concentrate on the correct script or closing question without realizing the importance of the body language that are portraying.

For example, it is common for me to stand, and sit, with my arms crossed in front of me. It is a natural habit that feels comfortable. However, people will typically read that posture as meaning stand-offish or "closed" towards them. Without even realizing it, during my open houses I would stand in the entrance in my usual crossed arm fashion. I had a smile on my face, would use verbiage to create rapport and yet, I was not seeing the results I expected.

My body language was telling anyone who entered the house that I was maybe a bit afraid of the situation or uncomfortable with what was going on. Regardless if that is how I truly felt or not, unbeknownst to me, I was telling people that I was not "open." It kind of defeats the purpose of an open house, don`t you think? You see, my body language was a "blind spot."

BE AWARE OF CONVEYING A POSITIVE ATTITUDE

These blind spots are innumerable. For some of us it could be the general attitude that we carry with us. Are you an optimist or a pessimist? Do you look for good things in every event that takes place throughout your days? Do you feel thankful for everything that you have? Can clients, potential and otherwise, feel gratitude from you for the opportunity of business? Do you offer a sincere smile to those around you?

If you find yourself in this category, I have a suggestion for you. As you wake up in the morning and proceed to prepare for your day, take a piece of paper and write down the following: I expect good things to happen today. If you are a person who writes a "to-do" list, just add this to the top of it. If you are not one of those people, just work on the habit of writing down that one sentence each and every day of the rest of your life.

By doing that, you are setting an expectation of looking for the good vs. the bad. We all have a choice as we go through life to either find the positive things or dwell on the negative. When I am dwelling on the negative aspects of life it shows. Likewise, when I am feeling good it shows. Who do you think people will be more attracted to, a Realtor whose excitement about life beams from their face or, a Realtor who is just passing time and can`t wait for retirement?

DON`T LET YOUR BAGGAGE DEFINE YOU

Some of us have experiences from our past that we are carrying with us. The common buzzword of today refers to this as "baggage" -guilt, pressure and regrets that we carry around with us from days gone by. Some of us have a huge bag of garbage that we are carrying around on our backs for everyone to see. Are you still angry over that listing you lost last week to a competitor? Are changes in this industry overwhelming you and causing anxiety?

If so, get rid of it! Find a piece of paper and start writing out everything that brings you concern or anger. This is not a new technique, it is just one that many of us do not take advantage of. Just keep writing those items down that concern you and let it go. Get it off your back.

If you are carrying around baggage, you are not able to be fully present with your clients; listening skills falter and closing ratios weaken. We have less time to create a good first impression and start building rapport than ever before in history. Don`t let your baggage get in the way.

UNDERGO THE PROCESS OF DISCOVERY

If you truly feel compelled to experience more out of your career, and therefore your life, why not go through an exercise to discover your blind spots? Go to a trusted friend someone who has your best interests in mind, and ask him or her what your blind spots are. Spend time discovering character traits with each other that can assist you in "finding more" and those that hamper you from doing just that. Beware though, as this can be a rather painful experience.

This, process is not meant to be a time to criticize one another; it is simply an exercise of sharing one`s gifts and misgiving. And, you cannot disagree, or argue, with the statements that are being made about you. After all, that is why they are called "blind spots" - they are traits that have probably been there for some time that you do not see. Please, for all involved in this, make sure this is done in a sincere fashion. That is the only way either party will gain from this exercise.

USE THE INFORMATION TO EFFECT CHANGE

Once you have the information, the rest is easy. Reflect on what was shared and see where you can improve on those traits that are not helpful. Maybe you even became aware of talents that you did not realize and now have a new marketing theme or purpose.

Don`t miss another chance for internal fulfillment because of things that are left undone. Take care of who you are. Clarify what you want. Reflect on what may be holding you back from getting there. Many of us have realized that the most powerful obstacle to success, whatever you deem success to be, is simply ourselves: our attitudes, behaviors and judgments.

Does your demeanor welcome people into your life? Are you creating a comfortable environment in your open houses, listing and offer presentations? Whether it is through relationships networking or client base, reflect on the way you are communicating. Are you open towards them or turning them away?

IN CONCLUSION

One of my favorite quotes comes from Albert Dunning, an editor from the late 1800`s. He said, "Great opportunities come to all but many do not recognize them." Take care of "what you got" so that you can see all the wonderful opportunities that this culture of ours provides.