How to Do More Deals Despite Adversity & Uncertainty

Only a few weeks remain of the historic year 2020, which is likely a cause of celebration for many. While 2021 brings the hope (and high likelihood) of better times, much remains uncertain, and even in the best of times, there’s always some adversity.

With all the emotional, high-risk/high-reward scenarios playing out at this historic time, and with so much riding on your ability produce new business, how do you cope with disappointment? How do you cope with the pressure? How do you stay motivated?

Here are some ideas to help you keep the completed deals flowing:

1. To cope with the inevitable rejection in real estate brokerage, concentrate on your victories. Celebrate each one of them in your own way. Some people will tell you that if you simply expect success, you don’t need to celebrate victories. I disagree. Appreciate everything. And 2020 has reminded us to be grateful for all that we have and all that we have accomplished.
2. Keep in mind that commercial real estate is a noble profession. Without our industry, the enire economy would grind to a halt. Your work creates jobs and feeds families. Real estate is part of everything. Without your efforts, your company would not exist and countless clients would be unserved or underserved.
3. Remember that character is king. Focus on people – the hopes and dreams of the clients you serve and the real needs of your team members. Draw inspiration and motivation from the people who surround you. When you remember that the services your provide and the properties you broker have real impacts on real people, it helps you ride through the rough patches.
4. Embrace the competitive side of brokerage. Do you like sports? If so, you probably enjoy competing and watching other people compete. CRE brokerage is a sport. It’s a game. Try to accumulate little (and sometimes big) victories each day. Playing to win removes the drudgery of day-to-day work.
5. Take pride in your resilience. It feels good once you have successfully persevered through difficult times. Remember that feeling anytime you feel hopelessness and then do what it takes to feel that way again.
6. Make it fun. Those who don’t find ways to enjoy their work typically don’t survive long in a brutally competitive industry. Find the joyful and positive aspects of your work and focus on them.
7. Tell the truth even when it hurts. Integrity leads to success. You will be rewarded with high levels of client and employee retention.
8. And finally, as you practice real estate today, imagine what your legacy will be years down the road. Your work literally shapes the future. Isn’t that gratifying?

One of the most important skills a broker can possess is the ability to bounce back when life punches you in the gut.

Good luck in 2021. I believe that the creative innovations we were forced to develop and implement during the pandemic will increase our success and accelerate our progress for years to come.