The GAP is the sudden realization that your pipeline is (or is nearly) dry. You have run out of escrows, listings, and active buyers. Your fuel tank indicator is flashing red and you still have miles to go before all of your bills are covered for the next month or quarter.
Why do agents have gaps in their income?
Inconsistent lead generation is the number one reason for a gap.
Almost all agents at some point in their career stop doing what made them successful in the first place. They stop making calls, sending letters, connecting on social media, and conducting networking meetings. They stop calling their best clients, delivering gifts, and touring homes daily. They stop attending office meetings, training events, and social mixers. They stop moving forward and soon their momentum slows and then stops altogether.
The difference between good agents and great agents is what they do next. When the gap strikes agents can naturally feel panicky, emotional, angry, or...
Have you ever thought to yourself – I just can’t do anymore! I’m at my limit!
But is that really true or have you instead placed a self imposed ceiling on your success? At times, in our changing market, it can certainly seem like we could not possible do any more. But this is a dangerous line of thinking. What you are really saying to yourself is that it is OK to push back from success. This psychological line in the sand can become a mental barrier that prevents you from reaching your true sales potential.
Consider the true story of a Roger Bannister. In 1952 while studying at Oxford University, Bannister had become the favorite to win the gold medal in Helsinki. He was such a favorite even the famous Duke of Edinburgh had arranged to watch the event. But during the first few minutes of the race Bannister was jostled, lost his footing, and was barely able to salvage a fourth place finish.
Roger returned to Oxford with a new goal, and a new passion, to break the...
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