How can you grow your grit? A lot of it comes down to mindset by Mark Schnurman

Mark Schnurman, Eastern Consolidated

As an oft-injured distance runner, my finest moment as a runner came a few years back when I was running in a 50k trail race at the Delaware Water Gap. As an unsupported race, I needed to carry all of my supplies on my back as I traversed the icy and rocky hills and almost 6,000 ft. of elevation gain and loss.

About four miles into the race I fell on a slick of ice and broke a rib. I chose to continue running. As I cried out in pain with every foot-strike, this race was, for me, the ultimate test of my grit and the boundaries that limit me.

Grit is a term popular in performance psychology, by Angela Duckworth author of the book “Grit,” and is more predictive of success than IQ or talent. Grit is the courage and the resolve to stay focused in the face of difficult circumstances. Grit is truly the confluence of goal orientation, stamina and unyielding motivation that ensures achievement.

Grit is the ultimate field leveler - it does not matter if you are born wealthy or poor, talented or untalented, have a high or low IQ. In fact, research shows that grittier people often have less innate skills and abilities.

Our business is full of both individuals with the grit to persevere through both market cycles and the decades and those who flame out quickly.

Most brokers begin full of energy and enthusiasm but are unable to maintain that level of commitment and performance. They practice avoidance behavior, convincing themselves that their new approach to the business is the right one. In other words, as their motivation and confidence are sapped they create unsuccessful alternative paths.

Specifically, this occurs around cold calling where brokers start out with high call volume and it drops at a rate significantly faster than it needs to. Why? Because they lack the grit and stick-to-it-itiveness to continue to do what will lead to continued success.

How can you grow your grit? A lot of it comes down to mindset.

First, find something you are passionate about, set goals and commit for the long term.

Second, frame your goal as extraordinary. Why be a broker when you can be the top producing broker at your firm or in New York City?

Third, achieve your daily goals no matter what. The first time you give yourself an excuse not to do something you will have a tendency to do that again and again.

Fourth, reframe challenges. For example, when someone hangs up on you instead of viewing that as rejection it helps to see it for what it really is: someone not wasting your time and bringing you closer to your next client.

Fourth, stay on task and focused without jumping around. Research informs us that there are no true prodigies or geniuses. Instead, researchers have concluded that to be world class at something it takes about 10,000 hours (10 years).

Finally, just doing something for 10,000 hours will not make you great. You must behave in a consistent, deliberate and intentional manner. In other words, going through the motions is not enough. You must go through the “right” motions with the intent of improving.

Sometimes grit can feel like you are stuck in a Sisyphean hell as you get battered and bruised every day only to begin in the same spot the next day. Ah, but that is what will lead to greatness!

Mark Schnurman is chief sales officer, principal at Eastern Consolidated, New York, N.Y.