Helpful tips for brokers to minimize uncertainty by Mark Schnurman

Uncertainty dooms many brokers as it breeds self-doubt, inactivity and failure. The ability to eliminate uncertainty or alternatively use it as motivational fuel is an essential trait in brokerage. Uncertainty is the ambiguity and doubt about future results and arises when brokers question their ability to make calls, conduct meetings, understand valuations and close deals.  Uncertainty strikes all brokers as they question their ability, focus or market conditions. Uncertainty can leave us unhinged, anxious and paralyzed; certainty gives us something to latch onto, focus and drives effort. Brokers must minimize uncertainty. The following are a few simple tips to stay focused: Go all in. Leave no doubt you want to be a broker. Too often I interview candidates or witness brokers who say all the right things, but their actions tell me otherwise. For example, a candidate who is truly committed to brokerage will have a license and be learning about real estate. A broker who is committed to success will perform the activities that will lead to success and not make myriad excuses. Put forth massive effort. Effort has several easily measured proxies such as hours worked and activities performed. Hours worked is the price of entry to brokerage, but avoid the creep that occurs when uncertainty and frustration conspire to slowly and insidiously begin to reduce your effort. The best way to avoid this is by committing to certain hours and never varying them. There are certain measurable activities such as calls, meetings, showings and listings that bring certainty with their positive, naturally flowing results. Set goals for these activities and achieve them. Goal achievement leads to certainty. The first time you give yourself permission not to achieve a goal is an inflection point that will allow you to accept less than your best for the rest of your career. Finally, there is learning. Too often brokers work hard and meet their activity goals yet do not endeavor to raise their knowledge and skill levels. Without constant improvement, skill and knowledge deficits limit success. Making 200 calls a day is great but the calls must be effective calls. Next time uncertainty rears its ugly head, push it away by focusing on what you can control. Mark Schnurman is the chief sales officer, principal at Eastern Consolidated, New York, N.Y.