The SPAR system for real estate mastery

Learning new skills is always fun and quite possibly rewarding personally and financially, except for one thing – the need for repeated practice. Like many children, I too wanted to master a musical instrument, with dreams of conquering world stages with my rock band. So my parents bought me a guitar and found a great teacher. My career as a lead guitar had begun!

Or… not so much. Because I really liked the lessons – the guy really was a great teacher – just had absolutely zero discipline to practice. And as the next lesson came along I made no progress, eventually feeling frustrated and finally dropping this hobby altogether.

It is impossible to master a new skill without constant practice. The clichés are right – practice makes perfect and so on. It is actually estimated the 10,000 hours of practice at a certain skill are required to reach a level of mastery. We all understand how important it is, we all know that professional athletes practice all the time, ditto for professional musicians – and frankly so do really great sales people. So why aren’t we always committed to practice?

Human beings automatically and instinctively search most often, even subconsciously, for the path of least resistance. We prefer to rely on natural ability, charisma, past experience and so on, rather than actually learn and implement new tools. And when we are unable to succeed because we haven’t given the necessary effort – we blame the world for our failures. The formula is simple – if you want to succeed as a real estate professional, you must practice. Like, a lot.

When we adopt new behaviors or systems we go through 4 stages – anticipation (“I am so excited to do my first listing presentations”), regression (“oh no, it’s not working…”), breakthrough (“I can’t believe it – it works!”), and implementation (“I got this!”). Constant practice takes us from anticipation to breakthrough, overcoming the inevitable regression. Most people give up during regression because they don’t work hard enough, they don’t practice enough – and they don’t see any light at the end of the tunnel when they regress.  Practice leads to craftsmanship, which leads to a feeling of achievement, which galvanizes us in the face of regression.

Every day we must SPAR – study, practice, apply, review. Learn how to handle objections, how to deliver a knock-out listing presentation, practice what you’ve learned again and again – then apply it with real customers – and review how you did. It’s the only way to succeed. Remember, the will to succeed is not impressive – everybody wants to succeed. It’s the will to practice and work hard for success that is impressive. Your move!