In our business as commercial real estate brokers, success is dependent on the ability to achieve results on behalf of our clients. In fact, in the world of commission based sales, we only get paid when the desired result is achieved. So, how do you manage to stay at the top of your game — whether the business of real estate or something else? I’m going to share with you some ideas that I’ve been fortunate enough to have learned from Eric Plantenberg of Freedom Personal Development. Through the implementation of these personal development principles and practices, I have been able to consistently provide the highest level of service to my clients. As a member of a company implementing these principals, we strive daily to “elevate our state.”
The Anatomy of Results is comprised of the interaction of the following components:
Another way of illustrating this is Intention x State x Action = Results.
In order to create a result one must have an intention, a goal, a direction. Most of us are well aware of the importance of setting goals. In addition to goals we have daily intentions. For example, my intention is to go to the store, or my intention is to sell a building. This intention must be combined with state and action to achieve the desired result. We know what an action is, but what exactly is “state?”
State is “state of mind” or well-being. It is your spiritual, emotional and mental condition at any given time. Emotional, mental and spiritual state has huge impacts on the body’s physical condition and ability to perform.
How important is your state when trying to achieve results, really? Many believe that intention and action should be the focus. We all know that actions really are what make things happen. Right? Not so fast. If you ever have the opportunity to be around the highest performing people, whether that be in sports, real estate, business, music, art, medical, or any other endeavor — you will receive a far different answer. Peak performers will almost always tell you that by far the most important component of that equation is state. State is so important in fact that most high achievers are sure that state is responsible for around 65% – 70% of their performance results, leaving intention and action each with between 10 – 20%.
If that is true then why do most of us focus the majority of our time, efforts and energy on actions and in many cases almost completely ignore working on state? Maybe we are missing the boat. I contend that if we focused the majority of our resources and energy on elevating our state, we would be quite pleasantly surprised at the results.
So how do we elevate our state? Lets discuss a few things you can do.
Manage your brain input.
There are literally millions of sources of information, bytes, data, emotions, people, etc., that bombard our brain daily. Pay attention to what goes in. Are TV and newspapers good input to elevate your state? Headline examples from this morning’s local paper — “Victim in park identified,” “Arrest made in killing,” “Medical pot grower gets 1o years,” “Argument ends in stabbing,” “Republicans Accuse Democrats.” It goes on. Do you think this is good input for your state? Rethink your morning. Is reading the newspaper a good way to start your day? The same obvious answer also applies to television, and other forms of the mainstream media.
Manage what goes into your brain daily. Start your day with something positive and inspirational. Watch the sunrise, do yoga, read something inspirational (rethink your newspaper), listen to music (classical music is particularly effective for elevating your state). The way you start your day is enormously important and will impact the entire day either positively or negatively.
Surround yourself with people that are good for your state.
You really need to eliminate or at least mitigate the impact that negative and destructive people have on you. Sometimes that can be difficult, but if you elevate your state that could be the best thing that could happen for people around you. Spend time with top performers and others that lift your state. You know who they are! In a sales environment, try to sit near or socialize with fellow top producers.
Manage your physical input.
This one is self evident. It simply means to take care of your physical body. Be very aware and cognizant as to what goes in. This means, of course, food, water, and other substances. We all know what should go in there and what shouldn’t. Focus on it. It is important to elevating your state.
When I am facing a particularly challenging commercial real estate assignment, I define my intentions and necessary actions, and then spend the vast majority of my energy and time on elevating my state. It works. You will be amazed at the results you can achieve by focusing less on actions and more on state.
This is only a start. There are so many things we can do to elevate our state. I hope to share some of these ideas with you on future blogs. In the meantime if this has piqued your interest, please click here for a TEDx talk on the subject by Eric Plantenberg, CEO and founder of Freedom Personal Development.
Ron Ross, CCIM is a principal broker with Compass Commercial Real Estate Services in Bend, OR.
Photo credit: Quiltsalad / Foter / CC BY