Whatever you can do, or dream you can do, begin it. Boldness has genius, power and magic in it. Begin it now.
– Goethe

Performance is profoundly influenced by thinking – by the things we imagine and say to ourselves.

Thoughts are powerful. Thoughts make things happen. Thoughts are the building blocks from which we create our beliefs, attitudes, behaviours, and every aspect of our performance at work.

Few people recognise the enormous power of their moment to moment thinking, and fewer still actually use this awareness in their daily life.

Every thought affects us in some way – either empowering, or limiting us. There are no ‘neutral’ thoughts.

Every performance starts in our mind. The best performances occur when we take control of our performance by taking control of our thinking. Champions give themselves a mental edge by standing guard at the door of their mind – by taking control of their thinking, and by deliberately choosing to focus on the positive.

Picture the faces of athletes as they prepare for a 100m sprint, or the concentration of swimmers as they wait at the end of the pool for a race to begin. Their focus is on the race before them, and how they will perform. Their concentration on the result, is complete. Those who revel too much in the adulation of the crowd – before a race – don’t usually figure in a podium finish!

The performance of staff in their training and rehearsals should provide a good indicator of their likely performance in the “real” situation.

Everyone knows they’re supposed to ‘be positive’ – to think positively, and to discourage negativity. Thoughts don’t ‘just happen’ to you – you think them! There can be no escaping the fact that you choose your thoughts.

Some people indulge in negative thinking, and ‘problem focus’ – rather than aiming for a ‘solutions focus’. Part of the problem is, of course, that negative thinking has become a habit – not only for individuals, but for society in general. Like any habit, it takes effort and willingness to change.

So, the issue is to take personal responsibility for the impact of negative thinking on their performance and in their lives, and of the enormous advantages that can accrue to those who continually focus on positive, ‘possibility’ thoughts.

A good real estate business should aim to spend about 2 – 3 % of its budget on training. That keeps the skill development focus firmly “front & centre”.

Where appropriate, have an external party provide that training. HOWEVER, you have an obligation to your staff and to the business viability, to make sure the training is suitable for, and applicable to, your SPECIFIC requirements. It should not be delivering what the training provider deems appropriate for your business (unless they’ve had fairly detailed discussions with you about what your business needs and whether they can meet those needs).

CPD training is prescribed by in some jurisdictions of Australia as a compulsory element for all agents. The current rules and regulations in NSW allow training to be provided which is relevant to the business needs (some of us have argued that it should have always been that way). Consumer protection is important & not to be underestimated; upskilling of agent’s knowledge and skills is equally important in providing a better level of service – especially in a competitive environment.

It’s good to have external providers of your training – that’s a biased view of mine! However, if you are to spend money on your training, you need to be comfortable that the provider has some idea of what goes on in the industry. It’s good to have a finance expert advise you on better business practices, but if they come from a public health sector background (as an example) it isn’t really going to help your real estate business if they haven’t sat down & found out about the processes and requirements of the property industry.

The same applies to your training requirements. You are the client. You are the one paying the money. You are entitled to get what you NEED, in the way you need it.

The training you undertake should be interactive, proactive and have immediate impact on the performance of attendees.