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“For the timid, change is frightening; for the comfortable, change is threatening; but for the confident, change is opportunity.” – Nido Qubein

Change: a single, small word brimming with formidable potential, capable of rousing simultaneous feelings of fear and excitement. At times, it can be daunting, stirring up a deep-rooted fear within and forcing you from your comfort zone. Yet, it also can offer hope for those with confidence who see beyond the scary facade. How does a single phenomenon wield such contrasting effects in people? It’s simple: perspective.

In the wise words of Nido Qubein, the impact of change varies among individuals. Regardless of the mindsets you currently have within your team, the key to motivating them to see change as an opportunity lies in how they perceive and approach this inevitable force called change.

Turning Change into Opportunity

Let’s start by acknowledging your fears, such as the fear of industry change, unfamiliar objections, and the dread of stepping out of your comfort zone. These apprehensions are very real. However, it is important to realize that without conquering change, there can be no progress.

1. Embrace the Change – Start by embracing change head-on. It is the bearer of possibilities and a chance to explore new opportunities, learn, and grow. Remember, while change can be discomforting, stagnation can be fatal, especially in a competitive industry such as real estate.
2. Shift Your Outlook – Adopt a positive shift in perspective. This can not only ease the process of change but also help you view it as an opportunity to evolve, innovate, and score a competitive edge.
3. Have a Plan – Preparation is key to dealing with unique challenges brought by change. Plan ahead. This will ensure you’re not caught off guard when something takes a different turn. Instead of being reactive, become proactive. Anticipate changes; create a strategy to adapt to them and mitigate risks.

In real estate, as in life, change is the only constant. How we navigate through these changes is the difference between success and failure.

• According to a survey by Prosci, 94% of respondents said managing change was important or very important to meet business outcomes.
• A study by the Harvard Business Review found that successful change is 6 times more likely when employees understand the need for change.

Bold Moves: Leveraging Fear to Fuel Success in Real Estate

Many agents view change as a journey into the unknown, which can naturally evoke fear. This fear often stems from a worry about failure. Yet, there is a type of fear—’constructive fear’—that is beneficial. It compels you to prepare meticulously, devise thorough plans, and refine your strategies, fostering a spirit of boldness and resilience.

Change becomes more manageable when you dissect it and tackle it incrementally. Embracing change doesn’t necessarily require sweeping transformations overnight. Instead, it can mean gradually integrating new strategies, adopting cutting-edge technologies, or reshaping team dynamics. This progressive approach demystifies change and makes it a valuable ally in your professional growth.

At the individual level, a regular practice of mindfulness can bring about positive perspective shifts. Journaling can also be an effective tool, assisting you to map out fears and define solutions proactively.

• A report by the American Psychological Association found that employees are more likely to embrace change if they are involved in the decision-making process.
• Nearly 50% of workers feel they do not have the necessary skills to perform their jobs in the future due to rapid changes in their industry.

The Takeaway

As you shift from fearing the unknown to embracing opportunities, you not only set yourself on the path to success but also pave the way for others. Demonstrating this confidence and boldness inspires your team to adopt similar values, cultivating an environment that is innovative, constructive, and focused on growth for all involved. Remember, with every significant change comes an even greater opportunity.

For Your Agents…

It is a well-known fact that our industry is ever-changing, more so recently than it feels like ever before. Facing change can indeed be daunting, but as Nido Qubein wisely put it, “For the timid, change is frightening; for the comfortable, change is threatening; but for the confident, change is opportunity.” And confidence is our hallmark. Let’s transform our perspective, foster a sense of optimism, and use fear as a catalyst—not an obstacle—for progress. Our objective? To meet changes head-on, adapt, and thrive. Let’s view every uncertainty as a chance to adjust and excel.

Darryl Davis is an award-winning international speaker, real estate and business coach, and best-selling author of three books, all published by McGraw Hill Publishers.

For more than 35 years, Darryl has spoken to and trained more than 100,000 sales professionals around the globe to more than double their production year after year. His book, How to Become a Power Agent in Real Estate, tops Amazon’s charts for one of the most sold books to real estate agents.

He was awarded the Certified Speaking Professional (CSP) designation by the National Speaker’s Association, which is given to less than 2% of all speakers worldwide.

Whether from a stage or Zooming into a virtual room, Darryl’s extraordinary humor, relatability, and natural gift for teaching real-world, results-producing skills and mindsets to audiences have made him a client favorite throughout his career.

Audiences will laugh, learn, and ultimately walk away better prepared for a changing world, with the tools, skills, and training they need to build their businesses with more ease and less stress and to design lives and careers worth smiling about.

Bring One of Darryl’s W.O.R.K. Topics to Your Organization! 

By providing your agents with the knowledge and insights they need to stay ahead of the game, you can ensure that they are equipped to handle any situation that comes their way! Contact us here to learn more!