By Tim Harris

MERRY CHRISTMAS and HAPPY NEW YEAR!

     This is a special Christmas Eve message, make sure you focus on what’s most important this Christmas Eve.  Let me give you an example.  As I spoke with one of our great coaching clients last week who was stressed out, because he hadn’t  sold quite 100 houses.  So much of who he thought he was as a professional was wrapped in that number. 

     To re-balance and re-focus him on what was the most important, I asked him what the biggest, strongest and most important influential memories he had looking back on 2007.  I said we’re sitting on a beach and we’re thinking back about 2007, what the most influential things were throughout the year and bring the most love.  What were those things for 2007?

     He began telling me about a surprise birthday party for his mom, things he had done with his daughter and wife, he was talking about all these wonderful family things and I heard as he was describing this these his total tenor changed.  The way he sounded changed.  His energy on the phone changed.  He was so stressed when he called, but as he reflected back on what was the most important thing to him this year, he re-connected what was the most valuable to him.

     After we were done I asked him, why is it when you’re describing all these things to me you didn’t mention anything about a listing you took as being a significant event that happened in your life.  You didn’t mention a single thing about a closing, car, yacht or anything else material.

     You didn’t mention anything about closing 22 houses in a month.  You didn’t mention anything about any of the things you called referencing that were the most important thing.  He didn’t have a response.  What happens is, in our business we wrap so much of ourselves, identity and ego in chasing numbers and doing better than we did last year.  The truth is that doesn’t matter.

     What matters is that you work with purpose.  Focus on what you’re here to give.  Remind yourself when you reconnect with, why it is you’re in real estate.  This man was working for his family.  When I had him re-connect he reminded himself of that.  Instantly, all the stress about selling 100 houses went away and he reconnected with what was most important to him.

     On this Christmas Eve, I ask you to do the same thing.  Reconnect with what’s most important to you.  Come in contact with the thoughts and feelings that truly motivate you.  Ask yourself that question.  If you and I are sitting on the beach and looking back at 2007, what are the strongest memories you have?  Those are the things most important to you.  Stay in contact with those things. 

     Thank you for being part of the university.