Principle #11, “the greatest limitations are self imposed,” can have a life changing impact.  Consider that most people only use 10% of their potential.  Imagine the impact on your success if you were able to use 12, 13, or 14%.  This would reflect a 20-40% increase in productivity.  That could make a real difference in both your happiness and your financial security.

Why are people stuck using so little of their potential?  It’s because human beings are creatures of habit, even when these habits are harmful.  We tend to define our success by how well other people are doing.  This makes no sense because we’re comparing ourselves to people who are only using 10% of their potential.  Over time, we tend to believe that our abilities are very limited.  The actions that we take reflect our limited thought process.  If we sold $100,000 houses, we work with people that are buying $100,000 homes and don’t take chances with people that own or want more expensive homes.  We keep ourselves at a certain level because that’s what we know.  It’s becomes our comfort zone.

What if that ceiling was removed and you believed you were capable of anything?  Your business would sky rocket.  How many times have you asked yourself, “I can’t believe that agent does so much business.  They don’t know anything!” How is that possible?  It’s a direct result in that agents belief that they can get the business.  It’s important to correct yourself every time that you make a statement that is limiting.  Make it a regular habit to listen carefully to what you’re telling yourself and force yourself to change your thought process.  Here are some examples of limiting statements that are guaranteed to kill your business:

1. The market is terrible
2. In this market buyers are unwilling to pull the trigger
3. My sellers are unrealistic about their price expectations
4. What am I doing in this business
5. Nobody is going to make any big decisions until the elections are over
6. Tracking and planning is a waste of time, I’m going to keep doing it my way
7. My buyers are too picky
8. The banks are horrible and are killing every deal
9. I can’t compete with my competition because they cheat
10. Every buyer is looking for a steal

The most successful professionals in life never look at external forces they can’t control.  They look within themselves and say, “how can I overcome this challenge?”  Real estate agents get paid a lot of money to overcome challenges.  If you were to take away all of the big challenges, every buyer and seller would be easy to work with.  But keep in mind, your income would reflect that.  Easy work pays $10 an hour.  The brightest and the best earn $100-$500 an hour.  Instead of complaining about obstacles, welcome them, overcome them, and laugh all the way to the bank.  Another good piece of advice, remember, unsuccessful agents are isolated or alone if you’re doing much better than they are.  They are always ready to share their misery with you.  The next time you hear an agent complaining about a situation instead of looking for answers, RUN the other way!