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In commercial real estate you are on the stage when it comes to selling and leasing property. You as the salesperson are the performer and the property market is your stage. Every day is a performance. The better you are at the process the more business you will attract.

This means that every part of your job in real estate has to be a personal performance and practice is the key to self-improvement. These are the stages on which to practice and refine:

1. Taking a telephone enquiry regards a property for sale or for lease
2. Prospecting for listings by the telephone
3. Prospecting for listings personally in the streets and local area
4. Inspecting property with sellers, landlords, buyers and tenants
5. Presenting your property proposal to landlords and property owners
6. Talking to a group of people on any public occasion
7. Following up after a meeting or discussion
8. Meeting with business leaders of the local community
9. When conducting a negotiation or closing a deal
10. When documenting an agreement, a contract or lease

You may be able to think of some more situations here, and that is fine. Importantly your skill in connecting and communicating in these situations has to be the finest of performances.

Take for example the item 4 above where you have to inspect a property. It pays to have a process or checklist that keeps you at the highest professional levels as you show or move through the property. It can be done in a simple way. Try this checklist:

• Take the people to the property the best way that shows the area in the best way.
• Have the entrance to the property ready with lights and air conditioning on, keys organised and ready, and easy access provided through the front door.
• Know what’s in the property before you get there and have a preferred path of inspection within the property.
• Rubbish and clutter must be removed.
• Improvements within the property should be clean and functional
• Services and amenities that are in the property should be clean and operational
• Presentation from the front door to the back door should be great
• Signage on the property should be clearly defined and any lighting therein operational
• An information memorandum or brochure for the property should be available at hand to give to the inspecting party
• Know everything you can about the neighbouring properties, the local area, the transport, and the local roads.
• Have details of the history of the property so that any questions can be clearly addressed in the inspection.
• Have your sign and name on the property (nothing is worse than taking a prospect to a property that has 5 other agents boards at the front gate)

Remember that you are the performer when it comes to the real estate market and that you are on stage every day. Practice your performance and make it the best. Stand out head and shoulders above the performance of your real estate competitors.

Bring to mind a special moment you’ve experienced with your horse when there was an effortless “oneness” about something you two did together. During that special moment, do you remember what was going on in your mind?

Chances are, your mind was quiet. Because, as the best athletes know, such peak-performance moments never come when you are consciously thinking about what you are doing. Instead, your mind is so focused, so concentrated that it is still. You experience a quiet consciousness that keeps you very aware and present in the moment. Your mind and body are functioning as one. And you trust yourself to perform the goal you have chosen for your body to seek. Athletes refer to this state as “being in the zone.”

However, if you attempt to exercise control over this peak-performance state, it slips away.

But it doesn’t leave you. Instead, you leave it–because performing at your best only takes place when you are in the present. As a child, accessing the present was easy for you to do. But as you grew and became increasingly dependent upon words, there was more and more to distract your mind, including thoughts of the past and worries about the future.

For example, while busy working with your horse, perhaps you’ve experienced having an internal conversation start up in your mind.

When you become aware of such mental chatter, understand it for what it really is–an attempt by your verbal left brain to interfere with your natural learning process. Although your word-oriented left brain would rather you remained convinced otherwise, you are not dependent upon it for learning new skills.

In fact, because that part of your mind tends to pull you away to fret about mistakes of the past and worry about the what ifs of the future, your verbal left brain is really in the way.

Your horse needs you to remain in the present. It’s the only way you can be fully aware of and responsive to his moment to moment needs. Therefore, whenever you hear chatter going on in your mind, shine the spotlight of your attention on the words you hear. By exposing them for the distraction they are, you melt away their importance and free yourself to return to the present–unburdened by thoughts of the past or worries about the future.

Over the years, I’ve noticed that whenever I can get horsemanship students to quiet their minds and move away from their dependence upon words, they need little or no instruction. Instead, they are focused and participate fully in the present.

They practice an intense, yet relaxed, form of concentration. They are poised, confident, and trust themselves to explore, experiment, and make adjustments. They are keenly aware of the horse and the situation. They choose a path to pursue, using the horse to guide them. They know what to do without thinking–their actions come right out of the inside of the horse and right out of the inside of themselves. These students are teaching themselves–not through words, but by doing. I simply stand by and marvel as the process unfolds.

Each of us is hard-wired to do this type of pure, innate wordless learning where our body and mind are in harmony. This ability is there inside, ready for us to tap into–but first we must free ourselves from the words that so often block our way.