Do You Have Faith? — Belief? — Or Do You KNOW?

by Jeff Brown

Real Estate Investments Broker

Author website

Take it from someone who for years did what he thought would produce, but in reality experienced haphazard results. There’s a huge difference in the quality of results (read: success/failure) when the actions taken to produce said results were proceeded by an easily defined thought — followed by a slamdunk belief in said thought — which generates behaviors, followed closely by expectations of successful results. It really comes down to this: We know what we know, and we tend to act on what we know. Not what we hope. Not what we theorize. What we know. If you say you believe something to be true, and you can honestly substitute the word ‘know’ for believe, you’ll succeed.

Make sense?

I understand for most readers, it’s certainly not a new concept. Most of us have heard various versions of this since somewhere in our childhood. Years ago, I experienced a spontaneous breakthrough of clarity. I was talking one day with someone who knew me too well. She compared the difference between my behavior when I strongly believed something to when she felt I knew something to be true. I demurred with much volume and histrionics until she smiled and gave me a few recent and inarguably concrete examples. I hung my head in shame.

She then asked me one of the most important questions I’ve ever had to answer. What methods of acquiring new business was I using knowing it would produce results?

Substitute the word ‘know’ for ‘believe’ and tell me what you think about your goals for this year, if you have them. Do you believe the methods you’re employing to attain them will work, or do you know? And for the record? This isn’t some Kumbaya, rah-rah, ‘ya gotta believe’ crappola for the soft headed out there who need to feel good for an hour or so.

The Point?

What we think of most of the time is what we become. (Paraphrased — hat tip to King Solomon)

If we’re consistently wondering if what we’re doing will produce the results we’re pursuing, we’re on the doubt train headed to who knows where. It’s a good bet thinking those thoughts daily won’t lead to the party at the end of the year celebrating goal attainment.

When I still umpired college ball, (I still miss it like breathing.) it became easy to spot those who absolutely knew they belonged at that level. The others? They rarely lasted more than a handful of games. Baseball eats its young. They’re like lions smelling fear. On the other hand, when they run into an umpire who knows they belong, players, coaches, and most importantly, the umpire’s attitude is observably different. They get tested. They earn their stripes. They’re seen as college umpires.

Expectations Change When We KNOW

Do you expect to hit your goals because you know it’s gonna happen? Again, go back to something for which you have unshakeable belief. You expect the sun to set in the west every day for the rest of your life? Yep. Doesn’t that expectation result from the fact you know it’s gonna set in the west? Sure it does. Baseball fields are designed directionally expecting the sun to set in the west. See? Behavior follows unflinching belief (knowledge).

Make sense?

Trends and cycles in real estate are not under our control. What we think, what we convince ourselves we know, is. Not too long ago I wrote a post in which I offered to consult with a limited number of agents. I’d show them what I thought they could do to increase their income. We had several takers, more than I said I’d take in fact.

Though in the infancy of their new business models, a couple of them can already attest to their confidence level racing headlong into unshakeable belief in their new M.O. When that happens, expectations begin to pilot your behavior and ultimately your successful results, like a laser guided missile. Smart bombs aren’t more effective than a human being who knows behavior A will end in result B. We’re like monkeys on a cupcake when we know something works. We can’t help ourselves — we’ll do it ’till we drop.

Human nature makes it easier to commit to something we know is a done deal even before we start. We like to do what works — and the more often we can be guaranteed success, the more we like it. And the congregation said, Duh.

Again — this isn’t a bunch of rah-rah crappola. I hate that stuff too. 🙂 This is what separates the producers from those who’re constantly getting ready to get ready. You know, the pencil sharpeners, the desk cleaners. The ones who’re so damn confident when talking about what they’re gonna do, but never seem to be able to talk about what they’ve actually done. It’s not that they’re incapable of doing what super-agent Susie, 10 steps down the hall is doing. It’s just that while they’re telling anyone who’ll listen about their plan and it’s ‘can’t-miss methods’, Susie was busy getting it done.

And take notice of what’s missing here: Not word one about how you plan to attain your goals. Nobody wants to know how, until they find out you successfully did the deed. If it produces consistent results for you, that’s good enough, isn’t it? Yep.

Dust off your 2008 business goals. Review the methods you’ve decided upon to attain them. Are you as sure as the sun setting in the west they’re gonna get you there? Really? Are you behaving like you’re that dead sure? Yeah? Cool, ‘cuz you’re 98% there already.

If you’re not, you need to change what you’re doing — preferably by yesterday around 4:30. Hint: If you find yourself saying, “I’m gonna give this approach a try”, stop. Either you know it’s gonna work or you don’t. Leave the test marketing for others, or until you have the capital to finance it.

We all need to believe, without any doubt whatsoever, what we’re doing to generate the successful attainment of our goals is as reliable as the sun settin’ in the west. With that level of confidence — knowing that the more we keep repeating the behavior(s) that will produce the results we crave — it’s no surprise we end up doing as much of it as we can possibly fit into each day.

So — do you believe what you’re doing will bring you success? Or do you know? And if you know, why aren’t you doing more of it?

Oops.