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    The Winner's Mind
    The Winner's Mind
    The Winner's Mind
    Ebook149 pages2 hours

    The Winner's Mind

    By Craig Hadfield

    ()

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    About this ebook

    Never before has a book been written that explores how to use the power of the brain to achieve high performance in the real estate industry. For the first time, you will go into the mind of a high performer and learn what it takes to develop the habits that are required to be a million dollar producer. Step by step, The Winner's Mind will take you
    LanguageEnglish
    PublisherPublicious Book Publishing
    Release dateNov 7, 2012
    ISBN9780987438416
    The Winner's Mind

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      Book preview

      The Winner's Mind - Craig Hadfield

      1

      WHERE IT ALL BEGAN

      "Life isn’t about finding yourself.

      Life is about creating yourself."

      − George Bernard Shaw

      These past ten years, I’ve attended countless sales seminars, workshops and training events. On the whole, I’ve always managed to get some great ideas that have helped me keep focused on what needs to be done to be the best real estate agent possible. Many of the lessons I’ve learnt have been implemented into my business and career and have been pivotal to my success. As time went on, I began to realise that much of the content was the same; the lessons being taught were simply redressed in different clothes. The trainer looked different but the message was pretty much the same. Post training, I found that the conversation was often That was great, wasn’t she a wonderful speaker, but I’ve heard a lot of that before. And I really need to start doing that or I heard that a year ago and I used to do that, I just keep getting too busy.

      I found myself saying these same things to myself or to others, which really started to get me thinking Why don’t we do what we know we should? It wasn’t until I started my training as a coach that I began to find the answers.

      I remember attending one of the huge training events where a well-known guru in the industry was asked why he is so willing to share his tips and ideas with thousands of other agents. Won’t they use this against him? No, he replied. What I know is that less than twenty per cent of the people in this room will implement anything of what is learnt and even less will continue on with the new learning consistently.

      What he was saying is that most agents have the knowledge but very few implement what they know. Training is critical in learning and growing and, without training, we couldn’t become better. The fact that there are so little done around teaching people how to do what they already know is testament to the fact there are so many trainers teaching the same thing. If we all did what we know we should, many trainers wouldn’t exist. I’m not suggesting that there aren’t new things to learn and that attending training is not valuable − in fact, it is critical − without it, I wouldn’t be writing this book. I’m simply pointing out that training alone is not enough.

      Change is hard. This is why we often get drawn to the latest seminar or workshop that promises the one thing that will make all the difference. We will always go for the quickest, simplest solution. The problem is, is that in most cases, a great deal of effort will be needed. This is why most people don’t change. It’s uncomfortable, it pushes our beliefs and it challenges our existing habits. We are programmed to resist change; it goes right back to our survival instincts. In short, change is hard, sometimes very hard. But this is where the new learning is, this is where life changing moments come from. This is where you need to go if you want long-lasting, positive change in your career. There is no silver bullet, no quick fix but instead a series of small behavioural changes one after the other.

      In this book, I’m going to combine my experience in real estate with my abilities as a coach. As a coach, I help others create positive change. It’s about knowing what is going on in the brain when we go about our daily routine. As an agent, I will help you understand what is holding you back, how to get more of what you want. It was when I began training as a coach and understanding the neuroscience behind what we do that the big ‘Aha!’ moment came for me as an agent. The excitement was so great, I decided to write about it in this book. For me, this is the missing link with agents that have great knowledge and skill but still find it hard to gain traction.

      Observing some of the great agents around the country, you can quickly see the habits they have that have made them successful. It is not about complicated, fancy ideas but the basics of what most agents already know. The difference is that they are doing what they know they need to do. Their mind set is different, they have formed the habits that led them to success. It’s not that they are better skilled, have different knowledge, have access to some special key that others don’t, it is simply that they apply the knowledge. They are consistent in what is successful for them. They don’t deviate from their success path. They have hard wired (unknowingly) the habits they need to be successful.

      This book is about the how to create the winning habits; not just what the habits are, there is much written about that already. It’s about understanding why we don’t do what we know we should. It’s about knowing that the power of an idea is in the doing and in this book, I will show you how to grow the new habits that will support what you already know but are not doing, and how to implement any new ideas and create habits around them. New ideas and habits will no longer drift off into the sunset until you discover them again in training years later.

      As coaches, we want to get our clients thinking for themselves; my goal for this book is to get you to create positive change, not just give you more knowledge that won’t be used. As you read the book, I encourage you to get into action straight away. Use the area in the back of the book to write down the ‘Aha!’ moments you have as you read. Write down the things that you want to change. Be active and proactive in your reading.

      The skills you learn in this book can be applied not only in real estate but also in all parts of your life. To create change we must form new habits. We need to work out what it is we want and craft a plan to get there. Applying the ideas in this book can transform other parts of your life that you want to change. Whether it’s friendships, travel, marriage, relationships with your children or learning to recognise what needs to change, creating the future and working towards that is what this book is all about.

      In this book, I share a lot of the ideas and insights that I learned along the way on my journey to becoming a high performing real estate agent, however, I’d love to hear about your journey and what you’ve learnt from this book that you’re putting into practice. Whether it’s personal or professional, please share your observations and journey with me. You can find me at www.craighadfield.com.au or email me at craig@craighadfield.com.au

      I wish you the very best and look forward to hearing from you,

      Regards,

      Craig Hadfield, author, speaker, coach

      The coaching journey

      During my years as an agent, I’ve had the privilege of meeting many amazing people. People who have such interesting careers and jobs you never thought existed. It’s the thing I love most about real estate, the amazing people you meet. Like Mary Lopez. Mary bought and sold with me and during this time, we became great friends. Mary is a very successful business woman who created the largest public schools event in the world, the renowned Schools Spectacular.

      Then there was Max. Max was a fairly gruff guy who spoke his mind. We looked after a house he owned in the area and rented it out for him from time to time. After several meetings, my curiosity about knowing what he did grew until, one day, I was at his home and asked him just that. He reached across the table to grab a folder. The front cover showed a picture of a massive drilling rig in some remote bush location. Max was a gold miner. His company explored and drilled for gold. He shared fascinating insights with me as the day went on and I loved every minute of hearing about his journey to his current position.

      Gerry also springs to mind. Gerry contacted me about some homes for sale. During these exchanges, I noticed his title at the bottom of his emails, Executive Coach. This caught my attention as I was greatly interested in coaching and training. By this time, I had attended many training events and workshops and thought, one day, I would love to be able to help others with their personal journeys.

      During one of our property conversations, I asked Gerry to explain to me what an Executive Coach was. My excitement grew as the conversation went on. I was standing in my back yard on a summer afternoon. It was a day I remember very clearly.

      Gerry joined IBM 30 years prior and worked as a senior sales executive throughout the world, coaching internal team members in sales. A passion to grow his team became his primary focus as he recognised that through coaching he could have an influence on their thinking, which would then create a winning mindset throughout the company. Gerry successfully won many multimillion dollar contracts during his years at IBM and developed one of the most dynamic and high performance sales teams in the organisation. After so many amazing years with IBM, Gerry felt a need to spread his knowledge further; he wanted to take his incredible coaching skills beyond the boundaries of the company. After a great deal of deliberation, he formally resigned to pursue his passion in coaching. Understanding what a loss Gerry was to the company, IBM encouraged him to continue on as a coach working with key people within the business in a consultancy role. Gerry continues to work with IBM today.

      Gerry’s passion to help others was incredibly inspiring and, for the first time in my life, I felt that I may have found my passion. The ability to use my skills in work and life to help others grow was very exciting. I think many people want to experience the feeling you get when you make a difference in other people’s lives, and I could see this could be it for me.

      I have always been a believer that to be able to help someone truly, having had similar experiences allows you to understand at a different level. Knowing this, my first instinct was to get Gerry to coach me, so I could experience what it was like to be coached. Although I had no idea what I was in for, there was a sense of great excitement. It was the first time for a long time that I had put myself in an uncomfortable place. Later, I would learn that this feeling of being uncomfortable is the point where things begin to change. It’s the place where most people stop and retract into a place of comfort and safety. However, if we want to bring new and exciting experiences into our lives, we must accept the fact that we need to get a little bit uncomfortable. The lessons I learnt during my time as a coachee were invaluable and today they continue to support my clients through their own personal journey.

      My four BIG lessons

      Lesson 1

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