Today, a week into the new year I wanted to recap 2016 for me.
I've seen so many people complaining about 2016 being the worst. And they can't wait for 2016 to be over.
From my perspective, to blame a year for something negates any positives that happened to you or by you. And to throw that much shade on a year, to not acknowledge the good, what you're proud of or grateful for, in my book... is setting yourself up to make next year even worse. You're going to get more of the same.
So in being some what hypocritical I'm going to say 2016 was the GREATEST YEAR OF MY ENTIRE LIFE.
4. In relation to my last email (the one below) I started running and ran my first 5K with Katherine on Thanksgiving day. She also started running this year. Neither of us were "runners" before this year.
In fact, when I committed to getting into shape in April/Mayish of this year, I could barely walk a mile at a brisk pace without getting shin-splits.
5. We paid off a mortgage and now own a property FREE & CLEAR. This is an incredible feeling. It was a huge goal. A huge accomplishment. And does so many things for us emotionally and financially.
I'd love to hear why 2016 was awesome for you. Contact me and let me know.
If however you hated 2016 and you can't find any good in it, don't bother emailing my back. Just put that up on Facebook. I think that's the appropriate place for it. ;)
Happy New Year! Darin Persinger
PS: By the way, you don't NEED to be negative or complain on Facebook. Look at my wall. You'd have to go back over 2 years probably to find anything negative.
The world doesn't need more negativity. And do you know the worst thing about posting or sharing something negative on Facebook?
It's permanent. It's like a tattoo. It's not just a thought or even something you said out loud.
That negativity is now documented and stays in the world forever.
The first session of the program starts off with mindset, or what I call Mindset Getter.
The entire session is about getting your mindset right. Setting yourself up for success. Eliminating negative beliefs and ideas that hold you back. Overcoming fear and how to stop procrastinating.
You know, that kind of stuff that either you think is silly or just can't get enough of.
Here's the thing about mindset, it's not something you have or you don't.
Everyone has a mindset. A mindset about everything. Some people have a mindset that serves them in their goals. Some people have a mindset that hinders them.
I'm not sure where mindset comes from. I don't know if it's a nature vs nurture thing. And candidly, I don't care about discovering which it is. I just need to understand that mindset is something that is. And your mindset can either serve you in a positive way and help your progress feel easy and elegant. Or your mindset can hinder you and it can make things feel like a grind.
Another thing I know about mindset and why I know it matters, not only do successful CEO's talk about mindset but sports psychology for top performing athletes is becoming vital.
THINK and REFLECT on that for a moment.
CEO's focused on products, services, business strategy and profit put importance on mindset. AND athletes who perform with their body are now putting emphasis on their mental game.
Here's a video with Pete Carroll, coach for the Seattle Seahawks and the sports psychologist, Michael Gervais. Pete brought Michael in to work with the Seahawks on their mindset.
Here's a video of CEO's talk about the importance of mindset:
The reason why I believe that you have to front-load with Mindset is: the wrong Mindset is going to pop up sooner or later. It's not a matter of will it? It's a question of "When?"
I've heard physical trainers and nutritionists say the reason why people yo-yo in their weight is they truly don't see themselves as a thin, fit, athletic person.
When someone reaches their goal weight and fitness goals, they don't see themselves as this new person.
They still see themselves as the person that was out of shape. Thus it becomes a self-fulfilling prophecy. They put the weight back on.
It Starts With Right Mindset
You can try to ignore Mindset as the first step. You can say it takes too long. You don't have the time.
My response would be, anything else takes longer.
Don't get me wrong. Action matters.
You can't just sit around thinking, reflecting and analyzing. You have to get moving.
But if you're taking the wrong first steps, you're just wasting resources.
Ramit Sethi talks about front-loading in the aspect of generating business ideas. But the idea is still the same. Front-loading on the right things actually saves you time, money and effort.
"A Big Why is about having a purpose, a mission, or a need, that in turn gives you focus."
Or Micheal Gerber, the author of the book for business owners called " The E-Myth" calls it your Primary Aim.
When it came to losing weight and getting in better shape, the things that I stacked on the scale to tip motivation in the right direction was: having a healthy shoulder again, sleeping better, feeling better, being able to fit into my clothes again, increase in energy, being able to play with Morgan now, and later.
These and a few other things started my motivation. But, it's easy to get motivated. It's harder to stay motivated. That's why you need to keep stacking.
See, last October I finally went to a physical therapist for my shoulder that had been bothering me for over a year.
Long story short, she was concerned with the amount of scar tissue my shoulders, back and neck had (pretty sure it's via wakeboarding). Her second concern was my weight. She said we could try to relieve the pain, but if I don't lose some fat and add some muscle, this chronic pain will be forever and only get worse as I get older.
(Not Katherine's fault... I had gained about 40 lbs since we first met.)
My desire to lose some weight or get more fit is not for vanity.
58 is only 20 years away for me. Morgan will only be 21ish. If my body keeps falling apart at the same rate from 18 to 38 on my way to 58 - it will not be good.
After some half-committed effort I came home a few months ago after an AHA moment (another thing to stack on the scale) and told Kat that my health had to be the priority. Since then I'm down about 30 pounds. No specific, crazy diet that I can't stick too. Just eating healthier and really watching portions. Doing a bit of activity, not enough, but not too much to reinjure my shoulder and way more than I was.
The weight loss is slowing down a bit, but this video by Mike Vacanti, an online fitness coach, really re-inspires me. I hope it will inspire you or someone you know and that motivation is found.
It's called Why Fitness Actually Matters.
Finding and consuming content like this stacks the motivation scale for me to keep me motivated and moving in the right direction.
I was up early this morning with Morgan (cuz that's what mornings look like now) and I decided to check out Daredevil on Netflix. A bit darker and edgier than other Marvel shows/movies right now, but I want to save my thoughts about Daredevil for now...
First, let me go back in time and share with an old email and a portion of my book 5 Levels of Success.....
Marveling at marvelous mistakes in Marvel’s movie – The Avengers
It’s wonderfully interesting to me…
I’ll get emails from people yelling at me about spelling errors, grammar errors, and how else I’m in error. For example, the other week I got an email and all it said was… “Why can’t you write in proper english!”
Today’s lesson is… You can either create or you can critique. Did you see the Marvel’s movie, “The Avengers”? If not, you’re probably the only one. The Avengers had the biggest box office opening in history. So Avengers made more money on that opening weekend vs any other movie. It is also currently the #3 money maker movie of all time domestic and worldwide.
It was the fastest movie to ever gross $500 million It is #1 for opening week earnings even when adjusted. Meaning looking at inflation and movie ticket prices over time.
That’s pretty marvelous, wouldn’t you agree?
Joss Whedon, the writer and director of the film created something special.
Here’s the real kicker… As a sci-fi nerd I came across a blog post the other night titled.. “THE AVENGERS Is The Most Mistake Filled Movie Of 2012? It goes on to point out 15 mistakes the movie makes, such as…
Factual error: The video game company NAMCO Bandai is misspelled twice as “NAMECO Bandai” in the end credits.
Continuity: Just after Dr. Banner asks Nick Fury how many spectrometers the Helicarrier has access to, he takes off his jacket, rolls it up, and puts it under his arm. In the next shot, the jacket is suddenly draped over his arm.
Audio problem: When Bruce Banner meets Natasha Romanoff for the first time in Calcutta, there’s a shot from behind her where Natasha is heard talking but her reflection in the small mirror behind Bruce isn’t.
Who do think is enjoying life more right now… all the people involved in creating the biggest box office opener of all time OR… the people that created this list calling the movie the most mistake filled of the year?
You can either create or you can critique… And this doesn’t just come down to you critiquing my work, or others work. What this is really about is how much time, energy and money are you wasting critiquing YOUR work?
You are paralyzing yourself in perfection and doubts.
But it’s up to you, you can either create or you can critique. You are always going to have your critics, just don’t be one yourself. If you are done critiquing and ready to start creating…
Focus on seller listings or buyers, As a Realtor? You two businesses, generating buyer leads and seller leads. Right now, you have a choice to make. Which part of your real estate business is going to get your time, energy and money? If you are not leading with getting Seller Leads, I think you're crazy.
I know this might sound crazy, especially if you are new around here, and especially if you are not on my email list, but hear me out.
You will learn a few things and we'll have some fun along the way.
Don't worry, I'm not suggesting that you take up a lightsaber or get yourself into a podrace.
You'll learn how you can bump up your #real estate lead generation... which can lead to some extra transactions and commission dollars along the way.
You must unlearn what you have learned
The reality is, there is a lot of misinformation, outdated information and untested theories when it comes to #lead generation and online marketing.
If your idea of a lead generation strategy is posting and commenting on facebook and your internet marketing consists of only have a page on broker's website with no specific traffic getting strategies, we have a lot of work to do.
Let me know if this sounds familiar:
Spend 30-45 minutes on Facebook in the morning
Click over to your email and weed through a few emails
Go over to a few of your favorite websites and "Pin" a few things
Check your Google Analytics
Head back to Facebook to see if you missed anything
Stare at your CRM, decide you don't feel like calling these people because it's been so long since you talked to them last
Walk out to coffee pot for a refill
Jump on to a webinar to learn about the "latest" lead generation strategy
Drop into your favorite #Facebook Group and post a question asking how everyone is generating their leads.
Finally publish that blog post on the new local cupcake shop
You might think being online will bring you buyer leads, that time "hanging out with your sphere" on Facebook will lead to referrals and joining all those webinars and watching the videos helps you stay innovative and ahead of the game. Young padowan, you have much to learn.
You must start by forgetting what you think you know. Unlearn what you've learned. (Unless it's from me. ;) )
Find your Yoda
Every Hero has a Mentor. And you are the Hero of this Story.
Obi-Wan had #Qui-Gon Jinn. Luke had Yoda. A Mentor gives you guidance on your journey, helps you with limiting beliefs and pushes you to be better than you thought you could be.
They've already been there and done that, so they can seriously accelerate your learning process versus you trying to learn it on your own through trial and error.
Reading a book or taking a class is great, but it's generalized information. A mentor can customize and personalize it for you.
You need to find your own Yoda.
If you want to lower your golf score, find a local golf pro or someone that has a low handicap. If you want to eat better, find a nutritionist and learn how to grocery shop and prepare a few meals. If you want to make sure you're exercising with the right intensity and proper form, find a great personal trainer. If you want to generate more #real estate leads, talk to an agent in your office or company that is generating massive amounts of leads.
In the original #Star Wars film, the #Force is first described by Jedi Master #Obi-Wan Kenobi as an energy field created by all living things, that surrounds and penetrates living beings and binds the galaxy together. When becoming a Jedi lead generator, you need to learn the ways of the Force and understand how everything in your life, business and world is interconnected:
Drinking too much caffeine can affect your ability to focus.
Your poor sleeping habits can and will affect your energy level.
Having alerts on your phone or computer for new email or Facebook messages can distract you and take you out of your flow.
Reading a negative email in the morning can put in you a bad mood for the day.
Not time blocking your To-Do List can lead to not getting your Top Priorities done.
Being "too busy" coordinating transactions to lead generate.
Marketing a great listing will lead to a new buyer lead.
Working with a great client who gives you referrals to other great clients.
The Force binds everything together. One thing going wrong can cause a "disturbance in the force". You need to identify your priorities, find a balance in rest, and focus on Consistent-Focused-Action that are connected to your goals. And everything is connected. And everything you do and how you respond to everything that happens affects everything else.
Recognizing this will change your life and business. Showing discipline in one area can carry over as a positive into other areas.
For example, the better you manage your time, the more leads you can generate. It really works like that.
You might think you have a lead generation problem, but what you really have is a time management problem. You might wish you could be more productive and get more done, but what you really have is a limiting belief and mindset problem. The Force is always there, just depends if it is the darkside or lightside.
Control your emotions
"Control, control. You must learn control." - Yoda
"Fear leads to anger, anger leads to hate, hate leads to suffering." - Yoda
Yoda is telling you to recognize your emotions and get them under control. Most people don’t realize when they are angry that there is another emotion causing that anger. Knowing this is the first step to owning your emotions.
Let’s first take a look at things that cause failing businesses, poor business practices, frustration and burnout.
Emotions and ego.
When you make business decisions based on emotions or ego, you are almost certainly setting yourself up for failure, sooner or later. When you make decisions based on emotions, instead of relying on metrics, you are letting your fear of failure or rejection or desire to please people, run your business.
What this means is when you get a complaint from a small percentage of people, you're listening. Instead of looking at numbers that matter, you are listening to people who don’t. These are people that are probably never going to buy from you, sell with you, refer you, recommend you and are just perpetually unhappy in their own life.
That’s why, I don’t care about unsubscribes from my email list, and you shouldn’t either.
Emotional Business Owners concern themselves with making people feel comfortable and not offended. Success Business Owners help people get the results they desire.
For example, “How do I stop getting unsubscribes?" is such the wrong mindset to have, but so many people do. This prevents them from even getting started with email marketing or effective follow up.
Do you know how to make sure you never strike out at the plate?
Don't ever step up to bat.
Do you know how to make sure you never miss a shot?
Don't ever take one.
Do you know how to make sure you never have an omelet?
Don't ever break any eggs.
If you want to do effective marketing, prospecting and lead generating, you are going to lose some people along the way. The key word in that last sentence was effective. Thus the reason I italicized it. It would be a mistake to make your objective be to make sure no one unsubscribes from your email list. That is operating your email marketing from emotion.
My emails that make the most sales ALSO have the highest unsubscribe rate. My emails that get the most replies of gratitude and thanks ALSO get the most hate mail and unsubscribes.
Email marketing is like business. It's not for people that want to play it safe and can't deal with rejection. Your marketing, business development, lead generation and lead conversion can’t be driven by the few that complain or even the few that “tell you” you are awesome. You’re letting your emotions and ego run things. The only thing that matters is the result.
Do people take action on your marketing?
Are you generating leads? Are you capturing leads?
Are you people signing up on your website?
Are you getting referrals?
These metrics are the true feedback, not the the person that feels you are too “salesy".
What I’ve been talking about here is negative feedback causing you to making decisions with your emotions. Positive feedback can cause poor decision making also. TIm Ferriss writes in his book,“The 4 Hour Work Week” about testing products.
“Ask ten people if they would buy your product. Then tell those who said “yes” that you have ten units in your car and ask them to buy. The initial positive responses, given by people who to be liked and aim to please, become polite refusals as soon as real money is at stake. To get an accurate indicator of commercial viability, don’t ask people if they would buy -- ask them to buy. The response to the second is the only one that matters.”
Decision making on #lead generation strategies and systems need to be made on metrics, and enough of them. Not emotions, negative or positive.
Don’t go crazy and let your emotions take you over to the Dark side.
That's how Anakin Skywalker became Darth Vadar.
Have A Plan
"This is some rescue. You came in here, but you did you have a plan for getting out?"
Remember the scene when #Luke Skywalker busts into save #Princess Leia? Princess Leia questions their rescue plan. They then find themselves stuck inside a trash compactor with the walls moving in to crush them. Let this serve as lesson that you must have a plan.
“I want to sell more homes” is half-assed. “I want to increase my sales production by 50% in the next 6 months” is a plan.
“I’m going to prospect today" is half-assed. “I am going to call all of yesterday's new leads, call every lead that has been active in the last week and then call 3 people in my sphere today" is a plan.
“I’m want to get better on the phone” is half-assed. “I am going create a script and practice for 15 minutes a day" is a plan.
"I'm going to #generate more leads on my website" is half-assed. "I'm am going to create a traffic generating strategy and make a lead capture offer on each page" is plan.
When you plan ahead, you don't have to make it up as you go along. You don't have to wake up in the morning and wonder what you are going to do today.
When you plan ahead, you reduce your chances of ended up in a trash compactor.
If you want to be a master Jedi, you need to plan out your #lead generation activities (calls, script, objective, etc) before you walk into the office in the morning. Know exactly what you want to achieve.
If you want to be a Jedi, it takes training, being mentored, learning and dedication. There’s no online Jedi webinar you can take. You can’t learn lightsaber skills via some Youtube videos. You don't develop your fighting ability by reading a PDF.
If you’re going to generate more leads, it takes training, being mentored, learning and dedication. And then you have to do. Not just try, but do.
You must implement.
Being a Jedi isn’t a job. It's who they are. Being a real estate agent, a business owner, an entrepreneur, isn't a job. It's who you are.
If Obi-Wan wanted to stop being a Jedi, he couldn’t walk up to Yoda and say “here's my letter of resignation.” He is a Jedi, and that will never change. Even when he is living in a cave on Tatooine, he is still a Jedi.
You need to take this committed mindset with your path as a real estate agent and business owner.
Do or Do Not. There is No Try
This isn't just one of my favorite quotes from the Star Wars franchise, it's one of my favorite quotes ever. About anything.
Think it's a stupid movie quote and doesn't make any sense?
Do this... Is there pen or pencil nearby? Try to pick it up.
Or if you're reading this on a phone or tablet, try to put your phone or tablet down.
Did you or did you not pick up the pen or put down the phone/tablet?
You can't try to do something. You do or you don't.
And this is what Master Yoda is saying to Luke, "Hey Luke, You can either lift that x-wing out of the swamp, or you can’t."
You can either drive traffic to your website and convert it, or you can’t. You can either pick up the phone and call your sphere, or you can’t. You can either write copy that gives people clarity and compels them to take action, or you can't.
Every January, agents start off the year with some goals and good intentions. Sure, they try to make some calls for a couple of weeks. They try calling some expireds. They try holding an open house or two. They try to put together a newsletter.
But it gets hard, or boring. They run into roadblocks, or rejection. Urgent things and emergencies show up to distract them and pull them off course.
A Jedi is 100% committed. They are a Jedi. You have to be 100% committed to lead generation. Do just try. Do.
Now, I’m not saying you have to start prospecting for three hours a day. Or that you have to door knock 100 homes a day. Or that you have to make a 100 contacts a week and ask, "Who do you know who...".
Instead, you need to pick one lead generation strategy this month, look to enhance it, systemize it and do it. And/Or give you one tactic or activity that you know deep down is not working. If it's not bringing you leads, or closings, quit it. (And you know what it is, even if the EXsperts and GoRubes are telling you to do it)
As Obi-Wan asked, "Who’s the more foolish? The fool, or the fool who follows him?"
Then next month, continue to work on it while you pick another lead generation strategy to implement it, enhance it and systemize it. Just one thing a month and then focus on doing it and being consistent every day without fail.
Give up a social media platform - Between Facebook, Twitter, Google +, Pinterest, Instagram, etc. There is probably one of those that you can give up to get back some time and reinvest that time somewhere else.
Remove yourself from one Facebook Group - There is probably at least one Facebook Group that not only sucks your time, but your energy and emotions because of the constant debate and disagreement that goes on.
Work on Connecting with 1 Sphere a Day - Eventually, work towards connecting with 3.
Think Bigger because size does not matter
After Luke uses The Force to move some stones around, he attempts to move the X-wing out of the swamp. He fails and whines, "Master, moving stones around is one thing. This is totally different."
Yoda responds, "NO! No different. Only different in your mind."
What Yoda is trying to do is shift the mindset of Luke and get him to realize that if you can do one thing, you can do another. Just because the stones are small and ship is large, what's the difference?
Luke: I can't. It's too big!
Yoda: Size matters not. Look at me. Judge me by my size, do you? Hmm? Hmm.
If you can do one thing, why can't you do another? This is what I talk about when I talk about 10x your business.
If you can do one transaction, why can't you do 10? And if you can do 10 transactions, why can't you do 100?
If your mindset is "because 100 transactions is too big" or "doing 100 transactions is totally different than doing 10", stop.
It's only different in your mind.
After Yoda raises the X-wing out of the swamp, Luke goes to Yoda wide eyed and tells him, "I don't believe it."
Yoda responds, "That is why you fail."
May the Force be with you
So there you go. You now know how to move from padawan to Jedi Master. How The Force can help you start to generate more real #estate leads.
If you need a Mentor, aka a "coach" to work with you and help you "do", let's talk.
I'll leave you with this thought from Qui-Gon Jinn.
Over the past couple of years, as the real estate market has started to uptick, I’ve noticed a crazy increase in the number of emails from Realtors that are looking to increase their #sales, production and commission dollars. Many real estate agents are feeling better about the market, their business and have some confidence that they can now grow their sales, not just maintain.
*Sidenote - there is nothing wrong with this, but the reality is that there is never a bad time to grow your business, if you have identified a great niche or market segment, are utilizing great marketing, taking calculated risks and using measurable control in your expenses.
Although I’ve spent the past eight years helping agents with increasing sales and productivity with online marketing and email marketing through , I was originally licensed in 1997 and started managing and leading agents and brokerages in 2001. The experience, time on task, sure volume of transactions I’ve been involved with, the number of Realtors I’ve personally worked with, I’ve seen the art and science of selling more homes and increasing your production. And with that, have developed the Persinger Real Estate Productivity Philosophy for this….
If you are a real estate agent and struggle to sell enough homes to make “ends meet”, this post is for you.
If you are a successful Realtor, but hit a plateau and are interested in taking your sales to the next level, a lot of the same advice will apply (and we even have an entire section for you that explains any differences).
If you are a rookie real estate agent and new to sales, keep reading. I guarantee you’ll learn something.
To me, increasing sales, productivity and profit is more than just the pursuit of making more money – though there’s nothing wrong with that. It’s about being better, the next best version of yourself (version 2.0 or perhaps Version 8.7), confidence in your ability and providing more clients with exceptional service, so they aren’t having to work with shitty, slimy real estate agents. And no matter how badly you want it be this way, simply being a “better agent” does not lead to an increase in sales and production.
Stop complaining that other agents need to raise the bar. Or that you are a "better agent". Or that those "guarantees" the jerk agents offer are a lie or bait and switch. Stop whining about how you know more about contracts or addenda. Posting in a Facebook group about how bad the realtors in your local market place won't help either, so stop that too.
"What would you do if, magically and suddenly, you woke up tomorrow and your business had doubled?
Hit reply and let me know.
I was shocked by the responses. But it gave me great insight to the mindset, limiting beliefs and personal constraints many agents put on themselves.
A word that was actually used a number of times in the responses was "Panic."
Now isn't that interesting?
And in reality about 50% of the responses involved similar responses that I would put in the category of "Panic, Freakout".
What this tells me: just as many real estate agents have a Fear of Success as those who have a Fear of Failure.
You have to get real with yourself here for a moment...
Are you the type of person that has a Fear of Success?
Are you afraid your business could be "too big?"
Which leads to one of the biggest, greatest, scariest myths when it comes to increasing your #sales production.
Myth: If I sold more homes I would be working harder and more hours.
This is a biggest myth about increasing sales production. Some people actually believe the more successful you become, the more time and effort it will take, and the less freedom you will have.
Think about it... if you are working 50 hours a week right now to make $100,000, do you really think you have to work 100 hours a week to increase your income to $200,000? And then would you have to work 200 hours a week to increase your income to $400,000?
That's obviously crazy. Any time you connect hours worked to your success you are setting up the wrong equation. The trick is not to try to apply more time or effort to the equation but to think of the equation differently. Like how effective direct response marketing is and how it adds a huge leverage piece.
The Reality: Everyone has the same amount of time, and hard work is simply hard work. As a result, what you do in the time worked determines how many homes you sell and if you can increase your sales production. (This right here sums up the secret to increasing your sales production. Time to deep dive into this.)
There are a bunch of related myths when it comes to time and "working harder".
Myth: I'm already too busy.
Reality: Being too busy and not having time is having a lack of priorities.
Myth: I use technology to be efficient and get more done.
Reality: You can be efficient without doing anything that is effective. Or as Peter Drucker said, "There is nothing so useless as doing efficiently that which should not be done at all."
Myth: Everything is important and needs to get done.
Reality: The 80/20 Rule rules everything. Stop ignoring it. Stop forgetting about it.
Recently, some coaching clients shared with me they are not making more money.
They have been working with me for some time, but they have not started making a considerable amount of more money.
That's a problem, huh?
Well, not according to them, or to me.
(They are a husband and wife team)
When they first started working with me, they were working about 125 combined hours a week. They had all sorts of things going on in their business. They were doing social media, had even hired a social media manager. They were calling expireds, sometimes door knocking them. They worried about blog content and their Facebook updates. They had a distressed homeowners website they tried to upkeep.
They were bouncing all around like a jack-rabbit, on crack, on a hot stove.
But now they are working about 90 hours a week. They went from 125 hours a week combined, to 90 hours a week.
That is 35 hours less a week working.
That's like getting back an entire work week, every week.
An extra 4 weeks a month.
An extra 50 weeks a year.
They might not be making more money, but they created an extra year, every year for themselves.
Does business really need to be a 24/7 thing?
Do you really need to miss out on your kids events and time with them?
Do you really not have to have a social life with neighbors, friends and family and resort to "social media" as your actual "social life"?
Success comes in many shapes and forms.
You decide what you want it to be.
You have to be proactive in all of this though. Your business, your sales, your relationships, your production, etc. You have to be intentional and purposeful.
Or you suffer the consequences… I have no hard data to back this up, but I’ve heard a rumor that real estate agents suffer from double the divorce rate. And I’ve heard Jon Taffer from the TV show, Bar Rescue say that the divorce rate is 82% for married business owners.
Let’s try to make sense of those numbers for a moment.
(You might be wondering what divorce has to do with selling more homes, right? Everything. You can’t give focus to your work, when there is chaos at home. When you can’t give focus, you won’t be able to grow your business. Well, you could. But you would be doing it at the risk of your marriage, personal life and probably your health. That goes against what being a Productivity Junkie is about.)
To understand these numbers, it would help to know what causes divorce.
You hear money problems cause divorce right? So, if you are struggling in your business, that stress on you and your spouse, leads to further frustrations and arguments.
Being a business owner often leads to working odd hours. This holds doubly true for real estate agents. You are showing property at night, going out for listing appointments on Saturday and holding open houses on Sunday. Lack of personal time with and support from a spouse often leads to divorce. You gotta keep the romance alive. Hard to do if you are never together.
I’m a fan of dogged determination and 100% desire to succeed, but if you are doing it wrong, it could have a backlash on your home life, personal life and even your health.
Today’s article outlines the three most important things I’ve learned and observed about increasing sales over the past 17+ years in real estate, sales and business.
Your time is the most important thing
Neil A. Fiore said, “There’s a myth that time is money. In fact, time is more precious than money. It’s a nonrenewable resource. Once you’ve spent it, and if you’ve spent it badly, it’s gone forever.”
If you are trying to grow you business, how you use your time will account for 80-90% of your successes or failures.
What that means: you’d be better off working on less things, instead of trying to do more.
The reality is: Brute force only works so well, for so long. And if you are focused only on increasing your sales, chances are you're going to do it wrong. You are going work harder, work longer and try to do more. I’ve seen so many agents fail going this route.
They decide that they want to sell more and increase their production. They decide they just need to work harder, put in more hours and put more on their plate. This just leads you to overwhelm, frustration and burnout. Maybe you’ve been there? Or are currently there?
When I get emails from people who explain the fact that they can’t find any more time in the day, but the really want to know how to sell more or they ask me what apps, software or technology they should be using to be more productive, I always first ask about the person’s daily schedule. And more often than not, that person proudly tells me how hard they working, how busy they are, but undoubtedly their schedule is not consistent. It's usually very random. It’s not scheduled, structured or time blocked. It’s not proactive, it’s reactive. It’s not focused on the Impact Activities, Important Activities or High Dollar Producing Activities. It’s bouncing from what is currently urgent to the latest emergency.
Here’s the truth: If you are not growing your sales, you are not focused on the right activities and not managing your time effectively.
Some more truth: You are overwhelmed and struggle to get things done for the most simple of reasons…
… because today’s world is full of distractions, technology can be disorienting, your calendar and to-do list has become cluttered and you’re frustrated that you can’t take advantage of every opportunity that comes your way.
And it’s not really your fault. Not 100% at least.
You are being bombarded with the idea that technology or some app is going to make you more productive or increase your sales. Your brokerage, or your local MLS board is bringing in speakers giving you a presentation like, "The 40 Must-Have Apps To Increase Your Productivity."
If there are 40 Must-Haves of anything, then none of them can be that amazing. And all the wasted time it takes to download, learn and use is just obscene. Think about it… how many apps do you have on your phone or tablet? Even if you spent just one minute a day using each, how much time are you spending using it?
If you are spending 40-60 minutes in technology and apps to try to become more productive... do you see the problem here?
Your business isn’t growing because of your lack of tech savviness, that’s another myth.
To grow your business you simply have to start doing the right things. This means doing less, not more.
Doing more of the right things.
The Productivity Junkies Philosophy of “Selling More, By Doing Less.”
I had a #real estate coaching client send me this video. They told me it reminds them of coaching with me.
“The less you do, the more you do.”
Think closely about what I’m about to tell you, since it’s going to change the way you think about getting things done, productivity, selling more homes and making more money.
FOCUS is more powerful than any technology or tool, because the things that you focus on can either make you successful or cause you to fail.
The elimination of things from your schedule or to-do list that aren’t truly important or impactful is more powerful than any technology or tool. This is true because there are only so many hours in day. Everyone is given the same amount of time , what you do with it is the difference between selling more or getting burnt out.
Working More Hours Does NOT Work
The reason you cannot #increase productivity by working more hours is because you will just fill up the hours with more activities, tasks and projects.
By working more hours… by sacrificing more time… you simply are working more and longer. Working more hours in a day or week doesn’t equate to success.
As Tim Ferriss says about productivity in his best-selling book, The 4-Hour Work Week…
“…our culture tends to reward personal sacrifice instead of personal productivity. Few people choose to measure the results of their actions and thus measure their contribution in time. More time equals more self-worth and more reinforcement from those above and around them.
Before you start trying to do more transactions, I want to you cut back the hours you are working.
Yes. You heard that right. Cut back. Do less.
What you are doing here is you are finding your pace. Once you find your pace and you get comfortable with it, you can start to increase it.
Business and sales is not the only place this works by the way. For example, when trying to lose weight, it makes the most sense to get your diet right first. Start with healthy eating habits BEFORE starting an exercise routine. Why? Well, diet makes up 80- 90% of the success in losing weight. And if you start exercising first, your body is going to go into shock, wondering what is going on and desire more calories, because of this new stress of exercising is putting on it.
It's about priorities.
Now, for every person, the number of hours you are going to cut back to is different:
For some people, you might be working 10 hours a week.
For others, it might be a 30 hour work week.
For a rookie, it still might be about working 60+ hours a week, because you need to develop sales skills, learn about the industry and get educated about your market.
Now, you might be thinking “there’s no way I can cut back on the hours I'm working, Darin! I have too much to do!”
You have a choice here... continue to let that reactive thinking control you, your actions, your results and your income. Or bust that personal constraint and realize the reality: NOT all activities have equal importance.
Depending on your background you are bringing some baggage with you into this career.
If you were an hourly employee before, you are most likely thinking about trading time for dollars. But that's not the way real estate works. You get paid for a result.
If you were a salaried employee, you might be thinking about tasks and projects. Again, the way you get paid in real estate is if you get a house sold, not if you complete a bunch of projects by doing a bunch of tasks really well and really efficiently.
What you must keep in mind is you are not punching a clock anymore. You don’t get paid time and a half for overtime. You don’t have to impress your boss anymore. You are not climbing a company ladder.
You are the boss!
Track It, Measure It, Increase It
I'm a big fan of tracking and measuring when it comes to your sales and marketing. You need to know your numbers. It should not come as a surprise to you then, I'm a big fan of tracking and measuring your time, since I feel time is even more important than money.
The reality is a lot of people UNDERestimate where and how they spend their time. I'm going to give you an exercise in a moment about how to track your time, because you have to do this in a very specific way. It's not just about writing down what you did. It's about knowing how you are spending your time is connected to your goal of increasing your business.
The PJ's Productivity Model has 6 different areas that your activities could fall in to. Let's start at the bottom and work our way up.
1. Useless Activities
These are activities that don't contribute in any way to you growing your business or making more money. You know things like Candy Crush, watching that cat video, going to yet another webinar on something you already know, but still have NOT implemented. If you are brutally honest, I know you will find a few of these in your day.
2. Urgent Activities
These are things that you are usually going to find in your email or voicemail. They are activities that is someone elses To-Do List for you, not the To-Do List you created for yourself. They are not planned or scheduled, but you do it NOW anyways.
3. Emergency Activities
Now, up to this point you might be thinking to yourself, "Damn, this Darin guy is cold. He must be a Time Robot, or Productivity Cyborg, or something. He's like a bulldozer through excuses." I wouldn't say that is 100% true, because I do live in hard cold truth of reality, this is why I share what I share and the way I do. Because of this, I understand that you can't always control your schedule, your day or your plan. No plan survives its collision with reality.
An Emergency Activity is something involves the threat of an immediate deadline tied to a decision or outcome involved in something large. This typically means "keeping a contract together".
I'll give you an example from my life...
It was Friday night and the Impractical Jokers where in Seattle. Katherine, my wife, and I love the Impractical Jokers and we had tickets. As we were driving downtown to the show, Katherine was on the phone with a buyer, a home inspector and a listing agent. The inspection contingency deadline was for 9 pm, only 3 hours away and the buyer had some doubts and questions. Now, some trainers and coaches say your 20% is all about lead generation and prospecting and scheduling that at the same time every day so it gets done, but here my wife is 3 hours away from helping her buyer make a very important decision. Is she really supposed to ignore the call and just enjoy her night with me?
You can't do that, can you?
But don't confuse Emergency Activities with Urgent Activities. Urgent Activities usually don't lead to much of a pay off, but the Emergency Activities do. Think of it like the difference between an emergency room and an urgent care center.
Treat severe and life-threatening conditions
Hospital emergency rooms have specially trained doctors, paramedics, nurses, and other support staff that can recognize, diagnose and make recommendations on a wide variety of medical issues
Emergency rooms are open 24 hours a day, seven days a week
Urgent Care Centers:
Focus on diagnosing and treating conditions that aren’t life-threatening yet they need to be taken care of right away
Offer quality care on a walk-in basis
4. Low Dollar Producing Activities
These are the activities that you could hire, outsource or delegate for cost substantially lower than what your average dollar per hour income is.
5. High Dollar Producing Activities
The things that get you actually get paid for like getting referrals, buyers, sellers, lead conversion, appointments and contracts.
6. Impact Activities
This is taking time to truly work "On" your business. Creating strategies for your High Dollar Producing Activities. Creating systems for your business. Finding, training and developing the people who help you in the growth of your business.
Tracking Your Activities
So, track your time and activities over a few days, or a week to get a general idea of how you are truly spending your time.
The reason why the PJ's Productivity Model is colored is to make it simple to track on your calendar.
You're not going to write down every little exact thing you did. You are simply going to mark a chunk of time with a color. It's best to get some highlighters to do this easily and correctly.
If you are thinking you don't have the time to do this activity, immediately go back to the top of this blog and start reading again.
If you are thinking that you've done something like this before or this is too corny to do and it's beneath you, that's your problem. Good luck continuing to scramble around in your day to day and enjoy the roller coaster ride you call your income.
Once you have a few days of your activities tracked, you will start to get a clear reality check of how you are spending your time.
If you see any... I repeat any Useless Activities on your schedule, immediately eliminate them.
If you see a lot of Urgent Activities popping up over and over, work on controlling your environment and schedule. Make sure you are getting your High Dollar Producing Activities scheduled first and are following through on them.
If you see yourself doing a lot of Low Dollar Producing Activities, and you can't afford to outsource or hire, determine if they absolutely, completely 100% need to be done. For example, a Member of one of my programs identified that he was spending 4-5 hours a week on twitter, when he combined looking for articles to share, reading them and then actually being on twitter. He eliminated this activity and believe it or not, his business did not suffer from not being on twitter all that time. It actually improved.
Increasing your productivity = increasing your sales
If you want to grow your business, focus on being more productive.
Get great at marketing and conversion
Last but not least, the other important piece to this trifecta of business growth...
Get great at marketing and lead conversion.
The Persinger Business Development Philosophy is: Marketing for leads, prospecting for appointments.
In today's "internet - Do NOT Call List - social media - people seeking out 10.4 sources of information before deciding - world it seems crazy to try Cold Calling as a means of lead generation.
Instead of Cold Calling for leads, you should be getting really good at marketing, to bring the leads to you and then picking up the phone to prospect for appointments.
If you hate picking up the phone to call random people because you're expected to have "X" number of conversations a day, let me tell you a story about how I started my #real estate sales career.
I was the first in to the office in the morning.
I would look up expireds every day.
I would search through the phone book, later on whitepages.com to find phone numbers.
I made countless of calls.
Lots of no answers. Voice mails. And hangups.
It was gruelling.
It was humbling.
A nice way to say it would be that it was character building.
Don't get me wrong, I had success.
But I had to keep showing up. Day in. Day out.
I basically had a high paying telemarketing job.
Once I started to understand business and marketing at a higher level, I started to understand the power of Direct Response Marketing and #Copywriting.
When I say marketing, what I mean is Direct Response Marketing and Copywriting. Developing this skill is truly the first piece of leverage you can add and should add to your business.
You don't have to pick up the phone and call strangers that are on the Do NOT Call list every day. You don't have to deal with all that rejection. You really don't.
Stop being a glorified telemarketer.
Start being the advisor, consultant and Approachable Resource you are and bring the leads to you.
Save your will power for picking up the phone to call all these leads you generate from your marketing or capture on your website to schedule an appointment.
A word about offline marketing: if you think that direct mail is too expensive, it's because you are doing it wrong. You are most likely doing branding and not focused on Direct Response. Direct Response is about having a clear concise message with a compelling call to action. These are things that I worked with my coaching clients on and I do for the associates at Persinger Group.
A few words on LEAD CONVERSION: There are two ways to convert leads to appointments. Writing great emails (that comes back to your copywriting) and picking up the phone. That's it. Your lead conversion should be early and often. According to the NAR 2012 Buyer & Seller Report, we know that 66% of Buyers and 65% of Sellers will work with the first agent they talk to. So the objective in your lead conversion is simple. Be the first agent they talk to.
That’s it. It’s not hard. It just comes down to priorities, speed of implementation and taking action.
Common questions and objections
“But I just want to make more money, I don’t care if I have to work more hours.”
Good for you. I admire your gusto. The reality still exists, you only get 24 hours in day just like any of us. Do NOT worry about just making more money. Work on making the same amount of money, doing the same amount of transactions, generating as many leads, referrals appointments as you do now in a significantly shorter time. Once you are doing that, go ahead and put more time in on the High Dollar Producing Activities and increase your hours to the amount you are ok with. The money will follow.
“But I don’t want to do that time management crap or your direct marketing junk, so I’m gonna do _____ instead.”
Awesome, go for it. Give it a month, and see what your numbers do. If your leads are increasing, it looks like you are going to start making more money, it will be consistent and you are happy with the hours you are working, keep on trucking. If not, give the stuff above a shot for a month and see how things go.
“I’m a part-time agent, can I sell more?”
Absolutely. You just need to make sure you’re still time blocking the High Dollar Producing Activities as often as you can. Finding enough time in your week to prospect and lead generate is your biggest challenge. So the PJ's Business Development Philosophy of Marketing for Leads will work better for you anyways. You do face the problem of "#be first" with your lead conversion though. But candidly, I wouldn't sweat it too much. Your competition is almost certainly going to drop the ball or be incredibly slow in their follow-up. So go for it!
“Should I focus generating buyer leads or seller leads?"
If you want to make more money and control your time better, focus on seller leads. When you lead with listings, the listings lead to more leads anyways. For more on Seller Leads, let's talk.
“Do I need to prospect on the phone 3 hours a day?”
Nope. Remember the PG's Biz Dev Philosophy,"Marketing for leads, prospecting for appointments". The TOTAL hours you spend on the phone each day is going to be in direct correlation to how many leads your marketing is generating and the size of your sphere. Now, if your marketing is generating so many leads that you COULD spend 3 hours a day on the phone trying to schedule appointments with leads, that's a different story. Most of my coaching clients conduct their lead conversion calls and sphere calls in a segment of 96 minutes that I call Focus 96.
"I'm already a Top Producer - what's different for me to go to the next level?
Take a look at your time tracker exercise you did. I've yet to work with any agent, no matter the production level that is not doing some Useless and Urgent Activities. Eliminate those immediately. Next, take a look at how much time you are spending in your Impact zone. It's great that you are probably spending a huge majority of time in High Dollar Producing, but chances are, you're spending little, if any time working on Impact Activities. Make a shift to that so you can bring in agents, or marketing coordinators, or lead coordinators to do your High Dollar Producing Activities for you now.
This section is from Lisa Archer, a client who has had tremendous success with growing her business.
18 months ago I said the dumbest thing in the world to Darin. I said I have too many leads to handle. Now, I run a team of over 20 agents and we are still growing. We have written 164 offers in last 3 weeks. Where would I be without him? Likely still showing every night, every weekend and not enjoying my family. I thank God for my big mouth and for coaching with Darin.”
Darin is a KICK ASS coach, motivator and a genius.
Yes, he has a mind that is incredible.
I feel that Darin is vested in my success both personally and professionally. He is a dear friend and I am excited we are now partners.
- Lisa Archer
CEO/Broker at Team Ludlow Realty
Co-Founder of The Geeky Girls
No matter what you chose, to follow my Philosophy or another coach, the key is to get your mindset right by not fearing success, prioritize the right activities and develop and enhance your direct response marketing, copywriting and lead conversion skills. Stop worrying about the small details, the technology or the apps and just make sure you are making progress.
How Else I Can Help
This is a beast of an article, and your head probably hurts at this point, but I want to make one last point.
Most people would rather debate what they think they know instead of implementing what it is they do know. People also love to debate minutiae.
Ramit Sethi writes on his blog, Iwillteachyoutoberich.com:
If you’re below the age of 125, you have heard people saying one of more of these phrases about losing weight:
Don’t eat before you go to bed because fat doesn’t burn as efficiently
If you cut your carb intake and raise your protein level, you can lose lots of weight quickly
If you eat fruit in the morning, it’s easy on your digestive system and your metabolism will speed up
I always laugh at these things because they’re so absurd. Maybe they’re correct, or maybe not, but that’s not really the point.
The point is that we love to debate minutiae.
We love to debate details at the completely wrong level of analysis.
When it comes to weight loss, 99.99% of people only need to know 2 things: Eat healthier and exercise more. Only Olympic athletes need to know more.
I see this happening more and more with real estate when it comes to things like social media, lead generation, lead conversion, website platforms and ROI.
People want to debate the minutiae of it all. I don’t.
I want productivity.
I don’t want to hear opinions or guesses or theory.
I want to see people implement and get results.
Increase Productivity - Stop debating minutiae
As Ramit puts it,“…we feel like we really expressed ourselves, and it’s a good feeling. The problem is that the feeling is totally illusory when it comes to getting anything done.”
Sounds to me like the opposite of being a Productivity Junkie who wants to grow their business.
- Darin Persinger
PS: Yes, I cover a lot of stuff in this Beginners Guide To Selling More Homes, however, if you want more, if you want to go deeper with the PG's Philosophies or get accountability, let's grab a coffee or beer.
A big bucket of ice cold water in the face of fantasy today.
"No great deed is done by falterers who ask for #certainty." - George Eliot
If you are looking for certainty... you will be wandering the dry barren desert of the 'wasteland of what could have been' for the rest of your life.
Certainty is not for the entrepreneur... it's not for the self-employed... it's not for the #business owner... it's not for the home buyer.
Certainty use to be for those who wanted a JOB. A paycheck every 2 weeks... State, federal, FICO withholding... Here is what you get to live on... Make your dreams, desires and wants fit inside what is left.
But, there is no certainty in the job market in today's world. So even that certainty is gone.
Just like Neo had to realize that there is no spoon in order to bend the spoon.
You have to realize there is no certainty to find certainty.
The annoying thing about marketing and productivity, for most people, is that it is impossible to know ahead of time what is going to work and what's not.
The frustrating thing about the house hunting process, for most people, is that it is is impossible to know ahead of time if the home they find will be "the one", in a great neighborhood, increase greatly in value and not have any issues with it.
The annoying thing for me, is that this in fact exactly what most people want. They want certainty. I can't offer that.
No one can give you certainty.
No one in your facebook group can offer up certainty about whatever [insert productive/service/app here] will work.
But that is what everyone shows up in those facebook groups for... Looking for certainty.
"What do you think about ________?"
"Do you think ___________ will work?"
"Anyone have success with _____________?"
And then what follows is a stream of comments confirming or denying it will work.
There is no certainty to be found there. Why are you still looking?
I can tell you with great confidence if something is good or bad. I can let you know what idea, principle or theory is a good one when it comes to website marketing, lead generation, email marketing, sales letters, etc.
But, even the good ones, don't always work.
It reminds me of the time my Dad was trying to sell his boat at a marina. It wasn't selling. My Dad was getting frustrated and asked the sales manager why it wasn't selling.
The sales manager's response was brilliant...
"You know, I wish I could tell you Lloyd, but the really nice boats just don't seem to be selling right now."
Here is maybe the one piece of certainty I can offer you...
You will fail to achieve better results in #your business if you don't #invest and test. You'll never know if a home is the "right one" if you don't buy it.
One last quote on certainty...
"Doubt is not a pleasant condition, but certainty is absurd." - Voltaire
You might have your doubts about something in your life, but what are you going to do about it?
... continue to look for certainty (that is absurd)? Or invest and test?
If you are going to do something, you might as well make it memorable.
With so much noise in the world today, so many ideas about creating content and marketing for you business... what it ultimately comes down to is how passionate are you about what you are doing and how you are doing it?
Does that passion come through?
Are you simply counting your marketing "touches" or are you leaving an impression on people?
Are you reaching out or making an impact?
Check out this young man giving a speech to incoming freshman that is short... powerful and memorable!
A second point...
This Information Age we live in is tricky...
It's easy to think bad things are always happening...
To feel like violence is up
Or crime is up
Or the world is chaos
... because it's so easy to see all these things. Online, 24 hour news channels, etc.
But reality, you get what you focus on.
There are amazing videos like this online that you wouldn't have been able to see 5 or 10 years ago.
I had an interesting conversation with one of my 1 to 1 coaching clients today...
We talked about how he felt like he wasn't being himself... professionally or personally.
He felt that through training courses and watching other agents around him that he had stopped acting like himself and was trying to be something, someone he wasn't.
And this was causing him unhappiness... not getting to be himself.
I shared with him how I had experienced the same thing at one point.
I was involved in a company that hired me partly because of my "personality". (they had me take a test and everything)
And immediately after hiring me for my personality, they started to train my personality right out of me.
I was told to behave this way in appointments... and to do this and don't do that... ask these questions.... don't talk about this... be this way and don't be that way.
It actually paralyzed me and stressed me out...
... Trying to learn to be someone I wasn't.
Now don't get me wrong... there is nothing wrong in enhancing and optimizing your skill. There is nothing wrong with being the best version of you.
But that's not what I allowed to happen to me. And I say allow, because I'm ultimately responsible for it.
It was nobody's fault but mine.
I allowed this training to strip me of my personality. My personality in it's natural state is what people would call big. I like to be an entertainer. I like being the center of attention. I love telling stories and making people laugh.
This all went away for a few years.
I actually thought, because of the training I was going through, there was something wrong with me.
It changed me professionally and personally.
I actually became more withdrawn in social situations.
To be completely candid with you, there is still some of this training stuck inside me I'm trying to shake. But I'm more myself now then I was 7-8 years a go.
I like to joke. Be silly. I have a dry sense of humor. I'm sarcastic. I have a crazy loud laugh. That's me.
I like socializing again. I'm back to being my natural "sales" style... being a storyteller. (could you tell by my emails that I'm a storyteller? That is a lifetime of training I picked up from my Dad.)
This is what I talked with my client about today. And I shared with him that I made a video about this topic about a year ago.
It has to do with bringing your God-given abilities to what you do... or what I call your X-factor. Don't let me or anyone train or coach you out of that.
The greatest USP you have going for you is you. If you're the best version of you, you have no competition.
It inspires me to see people commit, fight past the #struggle... the desire to quit and give up, but keep at it and still achieve.
The other week I watched a show called Extreme Weight Loss. The host is named #Chris Powell. He specializes in extreme weight loss transformations. And this show was about the first husband and wife he ever worked with at the same time.
In the first 90 days, they did amazing. The had a goal to lose 150 lbs between the both of them.
At their 90-day weigh-in, the wife had lost 75 pounds, and her husband had lost 86 pounds. EPIC WIN!!!
But at their next 90 day weigh in, they didn't quite have the same results.
They were frustrated and complained to Chris...
"We are doing the exact same thing we did the first 90 days. We are still eating clean, we are following the same exercise routine."
Well there's the problem!
Chris explained to them that they no longer had the same body they had the first 90 days. In order to get better results now, they would have to pick up their intensity.
It reminded me so much of what I see in business.
Business owners, #sales people think there is this magically orbit. They just need to get to a comfortable level and coast.
This is what I call a "Death Valley" in business. The gap from one level to the next level in business.
What got you here, won't get you there.
You need to pick up the intensity, but also change your focus on what your priorities are at each level in #your business.
0:02 You can have your results or you can have your excuses
0:37 Why #Darin#Persinger loves excuses
0:52 What Darin does when his clients start to stop themselves from making excuses
1:01 The beauty of excuses
1:24 What should you do if you are always getting distracted
1:39 The problem of not letting excuses come out
1:46 A great quote from Fierce Conversations
So, don't beat yourself up, but don't live in your excuses either.
Simply let your excuses be part of the process of you finding the right solutions.
In the movie The Dark Knight Rises, Bruce Wayne finds himself in a prison underground.
The villain Bane, put him there after he kicked Bruce Waynes butt in a fight. This is a prison that Bane had allegedly been in.
Bruce works on trying to escape.
First by working out and building his body back up after having his back broke in the fight with Bane.
This confuses a couple of prisionsers. They ask, "Why do you build your body back up?"
Bruce says, "to make the jump."
One prisioner responds, "Survival is the spirit. The soul."
Bruce ignores them and keeps working out and attempting to escape.
The only way to escape the prison is to climb the wall. Then at a certain point, you must make a long leap to grasp a piece of the wall. If you don't make this jump, you would surely fall to your death.
So, to make sure he doesn't fall, in case he can't make the jump, Bruce ties a rope around his waste, to catch him.
This happens over and over again. Bruce coming up short on the jump, the rope he is tied to, saving his life.
Finally one night the prisoner says to Bruce...
Prisoner: You do not fear death. You think this makes you strong. It makes you weak.
Prisoner: How can you move faster than possible, fight longer than possible without the most powerful impulses of the spirit: the fear of death.
Bruce: I do fear death. I fear dying here, while my city burns, and there's no one there to save it.
Prisoner: Then make the climb.
Prisoner: As the child did. Without the rope. Then fear will find you again.
My favorite part, the next morning Bruce is packing supplies, water, food into a blanket. He climbs the wall, but this time... No rope to save him.
Fear does not need to be absent of confidence.
Take 3 minutes and 57 seconds to watch this scene...