(Video Transcript - lightly edited for clarity)
We all plateau at one time or another, what does that mean?
Let me tell you a story about one of my clients who plateaued no matter what he did prior to coaching with me. He calls me up and says “Bob, want to hire you to coach me. We've talked for the last three years. I've never hired you because I thought your fees were ridiculous. I've been stuck around 250 transactions a year for the last three years, can you help me get to 300?”
Well, this was on December 16th of that year and I said “I'll tell you what, I'll agree to coach you if you agree to have a goal next year of 350.” So before December 7th of the following year his general manager calls me to thank me, they just closed 357 units.
Why do people plateau? Their dreams aren't big enough. How big is big, how big do you want to get? I always say you enough is enough when it starts affecting your personal life.
My coaching style has no brakes, we only ease our foot off the gas if we see plateauing. Then we find out what's causing the plateau and if you're selling north of 200 properties generally it's going to be because you don't have the right people in place, or you're not doing the proper tracking.
Plateauing has many different root causes that you must understand, and when you have plateaued please speak to somebody about it, but be very open and honest about it. Some people are afraid to sell a lot of homes, this is where I go back and say “If it's not affecting your personal life why would you care how many homes you sold?”
I don't think anybody should work more than 50 hours a week. I have clients working ten hours a week selling 800 homes a year. How do they do it? They became a master of time management and a master of delegation, so plateauing is sometimes you being too much of a control freak, wanting to do everything yourself and you're causing your own stress
If you feel you have plateaued, just take a sheet of paper write down what is it that you feel you've plateaued. I'm stuck in production, I'm working too many hours, my family says they never see me, those are all things that can cause you to plateau. Then start focusing on the solution.
I always say focus on the positive and the solution and you will never plateau.