For years, motivational speakers have touted a Yale study on why people succeed. It’s powerful! Compelling! Too bad it doesn’t exist.
The repertoire of consultants, trainers, and motivational speakers, nothing comes before the power of setting personal goals. And in the annals of personal goal-setting, no story outranks the Yale University Class of 1953.
The story, as told by consultants, goes like this: In 1953, researchers surveyed Yale’s graduating seniors to determine how many of them had specific, written goals for their future. The answer: 3%. Twenty years later, researchers polled the surviving members of the Class of 1953 — and found that the 3% with goals had accumulated more personal financial wealth than the other 97% of the class combined!
It’s a consultant’s dream anecdote: a vivid Ivy League success story that documents the cause-and-effect relationship between goals and personal success. It’s powerful! It’s compelling! It’s also completely untrue — as the Fast Company Consultant Debunking Unit (CDU) found out.
First stop: consultant Jay Rifenbary’s 1995 book, No Excuse!, in which he cites the famous Yale story. Rifenbary couldn’t document the study, but his researchers happily confirmed its proliferation across the consultant landscape: “We’ve attended hundreds of motivational seminars and heard it many times,” say Mike and Marjie Markowski.
The CDU turned next to the reigning guru of personal achievement, chisel-jawed infomercial king Anthony Robbins. There, on page 200 of the 34th printing of his best-seller, Unlimited Power, Robbins writes, “The difference in people’s abilities to fully tap their personal resources is directly affected by their goals. A study of the 1953 graduates of Yale University … ”
To find Robbins’s source, the CDU contacted Robbins Research International (RRI) in La Jolla, California — only to learn that the files concerning Unlimited Power had “met a disastrous end.” RRI referred the CDU to personal effectiveness consultant Brian Tracy, who directed the CDU to the dean of motivational speakers, Zig Ziglar.
Sure enough, in the middle of his best-selling video, Goals, Setting and Achieving Them on Schedule, the evangelical Ziglar drops to his knees and cites — you guessed it — the study of the Class of 1953. “Those 3%,” preaches Ziglar, “accomplished more than the 97% combined who had not set those goals.”
But where had the late Ziglar found the study? It would be hard to pin down, explained a spokesperson from Ziglar’s Dallas headquarters: “Mr. Ziglar was always reading. He read more than two hours a day!” One possible source — “Try Tony Robbins.”
Instead, the CDU went directly to the source: retired lawyer Silas Spengler, secretary of the Class of 1953 since graduation. According to Spengler — who listed his future occupation in the Yale yearbook as “personnel administration following a course of business administration at Harvard,” and who instead went into the navy and then to law school — he never wrote down any personal goals, nor did he and his classmates ever participate in a research study on personal goals.
As further evidence, Spengler provided excerpts from the 1953 yearbook. No one stated personal goals, but most of the graduates predicted their future lines of work.
Finally the CDU went to Yale for the last word on the Class of 1953. Research Associate Beverly Waters reports that articles citing the study in publications as diverse as Dental Economics and Success magazines prompted her to undertake an exhaustive search of Yale alumni archives — where she found no evidence that such a study had ever been conducted. Says Waters, “We are quite confident that the ‘study’ did not take place. We suspect it is a myth.”
Not that hard evidence like that has ever stopped current motivational gurus from using it. From his Solana Beach, California office, consultant Brian Tracy responded to Waters’s findings: “Heard this story originally from Zig Ziglar. If it’s not true it should be.”
So, if the study doesn’t exist does that mean goal setting doesn’t work? Of course not!
Why do some people have dreams they realize while others only have dreams? The people who are making their dreams come true have found a way to turn their dreams into goals and have developed a successful plan that motivates them to achieve those goals.
We don’t need a study to tell us that!
Do you love your job?
Today is our day for focusing on real estate coaching and training and I want to ask you an important question: Do you see real estate as something you have to do or something you get to do?
The answer to this question will play an important part in determining the level of success you achieve in this business. If you love your job and see each day as an opportunity to do something you want to do, your level of success will be extremely high. Don’t like your job, guess how successful you’re going to be?
Oh by the way, there are 15 Fundamentals that you must master if you want to build, grow and operate a successful real estate sales practice.
You can’t love real estate and not master the fundamentals of our business. Your job is not just looking at houses with people and waiting for them to say “I love it, write it up”! Your job is to run a “for profit” real estate business that provides an above average income for you and family and the time to enjoy it by finding ALL of the people in your community who have a need to buy or sell real estate and servicing those needs better than anyone else.
And that’s a pretty good job to have!
Think of all the other jobs out there worse than yours. You probably already had one of those jobs and that’s how you ended up in real estate. You don’t need to love all aspects of your job, but you do have to accept there are parts of your job that have to be done rather you like them or not. (And if you learn to do them effectively you will learn to love that part too!)
17% of the agents now control 83% of the business. Here’s a quick video to remind you of 15 Fundamentals to Building a Successful Real Estate Business .
So I repeat my question to you. Do you love your job?
Real estate coaching and training thought for today: If someone says “they can’t” what they are really saying is “I won’t”!
Have a productive day.
When there are only 24 hours in a day, believing you can achieve an unlimited number of things within that limited time span is an illusion. In our real estate coaching and training programs we teach our team that time and energy are limited so what’s most important is not “doing everything” but “doing what’s most important”. Prioritize your commitments within your limits and do not do that in according to what other people want.
Rejection can be very tricky as it’s important to not hurt the relationship while saying “no”. This is why many people choose to say “yes”, even though it stretches their limits. Conditional “yes” replies are the best ways to go when you’re hesitant to say no. “Yes, I can do this, but only in part” or “Yes, I can do this, but I will not be able to complete this immediately” are simple examples on how to avoid saying no, without hurting.
Do you truly have to say no? There are times when you would truly like to say yes but you’re swamped with work! You can say yes but you can also add that “I would like to help you but….” and if it’s something you do not want to pass up on, suggest a compromise so neither of you will leave empty-handed.
It’s important to stick to your priorities and the process is very simple. Make a list that starts with the top priority, assess the time required and schedule it in your planner. You can start your day going down the list, ticking each task you have completed. Sometimes lists cater to a 48 hour timeframe instead of a 24 hour one. You should try your best to make as realistic as possible.
Real estate coaching and training thought for today: It’s not how much time you have…it’s how you use your time that counts!
Have you been very optimistic about your ability to complete a task on a seemingly lax deadline and you think “There’s plenty of time!” so there’s no need to start immediately? (Like a big listing presentation that is a week away?) When you’re lulled by that false sense of security, time passes and suddenly, you realize that there isn’t enough time after all!
It’s not uncommon if this sounds familiar – many of us procrastinate without realizing it. Our rationale is that we work better under pressure when in actual fact we’re only progressing because we don’t have any choices. Simply because our procrastinated work is rewarded positively through acceptance, (Like getting that listing!) this acceptance acts as a positive reinforcement for the procrastination and thus, contributes more to continued procrastination.
Of course, it’s difficult to neglect other characteristics that often lead to procrastination. Low self-confidence and the perception that he or she is too busy are very common characteristics. Of course, we cannot neglect using procrastination as an expression of stubbornness or even an inability to cope with pressure.
In our real estate coaching and training programs we believe that once you overcome procrastination, you will realize that there is a feeling of peace of mind, strength and purpose. This take-charge attitude to combat procrastination can make you feel strong, competent and capable and at the end of the day, less burnt out.
There are several simple reasons for procrastination.
Difficult – The task seems too difficult to start and we end up avoiding the more complicated tasks in favor for simpler ones. At the end of the day, we’re backlogged with many difficult tasks and no time.
Time-Consuming – If a task is too time-consuming and takes up large blocks of time, we often push it to the weekend where large blocks of time is usually more available. Counter this by breaking your project or task into smaller chunks to fit into tighter schedules during weekdays.
Lack of knowledge or skills – because you don’t want to make mistakes, you wait till the very last minute to learn how before you start. Wrong move. If you don’t know how to do something, learn it as soon as possible.
Fears – Combined with a low self esteem, fear of failing can be attributed to procrastination. Procrastination is a perfect excuse for failing and at the end of the day, the procrastinator doesn’t try too hard.
The simplest cure is to do everything the opposite. Motivate yourself by telling yourself that what you’re doing isn’t too hard, it won’t take too much time and you can learn while you’re working on it. You’ll be surprised – a little bit of self-persuasion can go a long way.
DO NOT MISS OUR WEBCAST FRIDAY: STOP WAITING WINNING THE PROCRASTINATION BATTLE
Real estate coaching and training thought for today: Know the true value of time; snatch, seize, and enjoy every moment of it. No idleness, no laziness, no procrastination: never put off till tomorrow what you can do today.
The countdown is on…Less than 1 week until we hit February!! That means you should be 12th of the way towards your 2015 goals and objectives. Are you?
Or are you allowing distractions to keep you from getting on track and following your plan? Getting distracted from your plan is probably one of the biggest reasons why goals are never achieved. Life is full of distractions and yes, it can be so easy to get off track, you need to learn to stay focused.
One of the top distractions which can be blamed for keeping you from reaching your goals is “perfection paralysis”, always wanting to be perfect at everything you do. Being perfect is not necessary and you must be willing to accept that things will get in your way. But just because you get off track a bit it doesn’t mean that you have to give up on your goal.
It is part of human nature to give into a craving, or to miss a potential opportunity that we didn’t think was an opportunity. What you do not want is to let this become a habit. When you are distracted just figure out a way of getting back on track quickly.
In our real estate coaching and training programs we teach our team that stumbling through a difficult task for your business is better than giving up because you can’t execute it perfectly all the way through. You persevered and got the job done. Your boss will notice this and that can help especially if your goal is to move up within the company.
Being open minded is another way of how you can beat distractions. While you may have spent a lot of time on writing out and planning the path to your goal, be open and accepting of new ideas. If someone were to offer you help or guidance don’t be closed minded and not listen to their advice. Remember that your way doesn’t always have to be the one and only way! Be open to suggestions and be willing to try them out.
Along the same lines you should never be afraid or unwilling to reach out to others for assistance. If your progress is not progressing according to plan then ask your coach, a friend or co-worker for advice. Many people are only too willing to help and are just waiting to be asked!
What all of this really boils down to is a mental fight in your head. You probably understand where I am coming from with this and have experienced the feeling at some point or other.
If you do experience a setback your first action is to not let your mind take over with negative thoughts. If you allow yourself to give up you will never reach your goal. Plus your belief in yourself will be at a low level and this is definitely not where you want to be in life.
Whatever obstacle is standing in your way you want to ensure that you find a way to deal with it. Your obstacle may just be negative comments from a client, your family, co-workers or friends. Do not let this type of comment get in your way.
Jimmy Fallon was once told to give up as he had no talent, good thing he didn’t listen! In fact many famous people were told to give up on things and they refused to.
To handle a negative situation well you want to become equipped with positive thoughts. This is where using motivational quotes can come in handy. They can help reinforce your belief in yourself.
If your obstacle is something different such as a time restraint then look for ways to remove this new barrier. Maybe you need to rework your schedule.
There are ways to overcome any obstacle or negative situation. Just be open-minded and look for ways to work around them. As much as we would all like to work towards our goals at a steady, uninterrupted pace, this is not always possible.
Real Estate Coaching and Training Program thought for today: Obstacles are what you see when you take your eyes off of your goals and objectives.
Are you the type of person who has a lot of willpower to see a project through to its completion or do you feel your willpower is lacking? While many people think that some people have more willpower than others this is not true. Everyone has the same amount of willpower, what is different is the way you choose to use your willpower.
It is easy to blame your lack of willpower for the choices you make and for giving up. How many times have you heard someone say, “I just don’t have the willpower to follow through?”
The real question is: Are you willing to apply that way of thinking to your own New Year’s resolutions this year? Are you taking decisive daily action to make your resolutions become a reality, or are you letting January slip passed you with another series of excuses?
In our real estate coaching and training programs we believe that to make your New Year’s resolutions successful you must have the right mindset and know that you can actually achieve your resolution. This is one reason why it is so important to set resolutions that are attainable. Wanting to run a marathon in a year may not be possible if the last time you exercised was 5 years or more ago.
Instead you want to set a resolution that you can envision in your mind and actually see yourself doing by the end of the year. Mind you, no one says your New Year’s resolution has to take you the entire year. Your resolution may be to lose 10 pounds and this could be done in two or three months!
Try sitting down, closing your eyes and seeing yourself and your resolution together. If you want to fit into those skinny jeans picture how you will look wearing them.
Use this tactic each time you feel your motivation lacking as it can help you refocus and stay on track. You may also want to create a physical picture board as well, this is great for resolutions involving lifestyle changes. A picture or story board allows you to see how far you have come, instead of focusing on how far you still have to go.
Learning how to increase your willpower is going to be a huge step in helping you successfully reach your resolution this year. To do this you want to start learning to think in a more positive way. Try to look at the bright side of things instead of the downside.
Another good way to improve your mindset is by using positive affirmations. Find ones that hold some kind of meaning for you and pin them up where you can read them on a daily basis.
Also, surround yourself with positive thinking people, this is a great tip as the positive mindset will eventually rub off on you. I am sure you have heard about how good things always seem to happen to successful people. You can easily become one of these people by rubbing shoulders with the right people.
Shifting your mindset is not going to happen overnight, it will take a little time and effort on your part to achieve. In our real estate coaching and training programs we believe that nothing is impossible if you truly want something to happen. Work at it and you will see the success and reap the rewards.
Remember that goals may change over the course of time and you can adapt as necessary. Nothing is written in stone and as long as you get to where you want to be then that is great. At the end of the year you want to be able to feel proud that you stuck to your New Year’s resolution and got something accomplished.
Every day in my Real Estate Coaching and Training Programs I hear from people who tell me they want to change but, they don’t. Instead they focus on all of the reasons they can’t change.
It’s important for all of us to remember that change is not a question of ability it’s a question of motivation.
Any day we wish; we can discipline ourselves to change. Any day we wish; we can open our mind to the knowledge we need to help us change. Any day we wish; we can start a new activity. Any day we wish; we can start the process of positive change in the right direction. We can do it immediately, or next week, or next month, or next year.
We can also do nothing.
If the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can pretend rather than perform. We can choose rest over effort, entertainment over education, delusion over truth and doubt over confidence. The choices are ours to make. But while we curse the effect, we continue to nourish the cause.
We have all created our circumstances by our past choices. YOU have both the ability and the responsibility to make better choices beginning today. Those who are in search of a better life do not need more answers or more time to think things over to reach better conclusions. They need the truth. They need the whole truth. And they need nothing but the truth.
We cannot allow our choices to lead us down the wrong path. We must focus on those actions that make the biggest difference in how our life works out. And then we must make the very choices that will bring happiness and success into our daily lives.
So, I’d like to offer one last piece of advice for anyone needing to make changes in their life – If you don’t like how things are, change it!
You have the ability to change any and every area in your life – and the good news is, it all begins with your very own power of choice.
We are all governed by a set of Universal Laws, and these laws were created by GOD, to aid us in creating the life we desire. One of these laws is known as the “Law Of Attraction”, or the law of “Reaping and Sowing”.
This law simply states, whatever you give out in Thought, Word, Feeling, and Action is returned to you. Whether the return is negative, or positive, failure or success, is all up to what you give out. Many authors and celebrities such as, Wayne Dyer, Oprah Winfrey, Will Smith, Jim Carrey, Steve Harvey, Rhonda Byrne, and many others has testified to this amazing Law Of Attraction. Its time you learn this wonderful secret…
What choice will you make today?
Our Real Estate Coaching and Training thought for today: Always do what you always did and you will always get what you always got!
Have a day full of positive change.
Do you ever wonder why certain individuals achieve so much during their lives? Here is an important lesson I shared today with my real estate coaching and training team.
History and legend has it that after Napoleon Bonaparte’s army was defeated and the Duke of Wellington prevailed over the French, Napoleon was taken away and imprisoned. One day a group of newspaper reporters came to visit. They had obtained permission to hold an interview with the famous French general Napoleon Bonaparte.
Even though Napoleon was in prison, he carried himself with dignity and looked with piercing eyes at the group of reporters gathered there before him. Questions were asked and answers given. The reporters wrote every word down. This would, indeed, be good reading. They would boast to their children and grandchildren how they stood before the great general on that long ago day.
Suddenly, from the back of the room, a voice, somewhat more gentle than the others was heard above the din. “Mon general,” the reporter said, “Tell me why the English won at Waterloo. Did they have a superior army?”
“No!” replied Napoleon.
“Well, did they have better weapons?” asked another reporter.
“No!” was the answer again.
Then the first reporter asked again, “Why then, Mr. General, did the English win?”
Napoleon’s eyes slowly swept across the room. The silence was so deep that it was almost deafening. You could have heard the proverbial pin drop. Then he replied, “The English fought five minutes longer.”
From the mouth of the great general himself came the answer, “The English fought five minutes longer”. Many times, five minutes longer is all that it takes. Times have changed from the days of the Emperor Napoleon. But many things still remain the same.
Sometimes victory is just a few minutes away. Yes, I know, we all go through hard times. In today’s real world many of us are faced with one disappointment after another. For most, there is never enough money, too many missed opportunities, poor relationships, ill health and the list could go on and on. Of course, there are good times, too, but the hard times seem to block our vision of the good times.
When things get really bad, we turn this way and that looking for some help or at least some hope to keep on keeping on. Anything will do–a kind word from a friend, a paragraph from a good book, a stray piece of music from the radio, even a Hollywood movie.
In our real estate coaching and training programs we teach that your job is simply to just keep on keeping on.
When you are facing disappointments that make you want to give up, remember, “The English fought five minutes longer.” Sometimes it’s so bad that one day at a time is too long. So go one hour at a time. And if that’s too long, then how about five minutes at a time?
Why did Napoleon lose to the English at the battle of Waterloo? The English simply fought five minutes longer!
All Star Coaching and Training thought for today comes courtesy of Thomas Edison: “Many of life’s failures are people who simply did not realize just how close they were to success when they gave up.”