REACH BACK PULL FORWARD

BY BOB MCKINNON DIRECTOR OF LEADERSHIP

There are times my personal tank is low. In those times I am not creative, causing me to doubt myself and usually overthink everything. It can be a big thing going on or just a passing season, however in both circumstances, the result is that forward movement nearly stops.

As John Maxwell says, “You cannot steer a parked car.” The real estate and financial markets are changing. A slight adjusting recession is upon us. We also know that change creates regressive behaviors, meaning pulling back, going into analysis paralysis and even fear, and many people will pull over and park. That means the road with over 1.5 million real estate agents will get less congested and leave a virtual autobahn for some…YOU.

In 1994 I attended an educational series by the Pacific Institute written and taught by Lou Tice. This experience for me at the time, was life strengthening. An entire session was on the subject of the seasons of doubt and fear. At the time I was in the middle of a huge project, over my head, and struggling to not let anyone see I was unsure.

As perfectly timed, Lou taught a technique I have used thousands of times since. We were instructed to think of and list times in our lives that we were strong and effective, a time I won the day, and surprisingly there were many of them. The list reached all the way back to high school, the Marine Corps, Vietnam, university, marriage, kids, first sales, first house purchased, and first company owned. Lou said, “Now, feel the emotion you felt at the time. Do not evaluate it, just feel it.” As I closed my eyes and felt it, I smiled. This is the reach back technique; that smile. “Now,” Lou said, “bring that feeling into today, right now and be strengthened by those successes in the past.” Along with the smile will come the confidence you need - that if I could do that, I can do this - the pull forward part of it.

For example, when I’m backstage at EXIT’s Convention before going on to speak, I’m nervous. So, at that moment, I remember the day I delivered my father’s eulogy, or the day I delivered George Carlin’s “Modern Man” at Convention to win a $10,000 bet with Founder and Chairman, Steve Morris. I smile and relax knowing I’ve got this.

In this business we can have many doubts. I know there are times you feel afraid or uncertain about making a call, knocking on a door, jumping in the middle of a sticky problem, etc. The news media floods the air with negative predictions based on very few facts and we panic. Come on, a minor and necessary market cool down adjustment and we pull off the road and park?

I would rather pull over for a pitstop to refresh and replenish than to park. I can reflect on a time I was strong, I won, I accomplished something important to me that I’m proud of. Using the reach back, pull forward technique I can do just that. Now the trick is to do it quickly, not a week after you are feeling the doubt, but right then. This technique is like having your personal cheering section traveling with you. And the truth is you always have this cheering section. It’s YOU!