"Consult The Coach" Archives
Stuart Kaufman, MS, MBA
“The Real Estate Coach”

July 2009 - Volume 9, Issue 5

Dear Coach:

How can I defend myself from procrastination as I work to implement my goals?

Signed: Dragging my feet

Dear Dragging my Feet:

Procrastination is a symptom of a bigger issue. Just like a runny nose is a symptom of a cold, procrastination is an indication that you have underlying beliefs, habits, and behaviors that are preventing you from reaching your goals.

Some common reasons agents procrastinate include:

Feeling overwhelmed by a task and not knowing where to start. So, we don’t start.
Agreeing to do something that we really didn’t want to do. So, we keep delaying or never start.

Not knowing how to do something or having fear about doing it, even though we know it will be helpful to accomplish.

Expecting perfection. If we can’t do something 100% perfect, with no mistakes, we won’t do it at all.

Here are some coaching questions to consider for your particular situation:

Do your goals feel overwhelming? Has each goal been broken down into small, bite sized tasks and actions? Do you have a due date that can help motivate you to finish each task? Are these tasks written in your schedule?

Are these your goals, or someone else’s? Are they motivating and inspiring? Are these goals important to you? Why are they important to you?

Are you really clear what you are trying to accomplish with each goal? Are your goals clearly stated? Are they Specific, Measureable, Achievable, Realistic and Timely (SMART)?

Do you have the skills and knowledge to achieve your goals? Who do you need to ask for help and support? What fears do you have around achieving your goals and how are they holding you back?

Are you OK making mistakes and taking risks? Can you accept that you may do some things imperfectly?

Can you delegate tasks that you don’t want to do, to an assistant?

By writing out your answers to these questions, you will begin to understand the real underlying reasons you are procrastinating. Now you can begin moving forward with these steps:

Do only a small part of the task each time. ("I'll just check out the MLS tonight before dinner at 5:00 pm. After dinner, at 8:00 pm, I'll organize the listings into a CMA.")

Five-minute plan: Work on something for just five minutes. At the end of five minutes, switch to something else if you want. Chances are, you'll get involved enough to keep going.

Advertise your plans to accomplish something, and let peer pressure push you forward. ("I told everyone that I was going to finish this tonight.")

Modify your environment - if you can't work effectively at home, find a place where you can work; or, change your situation at home.

Plan tomorrow and establish priorities - some agents find that simply writing down reasonable starting and stopping times help them get going. Do your most important work first.

Expect some backsliding. Don't expect to be perfect even when you're trying to get rid of perfectionism! So occasionally, your plans will not work. Accept setbacks and start again.

Get help! Ask your broker, a trusted colleague, or your coach to help you be accountable.

About the Author:
Stuart Kaufman, MS, MBA, is a Real Estate Business Coach who has coached, trained, and inspired over 1,500 Real Estate Professionals to take their business to the next level. He is the head administrator of the Puget Sound School of Real Estate in Seattle, WA. For a complimentary copy of “Five Essential Tips to Get More Referrals and Business from Your Sphere”, go to www.GetYourSphereInGear.com.

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