You don’t know what you don’t know!

It’s always interesting to hear new Realtors say things like “that won’t work for me” or “that’s never going to be successful”!

In psychology, the four stages of learning model relates to the process involved in progressing from incompetence to competence in learning a new skill. This theory was originally presented by Abraham Maslow in the 1940’s and outlines how a person learns:

  1. Unconscious Incompetence – you don’t know that you don’t know something
  2. Conscious Competence – you are now aware that you don’t know something,
  3. Conscious Competence – you develop a skill in that area but have to think about it,
  4. Unconscious Competence – it comes naturally.

In order to achieve level 4, one has to practice such that the skill that is sought after becomes second nature and can be performed easily.  An example of this is your natural language.

My theory or suggestion is that there are two factors that interrupt the process reviewed above, namely, fear and ego.  Fear of failure of course but fear of looking foolish while practicing, role-playing as well as fear of success – “what if they ask me to prepare an offer”?  The second factor is the almighty ego.  One of the most destructive factors around that will interfere will any real progress as a result of the “why would I do that, it’s beneath me” attitude.

As Realtors we tend to do things in reverse.  High-performance athletes, actors and other professionals practice for hours on end in order to do their best during that one event or performance.  Realtors tend to practice on their clients!  Let’s try and turn that around and work on what we don’t know!