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!

Written by johnlusinkcoach

John Lusink, Regional Vice President, Canada Brokerage Operations/Broker, eXp Realty Of Canada, Inc.. A REALTOR® for over 30 years, Mr. Lusink has served in a variety of positions in both commercial and residential real estate from Business Owner to Broker and from Trainer/Coach to Marketing Manager. In addition to previously serving on TREB’s Professional Standards Committee, Mr. Lusink contributed to the Real Estate Council of Ontario’s Discipline and Appeals Committee for five years. Most recently, Mr. Lusink completed a second consecutive term as Chair of TREB’s Government Relations Committee and has been a Director for the Toronto Real Estate Board for the past six years. A Certified Commercial Investment Member for more than a decade, he is also a Certified Business Coach, a Seller Representative Specialist (SRS), Accredited Buyer Representative (ABR) designee and trainer, as well as a Council of Real Estate Broker Managers (CRB) designee and an FRI.

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