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Dominate Your Market: Stop Reacting, Start Acting!
Agents, are you feeling frustrated, out of control, or confused?
Tim and Julie Harris
September 05, 2024
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Agents, are you feeling frustrated, out of control, or confused? That's normal during times of change, and the real estate industry is going through that now.
How can you gain confidence and get back into control? We've been discussing this topic, and we came across a concept that will help you get out of panic mode and into action. That term is called 'High Agency'. No, not buyer's agency, seller's agency, dual agency, or sub-agency; this is totally different! It's a mindset and a lifestyle that will lead you to success and escape despair!
The term "high agency" originates from discussions in philosophy and psychology, describing a person's ability to act independently and make their own free choices. The term describes individuals who perceive themselves as having control over their circumstances rather than being passive participants.
High agency is about recognizing one’s power to influence outcomes, taking responsibility for one’s actions, and actively working to shape one’s environment rather than simply reacting to it.
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How can you make this practical, tactical, and profitable in your personal and business life? Let's look at four ways you can become someone with High Agency.
1. Strong Sense of Control Over Their Life
What It Means: High agency refers to a person’s ability to make independent choices and take actions that influence their life circumstances. Individuals with high agency feel they have control over their environment and the outcomes of their decisions. They believe their actions directly impact their success or failure, leading them to take more responsibility for their choices. "If it's meant to be, it's up to me!"
For example, an agent facing the challenges of today's market decides to upgrade their presentation skills, follow a systematic approach to achieving a buyer's signature on the Buyer Agency Contract, and set forth ready to help that buyer at the highest level possible. Someone with 'low agency' is still stuck reacting on TikTok, speculating about 101 situations that probably won't happen, playing the what-if game, and hoping everything gets back to normal. They're playing the victim role versus the victor.
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2. Proactive Decision-Making
What It Means: People with high agency are proactive in their decision-making. They actively seek out opportunities, anticipate challenges, and take the initiative to shape their future. Rather than reacting to events, they plan and act purposefully, often setting goals and working diligently to achieve them.
For example, an agent with 'high agency' has specific goals for the rest of this quarter and this year. They know what it will take and decide to take control.
3. Resilience in the Face of Adversity
What It Means: High-agency individuals demonstrate resilience when faced with obstacles. They see challenges as opportunities for growth and learning rather than insurmountable barriers. This resilience allows them to persist through difficulties and adapt to changing circumstances with a positive mindset.
For example, now that you're required to have a buyer agency contract signed and it states specifically what your fee will be and that you will make only up to that amount but not more, a high-agency agent will: Use the Buyer Presentation to 'articulate their value', including unique selling propositions that clearly benefit their client. As a result, they have a signed agreement at the end of the presentation. That demonstrates resilience and implementation of a system to overcome new challenges, versus taking the lazy-route and texting over the agreement in a link, hoping the buyer won't read it and just send it back. That's someone with low agency.
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4. Empowerment and Autonomy
What It Means: High agency is closely linked to feelings of empowerment and autonomy. Individuals with high agency often feel empowered to make decisions that align with their values and goals, and they resist external pressures that might divert them from their path. They have a clear sense of their values and act in ways that are consistent with these principles.
They follow the FOCUS mantra: Follow One Course Until Successful. They are NOT reliant on Facebook coaching by confused and non-transactional agents. They resist outside influences, predominantly negative influences. They're in control and feel empowered due to their commitment to goals, implementation of new practices, and willingness to do what it takes to succeed.