“You don’t get to decide for them.”
I said this recently in a coaching session. Out of context it sounds a little bossy — but the point behind it matters.
I’ve been having versions of the same conversation with a lot of agents lately. Good intentions around staying in touch — with their database, with the public — that keep stalling before they turn into action. When I ask what’s getting in the way, the answers start to sound familiar:
“I don’t want to send the annual CMA — it might not paint a picture they’ll like.”
“I can’t do a market update right now, the stats aren’t exactly rosy.”
“I’d like to call, but I don’t want to come across as salesy.”
“I want to send a newsletter, but I need to make sure the content is actually valuable.”
That’s the saboteur talking. It borrows your voice and hands you reasons not to act — and the reasons always sound reasonable.
Here’s the problem: you don’t get to make those calls in advance. You don’t get to decide how a client will receive a CMA. You don’t get to decide whether market stats will land well. Whether your call feels salesy is up to the person who picks up the phone. Whether a newsletter delivers value is up to the person reading it.
When agents let the saboteur win, they call it a strategic choice. It isn’t. It’s inaction dressed up as judgment. Other agents send the CMA. Make the call. Send the newsletter. And they get results — not because their timing was perfect, but because they showed up.
If you lead a team, you probably already know who needs to hear this.
There’s a saying: perfection is the enemy of progress. I prefer: good and done beats perfect and waiting. If the saboteur has been running the show, it might be time to hand the mic to a different voice — the one that leads to action.
Scott
Scott Mills Coaching
P.S. If someone you know would find value in this, feel free to pass it along.
