In order for us to win in life we must push through the adversity we face. Without it we are poorly prepared for winning. The truth is most of us don’t welcome adversity like a long lost friend, but maybe we should.

Alfred Russell Wallace was a famous botanist of the late 1800’s. One day Dr. Wallace was observing an Emperor butterfly struggling through the life and death adversity of escaping it’s cocoon. He was curious if he assisted the butterfly in its exit what effect that would have on the butterfly. With a knife Dr. Wallace made an incision the length of the cocoon. This allowed the butterfly to exit the cocoon with ease. The butterfly emerged from its cocoon spread its wings and died. The butterfly did not have to encounter adversity in struggling to exit the cocoon. Through the struggle the butterfly would have grown in strength. Since it failed to struggle and grow it did not have the strength necessary to survive.

We often try to make incisions in our challenges and take the easy route. We take the quick and easy exit like Wallace's butterfly, but we fail to acquire the strength we need to compete. We often take the easy route to improve our sales skills. We never really work to achieve mastery in sales. To study, practice, craft scripts, build solid presentations around skills. That’s truly what a sales master would do regularly. It’s very easy to take the incision route of websites, virtual tours, more advertising, lower commissions, unlimited access for our clients and prospects and many other tools when the market becomes more competitive. When we really have to exit the cocoon without the incision we die in our cocoon. These tools can be very useful to our career. They do not replace skills we need to acquire to compete long term.

These skills of discipline, practice, study, qualifying, presentation skills are only acquired through adversity. Through the adversity of trial and error, success and failure. Through the investment of time, practice and diligence. We must focus to learn to be the best in these skills. These skills will enable us to be sales masters. Going through the motions is not good enough.

Michael Jordan, when asked about why he practiced so hard said, “I’m not out there sweating for three hours every day just to find out what it feels like to sweat.” He was clearly there for a purpose…to prepare so he could win. He was there to help his teammates prepare to win. George Allen, head coach for the Washington Redskins in the 70’s, said, “Winning can be defined as the science of being totally prepared.” The skills in achieving mastery in sales takes practice and preparation. The only way to win is to practice. Most people don’t win because of better equipment. They win through adversity to gain strength and skill. They win through preparation. Do you think Tiger Woods wins because of his golf clubs or golf ball? I think Tiger could play with a K-Mart special set of clubs and tear up the golf course. It’s the skill that sets him apart.

Strength comes from struggle, not from taking the path of least resistance. Adversity is not just a lesson for the next time in front of us. Adversity will be the greatest teacher you will ever have in life.

Take a quick look at your skills. Are you investing enough time in improvement of the skills? Lets’ take a quick test. On a scale of 1 to 10, 1 being very poor and 10 being world-class rate yourself in these areas.

1. Prospecting
2. Qualifying
3. Daily practice commitment
4. Lead follow up
5. Price Reductions
6. Negotiating
7. Listing Presentation
8. Buyer Interview

How did you do? What area needs the most attention? Make the commitment to spend one hour a day to improve the biggest need areas now! Take out your day timer and write an hour in daily to refine or practice or create what needs to be improved.

We all have areas we fall short in. We all fail at times. Abraham Lincoln said, “My great concern is not whether you have failed, but whether you are content with your failure.”

It’s easy to ignore the failure of your skills and blame it on new technology, the market, other agents, our broker. We all have prepared and rehearsed reasons that don’t include us.

George Bernard Shaw said, “ People are always blaming their circumstances for what they are. I don’t believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and if they can’t find them, make them.” What circumstances or outcome do you want? What do you need to do to make them happen? I can assure you that they will not be achieved without adversity. You will have to sweat and struggle. It will be worth it in the end. The skill that you acquire will be permanent.

Ultimately we will be able to say, “It’s not what happens to me that matters, but what happens in Me.” – Victor Frankl.

Published: August 21, 2000

Use of this article without permission is a violation of federal copyright laws.

Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com.