My last two Zebra Reports have focused on peak performance, and the 27 attributes I’ve identified that help predict peak performance.

Remember, I believe that there are three areas of focus for peak performers:

1. Attitude and mindset
2. Action and implementation
3. Systems and tools

Two weeks ago I covered the 14 predictors of peak performance relative to attitude and mindset … and last week I shared my thoughts on action and implementation, and the nine predictors of peak performance in that category.

Today I want to talk about the way peak performers use systems and tools.  And I will wrap up this series with a discussion about another important area of focus for peak performers.

The final piece of the peak performance puzzle includes the successful utilization of system and tools.

When it comes to systems and tools, peak performers:

1. Invest in their success
2. Are early adopters
3. Have developed a unique message
4. Create experiences for their fans and clients

Find a peak performer, and you’ve probably found someone who is willing to invest in their success.  Whether that involves paraphernalia and equipment, education and book learning, or coaching, it’s a good bet that the individual is on the way to peak performance.  The peak performer has a toolbox that is overflowing with the tools needed to achieve the goal.

Peak performers tend to be early adopters of new ideas and technologies – in fact, they are often the creators of those same new concepts.  With big-picture vision and a willingness to take risks, peak performers are often on the forefront … which often pays off in a competitive advantage.

Another trademark of peak performers is their unique message.  Peak performers learn quickly that they are not “just another”.  A peak performing cancer physician, for example, might market his practice with the tagline “The John Smith Group: We heal lives.” rather than the more mundane, “The John Smith Group: Oncologists”.  Or a peak performing teacher might think of themselves as “a guide to help shape and nurture future Nobel Prize winners”, rather than “an English teacher at the local high school”.  Rather than functionally describing a product or service, the unique message of the peak performer tantalizes with the promise of results.

In concert with having a unique message, peak performers are also skilled at creating experiences for fans and clients.  The peak performing real estate agent doesn’t simply open key boxes and let potential buyers into a home, he or she creates a relationship built on education, market knowledge, and integrity. Rather than simply writing a real estate contract, the agent provides analyses of neighborhoods with an eye toward the client’s “today” needs and goals, as well as estimates of future market appreciation based on past results.  The client experience is one of working with a trusted advisor, rather than a salesperson.

This Zebra Report series has covered the 27 proficiencies which peak performers have mastered, and which reside in their “toolkits”.  Not only are they available to peak performers in recurring or familiar situations, these same tools serve the peak performer well in unknown or unusual situations.

In looking at the range and scope of the proficiencies most would agree that the list is fairly daunting.  This is where expert external assistance can be invaluable.  Most individuals would agree that they would love to be a peak performer.  But they’ll also tell you they don’t know how to achieve that goal.

Obviously, an awareness of the 27 attributes required for peak performance is an important first step.  Unfortunately, awareness is not enough.  You may lack the objectivity required to analyze your performance, or you may be missing accountability or fresh ideas for tackling roadblocks.  If so, it’s time for a peak performance coach.

As I discussed above, one of the proficiencies shared by peak performers is their willingness to get help … and their understanding of the need to invest in their success.  Sometimes the investment is a physical one – new golf clubs for Tiger Woods, or a Stradivarius cello for Yo-Yo Ma.

Other times, the investment needs to be made in expertise.

Across the country, coaching is on the rise.  From athletic coaches for children who are younger and younger each year, to “life coaches” that help clients set and achieve personal goals … there’s a hunger in this nation for help on many levels.

A peak performance coach goes beyond what can be achieved by a life coach, helping clients learn – and then successfully apply – the skills and proficiencies needed for peak performance.

Generally speaking, clients who take advantage of peak performance coaching can expect to:

1. Make optimum performance the norm, not the exception
2. Consistently achieve planned results
3. Surpass previous “highs”
4. Gain an advantage over competitors
5. Rebound more quickly from setbacks
6. Compete with complete confidence
7. Increase resiliency and “mental toughness”
8. Eliminate or reduce stress in high-pressure situations
9. Increase energies (mental, emotional, and physical)
10. Heighten concentration and focus

Wondering if you are ready for peak performance?  Take my Peak Performance Preparedness Assessment!   Your answers to ten questions will help you determine how open you are to stepping on the path to peak performance.

Designs with silhouetted images provide for a high level of legibility – always a plus when you’re sharing information with clients.

A:   The first thing you will want to do is determine what features are most important to you.  Audio quality?  Battery life?  Price?   Once you have a handle on that, do some preliminary research.  A great resource for product information is the Consumer Reports magazine (you can find it at libraries and online) or an online site called CNET.com, which reviews tech products.  After you’ve done some basic research, I suggest heading into a store to handle the different cameras.  Find a knowledgeable salesperson, and ask lots of questions!

We recently purchased the Sony HDR-XR160 High-Definition Handycam Camcorder, and have been very pleased with it so far.  I hope this helps!

Remember, peak performers are those individuals who have developed and leveraged their skill sets in order to achieve the maximum potential results in their area of expertise.   Peak performers are found in all socio-economic classes, all over the world.  Neither race, nor gender, nor sexual orientation is a barrier to peak performance.

You might also remember from my last post that I firmly believe that peak performers are not born … they are created.  Yes, a natural gift or aptitude is extraordinarily helpful in achieving peak performance.  But peak performance is a set of learned skills and behaviors. 

I believe that there are three areas of focus for peak performers:

1. Attitude and mindset
2. Action and implementation
3. Systems and tools

In my last post, I discussed attitude and mindset, and I talked about the 14 predictors of peak performance in that category.

Today I want to talk about the second category – action and implementation.   With a strong framework of positive mindset and attitude in place, the peak performer is then free to move toward action and implementation.  One-third of the 27 predictors I’ve identified for peak performance are contained within this category, and they all impact one’s ability to move into the peak performance zone.

When it comes to action and implementation, peak performers:

1. Develop action items that support goals
2. Take action
3. Take risks
4. Get things done
5. Get help when appropriate
6. Leverage effectively
7. Measure their results
8. Seek feedback
9. Adapt as needed

Let’s take a closer look at each of these predictors.

Peak performers develop action items that support their goals.  Peak performers don’t simply visualize the goal, although that is an important part of the process.  Instead, the peak performer develops a series of steps that lead to achievement of the goal.  The peak performing musician doesn’t decide they will win the Van Cliburn prize and hope that everything comes together during the competition; that musician instead breaks down the necessary mastery of multiple pieces of music … and those pieces of music require mastery of multiple pages … which require mastery of multiple staffs of music … which require mastery of multiple techniques.

Taking action on developed strategies and action items is one of the hallmarks of the peak performer.  Many individuals are able to think up plans; fewer actually execute them successfully.

Peak performers take risks.   They are not afraid to stretch themselves beyond their comfort zone in the pursuit of performance.

It’s important to note that peak performers don’t simply initiate action – they complete the action, often many times over, until a task is accomplished or a goal is reached.  Peak performers get things done.  Sometimes the task is more challenging than imagined, but that doesn’t stop the peak performer.  Provided the task or action remains relevant to the end goal, the peak performer accomplishes their action items.

Getting help when appropriate is another hallmark of the peak performer.  Keenly self-aware, the peak performer understands the need for outside assistance and expert authorities to save time, save energy, and maximize results.  Rather than seeing this as a sign of weakness, the peak performer understands the value of someone else’s expertise to help them achieve their goals.

Because peak performers are skilled at leverage, a peak performer’s efforts are multiplied or enhanced without a corresponding increase in resources – whether that is time, energy, money, or relationships.   Leverage ensures the highest possible return from all efforts that are expended.

Measuring their results is important to peak performers, who constantly and closely monitor the results of their efforts on a number of measures.  Those results allow peak performers to adapt their strategies and behaviors for maximum results.

The peak performer also actively seeks continual and regular feedback (both objective and subjective), without which he or she is unable to make necessary adjustments to performance.

Finally, the peak performer is highly flexible, and is able to adapt if performance is not meeting desired standards or if the circumstances of the challenge have changed.  Whether this requires a shift in vision, in energy, in plan, or in purpose, the peak performer adapts as needed.

How do your action and implementation skills match up against those I’ve identified for peak performers?

Next week I’ll be talking about the final set of predictors for peak performance – systems and tools!

A:   Think about any profession … doctors, for example.  Do plastic surgeons or cardiac specialists make more than general practitioners?  Absolutely!  I know real estate isn’t medicine, but the premise is the same.  Some of the most successful agents I know are the ones who carve out a niche for themselves.  Obvious examples are waterfront specialists, or luxury home specialists.  And yes, these agents make more money because those properties typically command a higher price point.  But what about specializing in working with clients who are divorcing, clients who are musicians, or clients who are in MENSA?  Find that niche, and market the heck out of it.  There are lots of possibilities – you just have to open your mind to them!

Peak performance is a term that gets tossed around a lot as the ultimate state of performance, but as I researched my white paper I found that what actually contributes to peak performance often isn’t fully explored.

So let’s talk a little about the elusive concept of “peak performance”.

Peak performers are those individuals who have developed and leveraged their skill sets in order to achieve the maximum potential results in their area of expertise.

It’s a concept that cuts across socio-economic classes, across both work and leisure activities, across race, gender, and sexual orientation.  We find peak performers in all walks of life, in all parts of the world.  The achievement of peak performance can be seen anywhere and everywhere.  But it’s not seen often.

The reason for this is simple: peak performers are not born, they are created.

Peak performance is not a natural gift.  It’s a set of learned skills and behaviors.  While many individuals are born with the drive that’s often associated with peak performance, they may not be born with the other skills necessary to achieve peak performance.  Likewise, an individual may be born with the ability to think outside the box (another key element of peak performance), but may lack the risk-taking component shared by peak performers.  Peak performance is difficult to measure, but it’s probably fair to assume that less than 10% of our population operates at a peak performance level.

Peak performers create customized performance “blueprints” that they are able to successful execute by focusing their efforts, aligning their skills, attitudes, and knowledge, managing their energies, and measuring their results.  The result is peak performance.

When I consult on performance, there are three categories I focus on:

1. Attitude and mindset
2. Action and implementation
3. Systems and tools

For any agent to work at their peak, they must master a number of issues within each of these categories.   Within the first category – attitude and mindset – I’ve identified fourteen key areas of mastery.  Action and implementation contains nine key areas.  And systems and tools include four.  This week I want to talk about the attitude and mindset components of peak performance.

Attitude and mindset

Fourteen of the 27 peak performance issues are located in this category, which tells us a great deal about the role of attitude and mindset relative to the success of peak performers.

When it comes to attitude and mindset, peak performers:

1. Visualize successes
2. Focus on incremental results, not overall perfection
3. Think outside the box
4. Build discipline into their efforts
5. Possess good problem-solving skills
6. Are self-aware
7. Are self-renewing (rejuvenate / regenerate) / have balance in their lives
8. Understand self-programming
9. Are mentally tough
10. See the big picture
11. Possess strong cognitive skills
12. Can communicate well
13. Understand “relational capital”
14. Choose greatness

The ability to visualize successes is a key component of a peak performer’s success.  In fact, the lack of this one ability may be the fundamental reason so many individuals fail to reach peak performance.  Without the vision – and belief – of success, many efforts are doomed to failure.

It may be surprising to many to learn that peak performers are not necessarily focused on perfection.  In point of fact, they’re focused on incremental results.  Mastery of results at many stages leads to overall mastery – and peak performance.

Thinking “outside the box” is a key attribute of peak performers.  Approaching problems, issues, and ideas in non-conventional methods often allows peak performers to leap-frog over the competition, and to eliminate perceived obstacles entirely.

However, thinking outside the box does not equate to random action and activities.  Peak performers build discipline into their efforts, ensuring that great ideas don’t go to waste … and that they are working efficiently.  Self-management, and a sense of autonomy, is critical in reaching peak performance.

Strong problem-solving skills are shared by peak performers, who are able to work through, around, over, and under the obstacles in their way.  In fact, many peak performers view obstacles as opportunities to enhance their performance.

Peak performers are, by nature, self-aware individuals.  They understand their signature strengths, areas of challenge, beliefs, emotions, and thoughts.  They also have a keen appreciation for the way they affect others (and the way others affect them).   Clarity – about who you are, what you want, and why you want it – is critical to the achievement of peak performance.

The ability to balance work and home is a trait shared by peak performers, who understand that distractions and unhappiness in one area of life often spill over unproductively into other areas and the rejuvenation in our personal life will positively impact our business life.  Therefore, the peak performer intentionally balances these two areas, seeking out opportunities and experiences which bring joy, rejuvenation, and a sense of equilibrium to their lives.

Peak performers can “self-program”; in other words, they can prepare themselves for any experience which might come their way.  This preparation helps ensure peak performers will successfully navigate challenging situations by developing strategies for a variety of experiences.

A sense of “mental toughness” is shared by peak performers.  Although this term is frequently associated with athletics, mental toughness is a cornerstone of peak performance regardless of the field of discipline.  Individuals who are mentally tough are able to remain focused regardless of distractions and “failures”, and can actually use pressure to his or her advantage.  Mental toughness is not simply strength of spirit, but is a learnable skill that allows peak performers to overcome adversity and increase optimism.

Peak performers are skilled at “seeing the big picture”.  Coupled with the ability to visualize success, this skill allows the peak performer to strategically manage the process of success by reverse engineering their efforts – “beginning” with the desired outcome, and working backwards to develop strategies and systems.

The cognitive skills possessed by peak performers are critical to their success.  Peak performers have strong skills in the area of perception, reasoning, and judgment – and are often highly intuitive.

Skilled communicators, peak performers leverage their abilities in this area to persuade others, and to share ideas and information.

An appreciation of “relational capital” is shared by peak performers, who understand the value of building authentic, long-lasting relationships which enhance everyone’s opportunities for success.  Building these kinds of relationships requires trust, respect, credibility, experience, and integrity.  It’s relational capital that keeps fans, clients, and co-workers loyal.

Peak performers choose greatness.   Not content with mediocrity, the peak performer pursues greatness with intent.

How do these peak performer attributes match your reality?  Even in areas such as athletics which has a measure of physical skill required, much of a peak performer’s success depends on attitude and mindset.  You could be the most gifted athlete in the world, but without the attitude and mindset required for peak performance you will never achieve your potential.

A:   I don’t know how you set the stage for price reductions when you took the listing, but I’m guessing that wasn’t part of your presentation or you wouldn’t be in the pickle you are today.  So let’s assume you didn’t set up a plan for when and how to adjust price during the listing period.  If you know that your sellers need to reduce the price, don’t beg and don’t fight – simply provide them data that supports your request.  Key information will include an analysis of days-on-market (this listing as compared to the market), price per square foot analyses for the neighborhood and for the style of home, a competitive analysis (you should be sharing new active, pending, and solds with your sellers every week), and information on absorption rates and ratios.  If you don’t know how to calculate these last two pieces of information, take a peek at my “Pricing System” for more help.

An approachable agent skilled at explaining the complexities of today’s real estate transactions, Nina wanted a brand that emphasized her low-key, low-drama approach to the home buying and selling process.

A brand like Nina’s highlights her polished and professional approach to life.  The green and tan palette — colors which are considered balancing  and orderly — accurate reflect the experience clients can expect when working with Nina.

Nina loves her new brand, and is excited about the development of the many collateral pieces she’ll be receiving in our EVOLVE coaching program.

Some people look at a blank canvas with fear and trepidation.  Others are thrilled at the prospect of starting fresh and creating something special.

I want to encourage you to look at 2012 as your personal blank canvas, and to act as the artist for whatever kind of business you want (or need) to create.  I find it helpful to look at your business this way because doing so allows you to take creative control over your work.

Have you spent time in 2011 (and 2010, 2009, 2008, and 2007) blaming “the market”?  Be honest here.  Most agents have … and in many cases they are right.  The market has changed – in many ways, drastically.  And everyone’s business has had to evolve as a result.  But folks, 2007 was five years ago.  If you have spent the last five years blaming your lack of business on the market, that’s a real shame.  Some of the clients I’ve been coaching during that period have had their most successful years ever from 2007 to 2011.

And if in that five year period you have focused on the negatives of the market and you haven’t painted yourself a new business reality, well, don’t despair.  After all, 2012 is a blank canvas … an opportunity for you to create a new business for yourself!

Although at first blush you may think that real estate and painting have very little in common, there are actually many interesting parallels.  Where do we start?  Let’s continue that painting analogy!

Canvas.  A painter can’t create anything without a canvas, an underlying foundation for their work.  For you, the foundational “canvas” will consist of several of things.

1. The economic climate.  National, regional, and local events will all impact your business.  I don’t want you to dwell on this and make excuses why your business is down, but I do want you to be aware of what’s happening so you can work around, over, and under the obstacles.
2. The brokerage you are affiliated with.  Whether you’re considering the tools your brokerage has for you, the support and training they can provide, the cost of doing business there, or the attitude and energy of the office, where you hang your license can dramatically impact your business.
3. Consistent lead generation.  Don’t have it?  You probably don’t have a sustainable business!
4. Concierge class client care.  Without strong client care, both during and after the transaction, your business will stall, and you’ll have to spend incrementally more time on lead generation.

Subject matter.  What kind of clients do you want to work with?  Are you a maven at marketing, and proficient at pricing?   Or is it more thrilling for you to help buyers find that perfect home?  Buyers, sellers, and renters are your “retail” opportunities.  Don’t forget “wholesale” opportunities such as REO managers, lenders, and relocation companies.  And in both cases, don’t ignore the opportunities that exist in niche marketing.  Time and time again I see agents take a “generalist” approach, when they actually could create a far better impact as a specialist.

Tools.  There’s not a painter out there who would begin creating without canvas, brushes, a palette, knives, and paint.  Why then, do so few real estate agents have the tools they need to paint their business vision?  At a bare minimum, you should have the following items in your toolbox:

1. An annual goal for income, time off, and professional growth / education
2. A clearly defined action plan that supports goal achievement
3. High-quality collateral materials such as buyer packages, seller packages, presentation boards
4. A blog or website
5. A basic understanding of social media networking, so you can make a decision about whether it’s appropriate for your business
6. Knowledge of your personality style
7. Accountability – whether that’s in the form of your broker, a colleague, a coach, or a mentor

Technique.  Some artists work only within one medium; others work in several – or many.  The artist who works on a watercolor in January and an oil painting in March knows that he or she will bring a different set of techniques to the easel when tackling these two different projects. Different clients, different situations, and different markets will all require tweaks to your working “technique”.

Time.   Do you think artists expect to stand in front of a canvas, devote an hour to the painting, and walk away with the perfect finished product?  It doesn’t happen that way.  Artists often pencil in their composition, and then begin layering color in a series of steps.  They know that perfection – whatever that means to them personally – takes time.  Real estate agents often expect success immediately, or “yesterday”!

Editing.  Good artists stand back at a distance and look at their work.  They evaluate, and edit as needed.  They also seek input from trusted friends and colleagues.  Good real estate agents do the same, asking their broker, their colleagues, and their clients if their performance is all it could be.   Feedback, and the action taken from that feedback, can profoundly impact the direction your business will take.

Framing.   To our eyes, most art typically looks more “finished” when framed.  Framing provides a presentation portal for an artist’s work, and often sets the stage for the art itself.  Branding does the same thing for real estate agents.  Your brand provides a framework for the services you offer clients, and should showcase not only those services but your style.  Is your frame simple and modern, a heavily stylized baroque, or classic gilt?  Think about how you’re framing your business.

Gallery exhibitions.  Even with the increased use of the internet to market and sell art, artists still rely on gallery exhibitions to sell their work.  That’s because the vast majority of buyers and collectors still need to see art “live” before making a purchase.   In the same way, you can and should market your services online, but you also need to have live connections with potential clients.  This can be accomplished in traditional methods such as open houses, or perhaps via networking events.  What about teaching classes for buyers and investors?  That’s another great way to connect live, and allows you to position yourself as an expert.

Temperament.   Every artist has a style of working, a “personality” that affects their art.  Real estate agents are no different!  An agent who is data-oriented and somewhat introverted is going to bring a different temperament to the table than the bubbly, outgoing “Tigger” type of agent.  Both can be successful in this business if they recognize and leverage their inherent temperament and strengths.

I hope you’ve started to think about your business a little different after reading this Zebra Report.  It really is possible – in any market – to build the kind of business you deserve, but it does take planning.

If you want to learn more about the foundations of your business, and how you can paint a better 2012, I want to invite you to join me at my next Safari, which we’re holding on January 19^th and 20^th in Renton, Washington.  We’re going to look at your unique potential, and help you identify ways to leverage “you” into a successful business.  We’ll help you investigate past performance, set goals, and create a supporting action plans based on result-driven criteria.  And we’re going to show you the benefit of repositioning your natural communication style to create positive outcomes in everything from lead generation to follow-up.

If you don’t need clock hours, you can attend our Safari event absolutely FREE.  Enrollment is simple – just check out our Safari informational page to be taken to our information and enrollment site.

Join me at Safari, and position yourself for a better 2012!