News & Research Archive

Why is it Hard to Change?

Aug 29, 2013

As a salesperson you know that in order to remain competitive you must keep up with the times. You also have to consistently monitor what your competition is doing and find ways for you to better what they are doing to win your share and more of the business available.

As a result you probably attend a lot of training seminars, read up on new services that can enhance your business and do a number of other things that give you knowledge to be the best you can be. Unfortunately if you are like most salespeople you never really get to make those necessary changes. You continue to do what you do and agree that you will get around to make those changes later.

During a board meeting I was part of, we were discussing training and what new classes we would like to introduce. I am a big supporter of training and education and was promoting a set of educational classes. One board member objected and made a point that has always stayed with me. He said that training was a waste of time, that at best a person may remember and improve himself less than 10%, from what he observed and that a person was built to change themselves or not and that most would not.

After attending numerous training events with my agents I realized that this board member was right. I saw agents all excited about what they learned at these training events yet, come back and perform just like they did before with the same results. The question is why?

Psychology 101 is where you need to look to find the answer. We only change if two things happen to us: If we experience pain or if we seek pleasure! Our status quo in life is our comfort zone and to make us change we have to be under serious pressure to remove the pain in our lives or seek pleasure. You can be living in extreme poverty or working in a dead end job but unless you are experiencing true pain, your ability to move out of your status quo is far less likely.

Pain works the same way for a salesperson. You will never leave your comfort zone unless you are experiencing a decline in your business that directly affects your living style. A salesperson can also use pleasure to move out of their comfort zone. If they desire things that are not available to them enough to make changes happen.

So next time you are asked to change or want to change something in your life, ask yourself if that change will ease pain or add pleasure to your life and then decide if you want to take on that change or ignore it!


Written by: Hans Hansson


Hans Hansson is President of Starboard TCN Worldwide Real Estate Services as well as a member of the Board of Directors for TCN Worldwide Real Estate. Hans has been an active broker for over 28 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email or call him at (415) 765-6897. You may also check out his website,

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