Condition Green is my favorite.  After I describe it, I think you will agree.  Why green?   Money is green.   Green also represents life.  I have a sister named Verna.  Her name means "green and flourishing."  A plant that is enriched and healthy is green.  Those of you who have paid attention to nature and science know what a Vernal Pool is, and if you do not, it is a wet area in nature where much biological life thrives and can be observed.  Grass well watered is green.  A young tree that is cut has green in the center and a tree cut for wood must season for awhile and get some of the "life-green" out of it, or it will not burn well.  Green wood does not burn well.  Condition Green does not burn out.  It is self pacing.  It is consistent.

 

Unlike Condition Blue, Condition Green is proactive and very active, with a life-flow of energy all the time.  Condition Green is where you want to be 75-90% of the time in your career.  Condition Green may take holidays off, or a weekend a month, or two weekends, and it may take 1-2 days every week off, but during prime working times, Condition Green is about work ethic. 

 

If you practice Condition Green most of the time, you have no time for Condition Blue, and you never need Condition Red.  Yes, you now may see a small glimpse of what I am saying! Condition Red is about coming up from behind, or from desperation, for danger is very close in Condition Red. 

 

Too long in Condition Blue creates the danger and it creates Condition Red, and too long in Condition Red creates burn-out.  So the answer is Condition Green.  Green wood will not burn and Condition Green will not burn-out. 

 

 

Here is a Condition Green practice.  Take a listing each week.  This is 52 listings a year.  Add buyers to that and you have a $100,000-$200,000 year.   If you are more of a buyer's agent, then have 1-2 showing appointments a week, and use great work ethic in this area.  But Blue thinking must go.  Green thinking says,

 

I will work all day long,

 

I will work 5-6 days a week hard,

 

I will work smart and efficiently,

 

I will pace myself, and when I sell something, I must also be listing something, and I must multi-task my mind for balance, 

 

I must view myself with a pipeline of production, and have a pipeline of escrows at all times, with 5 or 7 or even 10, 

 

The pipeline must not drop below 4, or I am about to create another color condition of Red, that will be worrisome, 

 

If I have done Blue thinking until it is habitual, then I must get my spouse or manager or friend in the business to help me be accountable, so I can stop it,

 

I must pace myself, I must breakdown what I need to do daily, and I must do it, with personal rewards for having done it.  I must withhold personal rewards from myself for not doing what I should, and I must create personal penalties for not doing what I should,

 

I must never forget where Condition Blue takes me, and I must always remember where Condition Green takes me - to my goals. 

 

Is Condition Blue bad?  No, not if you allow it for only a day or 2.  Is Condition Red bad?  No, it has saved our necks many of times.  But each is an extreme, and a balanced agent has learned how to be in the middle, in the Green zone, pouring life into his or her business, and pouring cash into his or her bank account. 

 

Condition Blue does not create many referrals, for the activity level is to low.  Condition Red is done fast and furiously, so we often make errors or let clients slip through cracks.  They feel it if we are too busy.  In Condition Red, we might make 7-10 sales in 2 weeks, and something will suffer, for that is quite a bit of effort and escrow work.  In Condition Red, the burn-out from 7-10 sales causes us to slip to Condition Blue, just to close the escrows, and rest, then, after awhile, we fine ourselves out of escrows.  Then, it is Condition Red again!  No wonder some agents die young!

 

This is erratic, harmful, and stressful Condition Red burn-out, followed by a low depressed period of Condition Blue.  I have done this so many times, I truly hate it.  At times, following a period of Condition Red, I might even have a blank out, which is a memory loss of some important issue that happened during Condition Red, and suddenly, I have forgotten an inspection, or a critical form or document, or a deadline.

 

It is not profitable or healthy to flip flop back and forth from Blue to Red, and from Red back to Blue again!

 

Is there an answer? 

 

The secret to working in Condition Green, which is the most preferred state, is total discipline.  The martial artists have subscribed to such discipline, that each and every little drill that they do is about a punch or a kick in combat, and they instinctually can kick or punch and deflect blows rapidly, much faster than a boxer or a street brawler.  But the secret is in the discipline, the practice, the drills, the scientifically applied moves in training  that create skills. 

 

Your disciplines as a real estate agent are also practices done in secret, that make you look good on the mat of your career.  When a Condition Green practitioner steps up to receive an award, no one can see the pure "behind the scenes" FSBO calls, the 8-10 hour long days, the diligence over the escrows,  with work ethic, the practice of working a pipeline, and always feeding the pipeline. 

 

Those daily calls  to prospects may seem dull or tedious, but they sharpen skills and make you ready for the right break or opportunity!  A Condition Green agent is making those calls as a matter of daily regimen to enhance the pipeline!  That phone and your desk is the training mat for the Condition Green agent!  Green life flows into your business as you train and pace yourself and use discipline!

 

There is another practice called "referral matrix building."  This is a build up of referral energy that comes off of certain flows found in Condition Green.  Blue and Red are not as conducive to "matrix building."  I am working on an article called Referral Matrix Building, so you just got a preview, but trust me when I say that being in Condition Green is the way to do the best Referral Matrix Building.

 

You get up in the morning thinking Condition Green.  It determines the time you get up.  It determines how long you linger to shower and get ready.  Condition Green thinking says that you are due somewhere, if nothing else than to just plan a busy day.  But the day is on purpose, and every move at every hour is like the martial artist training and has a specific function to the attaining of your goals.  Your lunch is short and consists of energy giving foods.  Your body is revered and respected by you in Condition Green, for you need your health and your energy for staying power in Condition Green.  Turn away from the donuts and pastries of the real estate office and have an alternative on hand!  You are back at your desk after lunch, for that few hours after lunch separates Blue thinkers from Green thinkers.  Condition Green thinkers are at their posts.  Condition Blue thinkers have gone to a movie or have just went home to relax!  Condition Green thinkers are available for special opportunities, like good floor call buyer orphans.  Condition Green thinkers have already solved the escrow problems by using  a structured system to do the work instead of fielding issues as they come.  Escrows are done proactively instead of passively!  Thus, any extra time saved, (and that will save you time) can be diverted to Referral Matrix Building.  Condition Green agents put out fewer last minute fires and do more "goodwill" building which effects the "referral matrix" system!  Proactive Condition Green thinker agents have clients who are less agitated and enjoy their transactions more, thereby contributing to the Referral Matrix Building.  

 

Condition Green means the light is green!  A green light means go!   A Condition Green agent is always on "go"!  You must not be stopped, or delayed, but you must be about going, while the going is good.  Procrastination is not Condition Green thinking.  Make that call now.  Now is the most important time to a Condition Green thinker, and not tomorrow.  Take the green light.  See green in your imagination, and know it means go.  Go take your services to the public.  The only money you will make is when you align your service to a person who has a need, and Condition Green thinkers aligns their services to needy consumers daily, and they do it today, by taking out their worst enemy, - procrastination!  Kill procrastination in your career, and do it today!!!!!!!! : )

 

If you have been a Condition Blue agent, just re-train your mind now to think Condition Green.  Have an inner image of yourself doing the right thing daily in your career.   Your habits will conform to the inner image!  Your minds, when reflecting your goals see the green of cash, so first see Condition Green, the balanced mindset, the color coded awareness, and the green will bring you the green cash! 

 

Go color a 3 x 5 card with green, and set it on your desk, - write on it, "I am a green thinker and I do what a Condition Green thinker does"!  That seems silly, but the reminder will help you!

 

You may have to study these articles a few times, maybe 3 or 4 times, to get the flow and thought shared here.  Let a kind of "osmosis" sink in.  Grasp or catch the feel of it.  Some things cannot be taught, but must be caught.  With this writing, it has been taught, but it will depend on you if it is caught or not!!

 

Condition Red will reveal much more.  Watch for part 3 soon, for it gives more insights, and will complete the picture of Condition Blue, Green and Red!  I expect you are gaining ground each day here!

 

Greg Nichols

mfn2@directcon.net

 

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