The document discusses the "Curse-Of-Experience", which is when experienced professionals allow their past experiences to close their minds and limit new opportunities. The author learns of this curse after dismissing a fee structure proposal from a colleague, assuming it would not work based on his 30 years of experience in real estate. His colleague points out that his experience is actually causing him to be closed-minded in this situation. The curse occurs when experience makes people overconfident and resistant to change, causing them to miss new opportunities and fall behind over time. To avoid this curse, the author now consciously tries to suspend his experience and keep an open mind when considering new challenges or ideas.

1. What is the Curse-Of-Experience?
The skies were tall, blue and sun glasses bright. Lounging in circled chairs sat 3 supremely smart real
estate types, and me. One woman and three dudes. We were in Austin, sitting in The GoodLife Team's
backyard. We met to share ideas and shoot the breeze about our beloved real estate industry. (FYI,
while we four played, Kristinna, Gary, Jack and the rest of The GoodLife Team were working with and
serving others - thanks for letting us hang out.)
The conversation drifted into eLead territory and the horrid reality of piss-poor conversation rates,
unserved consumers, lost opportunities and income. Eric, a young (compared to me), accomplished
and brilliant entrepreneur, shared his thoughts on a strategy process service he was contemplating.
He was aiming to turn what many real estate agents consider Fools Gold and frustration, into 22K
Gold. I was listening hard. In our company and in my office, the lost opportunities we were talking
about were opportunities we squandered struggled with too.
After Eric outlined how his service might work, he arrived at the part where he shared what his GCI-
Generating-Service might cost a real estate broker to swing it into action. Like I shared earlier Eric's
brilliant, so naturally components of his proposed approach were counter-conventional in nature. Eric
asked what we thought. Linsey and Rob responded, then I chimed in.
Most of it sounded pretty good, but the fee structure he was imagining would never work. Brokers
would never go for such a thing. I know, I've been doing this for 30+ years, we've never done it that
way. The conversation continued.
There was some back and forth troubleshooting, um-hums, whys, why nots and what have yous. Next,
Eric smiled and asked a question. I'll never forget the moment. His smile was genuine, relaxed and
hinted amusement.

2. Eric, "Do you know why you think the fee structure won't work Ken?"
I thought, "Yeah, I know why it work. Because nobody will go for it. I've been around since there were
MLS books, one page contracts with pink, blue and yellow carbon copies and pay phones. I've
survived 20% mortgage rates and three real estate depressions busts. I'm an experienced Pro - a 32
year Vet. I know what I know." But that's not what I said.
I said, "No, why?"
Eric, "You don't think it will work because you've been in the business for 30 years."
My eyes widened. My pupils dilated. I remember leaning back and tilting my head. I could feel the
sun beaming down on my ever growing bald spot (but that's another story?), and I knew. He was dead-
bang right. In this case, my experience was not a benefit. In an instant I realized that my reliance on
experience, when mixed with lazy thinking, was not a asset or a blessing, it was a hateful liability!
That's what the Curse-Of-Experience is. It's when we rush to conclusions based on previous
experiences. It's when we approach opportunities and challenges with a half-open or closed mine. It's
when we think we know it all and we forget that everything is ever-changing.
If we allow it, our experience can become a curse and a liability, instead of a
blessing and an asset.
The Curse-Of-Experience murders our opportunities when we become comfortable and over-
confident. When we're comfortable and over-confident, we don't what to mess with what we think we
know works. When we're comfortable and over-confident, instead of thinking ahead, learning and
leading, we protect our status-quo. Before you know it, we're falling behind and earning less. Further
and further behind, earning less and less. Ugg. The Curse-Of-Experience is real and to be avoided at
all costs.
I've learned my lesson. These days, here's what I do. . .
When I approach a challenge, I try to remember to consciously pause and ask myself to suspend
my experience and wide-open my mind and imagination.
Yeah, how to keep the Curse-Of-Experience from murdering your real estate business can be that
simple.
As a friend, I thought I'd share my experience with you. I don't know if on occasion you suffer from this
curse as I do? But, if on occasion you do too, hopefully we can all avoid future missteps and course
correct our current behavior.
Thanks for reading. If I can be helpful, call or text me - Ken Brand 832-797-1779 Cheers to a good
year.
PS. I want to thank Eric Stegemann for reminding me of the importance of keeping my eyes, ears,
mind and imagination - wide open. Thanks man.)
©2011 Ken Brand - BrandCandid.com | Prudential Gary Greene, Realtors - 9000 Forest Crossing, The Woodlands,

3. TX 77381
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