CONSISTENCY DOESN’T MEAN DOING IT PERFECTLY EVERY DAY!
When I was preparing for my Kumano Kodo pilgrimage hike in Japan, I knew I needed to build my walking fitness.
Ideally, that meant regularly walking 10 or 15 kilometres.
But that wasn’t always realistic.
Some days I walked further. Other days, just a couple of kilometres.
It wasn’t perfect.
But I was still training.
And every time I walked, I was reinforcing the habit.
Our brains learn through repetition. The behaviours we repeat become easier to return to until, eventually, they can become our default.
There’s a powerful lesson here for women in real estate.
Let’s say your prospecting target is 20 CRM calls a day.
Some days you make 20. Maybe even 25.
Then comes that day.
Appointments run over. A contract needs attention. A vendor calls. Life happens.
Suddenly, 20 calls feel impossible.
That’s when the all-or-nothing thinking kicks in:
“If I can’t make 20 calls, there’s no point starting.”
But what if you made just two?
Two calls won’t hit your target.
But they keep the habit alive.
Every time you open your CRM and make those calls, you reinforce: “This is what I do.”
With repetition, prospecting becomes less something you force yourself to do and more a normal part of your business.
And those two calls could still lead to a conversation, an appraisal or your next listing.
The goal isn’t perfection.
The goal is to stay in the game.
Try this:
Easy: 2 calls
Good: 10 calls
Target: 20 calls
Extraordinary: You’re in the zone—keep going!
That’s how I approached the Kumano Kodo.
Some days I walked further. Some days, only a couple of kilometres.
But every walk counted.
Your real estate business works the same way.
You don’t build a strong pipeline from one extraordinary day of 50 calls.
You build it on ordinary days when you keep doing something—even when you’re busy, tired or don’t feel like it.
Consistency isn’t doing the same amount every day.
It’s keeping the commitment alive long enough for the behaviour to become your new default.
So, if you can’t make 20 calls today?
Make two.
Because two calls still count.
