In his 2014 University of Texas Commencement address, Admiral William H. McRaven who runs the Navy Seal program described some aspects of basic seal training and the ten lessons he learned from it 37 years ago. Here is one:
Several times a week there is a uniform inspection where the training instructors critique each persons’ uniform looking for anything that is less than perfection. The slightest wrinkle in the fabric or smudge on the brass requires the trainee to go jump in the waters off San Diego in full uniform and then roll in the sand until they are completely covered in sand. They have to wear that wet, uncomfortable, sand covered uniform all day. The effect is known as “Sugar Cookie.”
What Admiral McRaven learned in that training is that no matter how perfect his uniform was, he was always going to be selected at some time to be a Sugar Cookie. Some trainees could not deal with the frustration and unfairness of being a Sugar Cookie when they hadn’t done anything wrong. Some were so frustrated by this one process that they quit the Seal training program, which was what the Sugar Cookie drill is for in the first place; to weed out those who didn’t want it bad enough to handle the frustration. Sometimes no matter how well you prepare or how well you perform, you still end up as a Sugar Cookie.
Life is not fair and there are going to be times, repeatedly, when each of us is going to be a Sugar Cookie.. There are days when you as a Realtor put your heart and soul and everything you have into representing your clients, and sometimes, no matter what you do, they either still aren't happy or don't understand to what extent you went to make it happen for them. Some days you are a Sugar Cookie.
We also reflected on how many really talented people we’ve seen who were really good at the real estate business but who just couldn’t handle the frustration of unreasonable clients, dishonest agents and clients and people who couldn’t meet their responsibilities. They quit. Part of success is just coming back into the fight no matter how many times you get hit. Get used to being a Sugar Cookie.