Posted by Your Loan in the Valley
Success requires a particular mindset especially when life and clients throw you a curve ball.
- You won’t prospect.
Prospecting conjures up big-time fear in most people’s minds. We’ve been conditioned to associate the word “no” with rejection, failure and pain.
So you have subconsciously learned to associate “no” with not getting what you want. It’s normal — don’t feel badly about it — BUT you have to start getting back on track and reassociating “no” with what you want.
Real estate is a numbers game — no matter how you slice or dice it. I hear a lot of real estate agents say they aren’t in sales, that they just want to help people. There’s nothing wrong with that, but if you want to increase your business and help lots and lots of people, you have to work through the numbers.
If you are going to have success in real estate, you have to prospect. There are about a million ways to prospect in real estate.
- You won’t follow up.
Follow-up is everything in real estate. How many times have you talked to somebody for the first time and they say, “Yes, I want to buy or sell a home immediately! Where do I sign up?”
Yeah, almost never.
You can’t build a lasting, concrete, sustainable business that way.
Many agents give lip service to follow-up and tell people they’ll call when they are supposed to, but lack the decision to set up a follow-up task to do so. It fascinates me how many people I see in the business world (not just real estate) that say they are going to call me at such and such a date , or do something for me, only to find out it doesn’t get done! It’s actually more normal than abnormal, and that’s not OK.
If you want to last in real estate, simply be a person of your word. Everyone admires someone who does what they say they’ll do.
- You’ll let one bad experience throw you into a downward spiral.
This one is huge!!! As humans, we tend to enjoy drama. All you have to do is turn on TV and find all of the great reality TV shows out there (sense the sarcasm) and you know what I’m talking about. We love to wallow in how bad a situation is and give it all of our time and energy.
We know it’s hard but you have to train yourself to do it. Otherwise, you’ll end up broke, depressed and unhappy.
So what do you do when something bad happens in your business, like you lose an escrow, a client you thought was solid says they are going to work with another agent, you get a letter from the local department of real estate, a client yells at you? Is your stomach turning yet?
Here’s the secret: Keep moving. Deal with the situation and do the best you can to remedy, and if you have given everything you can into turning it around or finding a solution, move on and do something else productive. Don’t let it suck you down to the bottomless pit of anxiety. That isn’t going to help you get what you want. A good word to describe this is to compartmentalize your thoughts and actions. It’s crucial for your business success (and life success, really). What we mean by this is don’t let the bad feelings you have from one problem bleed over into other parts of your life.
- You’ll think the business is too hard, when the truth is you just haven’t made the decision to be great yet.
We’re sure we might get some backlash on this, but we believe it’s important to speak the truth. Real estate is not a complicated business. You find people who want to move from one place to another, and assist them in that process. Simple. We didn’t say it was easy — it’s just not complicated. If you talk to (the right) people, be genuine in your approach and have a proactive plan of follow-up, you’re going to do well. You just will. Source: inman.com by Matthew Coates
Your Loan in the Valley