Why do some agents flourish while others do not? Is that a question you’ve ever asked yourself? There is a huge discrepancy right now between people who are failing and people who are succeeding.
Having been a real estate business coach for the past 15 years, I’ve had the privilege to observe how real estate agents function. This experience has included new agents and seasoned agents, and the experience of watching them work through hard times and good times. In addition, I’ve even had the privilege to be able to participate in helping them to become successful.
Here’s the secret to what separates those who are doing well in today’s economy from those who are not. It’s one word: fear. The not so successful real estate agents have fallen into a cycle of fear. Usually that pattern is established through incessant watching of the news, whether it’s reading a newspaper, or a magazine, or watching TV, or listening to the radio, the real estate agents who aren’t doing well are following the news much too closely, and what happens is that their mind is focused on gloom and doom.
They have gotten in a cycle of focusing on what they don’t want instead of what they do want. Because the media focuses on lack, they have also been focusing on lack. Since our thoughts create our reality the more we focus on lack the more we bring that experience to us.
The energy of fear is a contracting energy. If you’re caught up in fear you might not know it but you might notice the signs and symptoms of fear. Here are some things to watch out for: Are you feeling discouraged? Are you procrastinating? Are you avoiding marketing? Are you feeling depressed? Are you suffering from low energy?
All of these signs and symptoms simply indicate that your energy instead of being expansive and confident has shrunken.
So what’s the way out? Let’s take a look at group B, the successful real estate professionals in today’s economy. These professionals are not watching the news very much at all; in fact most of them go out of their way to avoid the news because they know the devastating effects on their mindset if they inundate themselves with the latest media blitz. Instead they focus on the opportunities available in their marketplace.
They are keenly aware of the properties available. They are keenly aware that this is one of the best times to buy. They are taking action.
What the successful group is doing that the non-successful group is not doing is that they are keeping their confidence level high and their mindset. They are focusing instead on, “how can I serve the people in my community?”
In addition, they are not focusing on what they don’t want; they’re focusing on what they do want. They’re focusing on their vision. They’re focusing on the income they want to create. They’re focusing on how they want to help people. They’re focusing on their capabilities. If they have skills that they need to refresh they’re taking that opportunity to do it now.
Finally, the most important thing they’re doing that the other group isn’t doing, is that they’re taking action. With a positive mindset it’s easy to take action. They are getting on the phone. They’re not afraid to pick up the phone and call their past clients, their current clients, their sphere of influence, and even people they don’t know. Because they know that they have a valuable service they offer.
