A shift in mentality will improve your results.


The age old saying is, doing the same thing and expecting different results is what defines stupidity. Many agents out there work hard, no one can question their endeavour, however they don't work smarter. This ends up having catastrophic results as people end up disappointed when they put in more work, as their results don't match their output and they also resent the actions they have taken because they don't believe they work. If you ever want to see an agent despise business development calls, look at them after they have lost a listing and had a terrible session of calls where they have been told no in every possible way.

But life doesn't have to be all like that. What is it that differentiates the best agents from average ones, and average ones from struggling ones. Whilst not trying to exaggerate the point, it simply can all be put down to attitude. Many people in the real estate game blame other reasons as to why they aren't successful. These can include:

  • Other agents are better looking than me
  • I had a bad person who trained me
  • The area I work is not booming
  • My office doesn't have the market presence it requires
  • We don't have the resources in the office to be successful.

So how can you change your mentality and stop feeling like the world is against you?

1. Accept the past, plan the future.

The biggest and most obvious step in order to improve your results is to focus on the future. Too many people focus on why they lost a listing, or a sale and therefore stay in the past. As an agent you need to accept that things will happen that are out of your control, and also that things you expected to happen may fall apart. All of this needs to be focused on and accepted to help you move forward.

2. Set micro and macro goals.

Your goals should be defined in to two categories. The first is what you want to achieve in the bigger picture, e.g $10 million in sales for the next 3 months, and then secondly you need to break down what you need to achieve each month to get there. Focus on each month and the tasks required to get to your goal, and work through each task to get there. This will help you stay on track for your bigger picture and ensure you get there in the long run.

3. Accept the outcomes of your actions.

Whilst your actions may have the best intentions, the results for the actions may not always turn out as planned. You need to be willing to accept that each result that transpires may not be exactly what you planned, but you put your name to it and you have to wear it as a result. Whilst your outcomes of losing a sale, a potential vendor or what ever else may hurt, in doing this you will realise that you won't make the same mistake as the negative results will frustrate you. When you push accountability on to others, you don't absorb the full brunt of the frustration, meaning that you are likely to make the same mistakes again. 

Whilst these three things may sound simple and almost like common sense, you will find that agents are generally lacking in at least one of these three areas. If you work hard on improving yourself and making sure that you are ticking off those three things with full confidence, you are likely to improve your results, and be less emotionally affected by the negative ones.

About the Author:

Todd Schulberg

Todd Schulberg handles all things marketing for Homely.com.au - Living and breathing property, Todd has a keen interest in the movements in the market and howagents can utilise new tools and technology in order to be more connected. Using all things social, Todd suggests different ways that agents can engage and think outside the square with their marketing approach.

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