Three Crucial Mindsets

I have three real estate mindsets that I think you should adopt. I’m hoping you pick up at least one or two of these and take it to crush it in your market. These three real estate mindsets are going to take you above all the other agents, separate/differentiate you in the market, give you confidence, and put you in a position where you cannot lose in this business.

1. Business is Unlimited

The first real estate mindset that I want to share with you today is that real estate prospects and business itself are 110% unlimited for every single agent and competition does not exist. There’s no way that any one agent can do all the business out there. Being unlimited means that there is more than you can handle at all times for the rest of your life, and because of that it creates a situation where there is zero competition. Let me give you a real life example. For the last two years, I have been coaching thousands of real estate agents for free. Part of the program includes a daily email from me of exactly what I am doing and how I am doing it. From day one, I added every single agent in my direct market. Therefore, I am teaching all the agents in my county exactly everything I do step by step to sell 100 properties a year every single year for 5 years straight as a solo agent (join the fastest growing real estate coaching program for free at the bottom of this blog). At first, every agent in my office thought I was crazy. But, guess what? I haven’t lost a single client or deal because of it. Why? Two reasons. One, because very few people will actually take action. And, the second is that even if every single agent did do my plan, follow my steps and applied them to their business, it still wouldn’t matter at all. Business is still completely unlimited. You cannot do it all. To take it a step further, you cannot call every single owner in your area. If you did, it would take so long and by the time you’re done 50% of the properties have already changed hands and you would have to do it all over again. On top of that, people change their mind by the minute. One day and they say “no”, and the next day, they say “yes”. This creates a situation where business is completely unlimited. Spend all of your time concerned not with what your so-called competition is doing, and just talk to property owners all day asking, “What in the world can I do for you?”

2. Closings Happen Everyday

The second mindset that mindset that I want to share with you is that closings happen every single day forever. This is regardless of market conditions. This is one of the big takeaways that I realized when the market crashed on me and I lost everything I had. After doing all my research, reading, and figuring everything out I realized that closings never stopped even in the worst market downturn we have seen in our lifetime. I don’t need one every day, but they still happen every day. Remember every closing is worth two prospects; a buyer and a seller. There are two opportunities to represent a client in each transaction. Let’s say in your market there are only 50 transactions a day, it varies. There are places that have thousands and some that have 10-20. Lets’ say your market has 50. This is 100 clients that you could possibly represent. Lets’ say the market crashes hard and goes down 90%, and it goes down from 100 a day to 10 a day. There are still 10 people every single day that are closing deals, these aren’t people that just made offers that they are trying to negotiate, or listings being signed. These are agreed upon purchase agreements that people have negotiated, came to terms, and signed those purchase agreements to close in 30-40 days. Every single day people are agreeing to contracts and signing to close on properties in the near future. So, do not look at any situation as there is not enough business to go around or that there’s only so many closings and these agents over here that producing so much, they are going to get all that business and there’s not going to be any left for me. That’s not true. Your personality is what separates you from all the other agents out there. Use your personality as your strength, to get out there, to meet people, talk to people, and follow my program to learn how to effectively communicate with people to go out there and get yours.

3. Relationships Over Transactions

The third real estate mindset that I want to share with you is; you have to value relationships over transactions in every situation. If you really want to go big in this business, you have to take every single prospect (regardless if they want to buy or sell this day/week/month), create that lifelong relationship with them and then maintain that relationship through some sort of technology (I have sent my entire database a weekly email every Wednesday since 2007-I teach you how to do this in my free real estate coaching program here). They have to really feel that you care about them regardless if they do a deal or not and you want to create that feeling and maintain it for the rest of your life. You accumulate these clients over time and build a huge database of people who know, love, and trust you. Now we have something real, a real business. Market share is how many real lifelong relationships you have with property owners in your market. Not how many closings/listings that you have compared to the rest of your market, but how many lifelong relationships are you putting in place, cultivating, nurturing, and maintaining forever. That’s the agent that owns all the future business, thus the market share. Get out there and get your market share by creating not transactions or listings, but relationships. The relationships will bring you 10-20 transactions over the life of your career through repeat business, referrals, and referrals of referrals. Some of my best clients never bought a property from me, but they referred 5 people to me that bought, sold, and referred more people to me. When you do good things, good things come back to you. Treat everyone the way you would want to be treated. Do not high pressure people. Use my phone scripts and understand that its not about asking people if they want to buy or sell, or how to get them to sign the line. It’s about finding out what you can do to help them regardless if it’s to buy or sell something today or not. Then creating and maintaining that relationship forever. And, that in turn will create so much NOW BUSINESS…

These are my three real estate mindsets; business is 110% unlimited for every agent, closings happen every day, and relationships over transactions. Real estate is such a mental game, even the work part of it because you have to tell yourself “I have to keep going”. It can get mentally draining, but when you realize that you can’t lose because there is no competition, business is unlimited, closings happen every day, your job is just to create and maintain lifelong relationships with property owners (closing deals is a byproduct). As soon as you realize that, everything gets better for you. It’s like a weight is lifted off your shoulders and all the pressure is off because now we aren’t trying to high pressure people because we know closings are happening every day. If they like us, we make them feel comfortable, and do what we are supposed to do, they are going to do business with us. Get out there and take something from this and go succeed. Go crush it, provide for your family, be the number one agent in your area, and let me know about it. Let me know that what I am doing is helping you.

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