The mindset myth for real estate agents

A lot of people believe that mindset is key – and I agree to a certain extent but I believe that there is a mindset myth for real estate agents, that is pedalled through a lot of training.

Yes, to get started in prospecting you need to rev yourself up with a positive mindset. But say you are prospecting for 2 weeks and get no results – is it still reasonable to say:

“Have a positive mindset!”

Real Estate is a results driven industry so if you aren’t getting the results, pressure comes from everywhere. So is it still reasonable to just say “have a positive mindset” and keep going if you aren’t seeing the results to match your efforts?

I believe that results fuel your mindset, so once you see the results prospecting becomes easy, because you receive listings and sell them, then you have a testimonial to work with, then you might receive a bonus cheque, you get confidence, your happy customers tell others about you and you get referral business and it snowballs from there.

So what’s missing? The process is broken…

We must have a process initially for consistency and discipline so that we can get the ball rolling, but the ball must roll for you to have a successful career in real estate.

We have all seen it – the positive person starting out in sales, prospecting, working hard and excited about their new career path – then three weeks later they are struggling and eventually they quit. I have told the story before of the 10% of agents who stick it out – how sad is that? Real estate sales is an amazing career.

The problem is momentum – how do we get momentum as agents?

Action is one thing but if you don’t get a result how long can you stay in action – action inspires a result – result inspires action. You see what I mean?

So here are three ways to create momentum:

1. Mindset – As you have just heard, mindset is the kick start for your career in the short term. There are proven tools and strategies for short bursts of intense motivation and results driven activities that can help you get started with a positive mindset to get the ball rolling. Instead of working through a huge list of prospecting sources, you are better off working to your strengths and choosing the most effective one or two, for you so that you maximise your time, get results quickly, so that you don’t feel stuck doing the same thing everyday and not getting the results. I mean, who can sustain that?
2. Mechanics – you have to have the mechanics right for listing, reducing, selling & price reductions to make sure that the results come from your hard work at prospecting. There is little to no point spending all day prospecting, if you can convert listing appointments to listed properties and eventually sales. In every area of selling there are a set of best practises that must be employed.
3. Marketing – and of course marketing. Marketing is the lubrication of the whole process. Personal and office marketing makes it easier to get those early results, and to get the phone in the office to ring. My salespeople used to get 50% of their results from marketing that the office undertook, and they worked for the rest. There are some great tools that I have tried and tested for this too.

On day one of Success in Real Estate we talk a lot about mindset and how to get started with momentum in real estate. On day two and three we cover the mechanics and best practises for each area of the sales process PLUS a full 12 month marketing program designed for either real estate offices or agents themselves.

If you think this might be a good fit for you please send an email to support@michaelkies.com.au and we will book in a 10-minute strategy session to see if it’s suitable for your situation.

BUT this course is not for those who aren’t into hard work – a lot of agents sit back and think it is not their job to market themselves, and a lot of principles think that the agents should bring in the leads.

I want people there who want to take matters into their own hands and get momentum happening.

I want people who want to achieve incredible numbers, who want to work hard to put it all together and earn at least a million dollars in gross fees per year.

So if this is you, get in touch and we’ll have a chat at support@michaelkies.com.au