“Your living is determined not so much by what life brings to you as by the attitude you bring to life. Not so much by what happens to you as by the way your mind looks at what happens”. Khalil Gibran
In the last BLOG about Building a Winning Mindset in Real Estate Sales (Part I) we covered some ideas and strategies aimed at “Your Day”. In Part II we’re going to dig into some very specific “Things To Do”. Let’s start with your selling skills…
- Build Your Skills Daily
Selling real estate successfully is a moving target. There’s always new technology, strategies and techniques to be learned to be at the top of your game. Over and above the obvious goal of being an efficient professional, there is a significant side benefit to building your skills every day. Look at it this way, the better you get at something, the higher your confidence level . The higher your confidence level, the stronger your mindset. The stronger your mindset the more equipped you are to deal with disappointment, frustration, anxiety and the ongoing ups and downs of selling real estate.
Some examples of Building Your Skills Daily:
— role-play 30 minutes each morning with a different partner five days a week
— Listen to the “All the Right Words” Real Estate Scripts and Dialogue recordings in your car or when you are exercising on the treadmill
–role-play every week for one hour as part of the “Real Estate Insiders Club” Membership Program
–read your scripts out loud in front of the mirror to sharpen up your objection handling and your listing presentation for home sellers
There is a phenomenon in skiing that illustrates the power of having ongoing successes. Every skier remembers that “one great run” when they went from the top to the bottom of the hill smoothly and easily without falling. They don’t remember the other 10 times when things didn’t go so well – when they had that big tumble. They just remember the success and the exhilaration of the time when everything went right.
Selling real estate is the same way, that great listing appointment or a powerful negotiating session where you negotiated everything in favor of your home buyer. You don’t forget how that felt. That’s what really builds up your confidence. By improving your selling skills every day you will enjoy more successes. This is how you will strengthen your WINNING MINDSET with consistency.
- Have a Dream Board
80% of the population is visually driven. Have pictures and images in front of you to remind you of what you’re striving to achieve. This way you are reinforcing what’s important. As Napoleon Hill said in “Think and Grow Rich”… “What the mind of man can conceive and believe, he will achieve”. The more you can easily connect with your biggest desires, the easier it will be to accomplish them.
Creating a Dream Board is fun and easy to do. Start with a blank template (see “All the Right Time”). Next, Google images and print out pictures of people, places, and things that inspire you. You no longer have to purchase a stack of travel magazines – everything is online.
Visual is the most powerful way to remind yourself of the benefits of staying on track. The more easily you connect with your biggest desires, the easier it will be to accomplish them. In doing so you are once again contributing to having a WINNING MINDSET. Remember this “not much” line from business philosopher Jim Rohn…”If you don’t design your own life, chances are you’ll fall into someone else’s plan. Guess what they have planned for you… not much”
- Fill up Your Tank Every Day
In 1992 author John Gray first published his now classic relationship book entitled “Men are from Mars – Women Are from Venus”. It discussed the differences between men and women but there was one commonality that is very important to the mindset equation. Dr. Gray highlighted the reality that we must “fill up our tank” every day. He pointed out that in today’s fast-paced society our emotional tank is being drained every day by the pressures of life around us. Dr. Gray said “It is important to fill up that tank every day so that you are armed to deal with the adversity that is bound to come. A full tank will reinforce your mental toughness and your mindset.”
Filling up My Tank Techniques
— read inspirational material 30 minutes every day first thing in the morning/before you go to bed/or both (example: “the Magic of Thinking Big”, David J. Schwartz)
— listen to inspirational material in your car or on the treadmill while exercising (example: Jim Rohn, Jack Canfield, Tamara Lowe, Tony Robbins, Wayne Dyer)
— listen to powerful insights on strengthening your mindset.
Bombard yourself with great material every day. By filling up your tank you are protecting yourself from ongoing negativity and the difficulties of dealing with emotional home buyers, emotional home sellers, even emotional real estate salespeople. Build up your “armour” so that you can fight off these challenges when they show up.
- Connect with Positive & Inspiring People Every Day
The people around you will have a significant impact on how you think and how you act. As Earl Nightingale said many years ago, “Your income will be the average of the five people you spend the most time with”. No matter how you try to shield yourself from negative people, it is much safer to spend time with positive people.
Picture yourself on a rubber raft at the beach on a beautiful calm sunny day. There’s no wind and you don’t seem to be moving anywhere. 20 minutes later you look up and you are 100 yards down the beach from where you started out. It’s the same with those you associate with, they will move you in a plus or minus direction even though you don’t notice it happening. It’s very subtle but it’s always happening.
Here’s a great strategy to “move you down the beach in the right direction”. Take an inspiring person to lunch every two weeks. Interview different people and ask them a series of questions. Things like…
What inspires you?
What books are you reading?
What would you do differently next time around? etc.
These interviewees don’t have to be real estate salespeople – anyone in your community you know that is interesting and appeals to you. In following this approach personally, here’s what I learned – inspiring and interesting people love to help others. You won’t have any trouble finding people to take to lunch. Start putting it in your calendar and be sure to have your questions ready.
Spend time with people who will lift you up. Find out how they think, how they live, and how they act. Their uplifting mindset will contribute significantly to your mindset. Don’t try to do it on your own. No one ever developed a WINNING MINDSET in isolation. Draw from others and ask lots of questions. Find out how they think rather than telling them how you think. Here’s the fun part… follow this plan and some day… someone will want to take you to lunch for the very same reason!
- Eliminate Negativity
Eliminate as many negative factors as possible from your life… the newsprint, online news, television journalism, office gossip, being judgmental, etc.. It is insidious and it drags you down.
Consider this set of circumstances: you get on a passenger plane for a five hour flight and find yourself seated beside an individual who is coughing, sneezing, sweating, and obviously under the weather. As the plane takes off you note there are several other empty seats available for you to relocate. What would you do? Would you stay where you are or would you move to another location?
Most people would move. Why? Because staying where they are now will infect them and affect their health negatively. It’s the same for all the negativity around you…if you don’t avoid it, rest assured it will infect you in the same way. It will infect your mind and you too will become jaundiced and negative in your thinking. You can’t afford to have your mindset impacted that way. When you run into negativity… “move to another seat” – fast!
The combination of point #4 above regarding associating with positive and inspiring people and this point #5 – eliminating all the negative factors around you, is very powerful. By putting these two together you can really start to see how you are creating an environment that contributes significantly to your attitude and your mindset. The scale tips in your favor in a big way. Undesirable circumstances no longer have any power over you. By being proactive you are taking charge and in doing so you become unstoppable!
Reading Recommendation: “Ten Things I Learned from Bill Porter” by Shelly Brady (a short read about dealing with negativity – very inspiring)
- Introduce More Versatility in Your Life
By becoming more versatile, you open yourself up to a much broader view of your surroundings and your circumstances. Take on some new ideas, some new habits, some new hobbies, and new people, etc. In doing so, your mindset is open to understanding life from a whole different perspective.
Try new foods, go to a different movie, meet new people, make some videos and send them to your real estate customer database. Here are some examples:
— read a different book, (“Tell to Win”… the power of telling stories in selling, by Peter Guber)
— watch TED Talks on YouTube (watch Simon Sinek talk about “Start with Why”, listen to Sean Achor talk about “the Happy Secret to Better Work”, watch model Cameron Russell as she discusses how… “Looks Aren’t Everything”)
— watch a different movie (“What the BLEEP Do We Know” by William Arntz)
Get comfortable being uncomfortable. Expand who you are being today into who you are capable of being. The broader your thinking becomes, the more ideas you have been exposed to, the more confident you will be “in your own skin”. More ammunition as you develop your amazing WINNING MINDSET.
What’s NEXT? In Part III we’re really going to delve into some ideas for you as a person. The next BLOG will cover Winning Mindset ideas on “Who You Are Being”. Coming soon.
Leave a comment below, what’s a Mindset activity you’ve introduced into your routine that helps build your mental toughness?