Keeping up with the constantly shifting housing market has many agents floundering. Before you tear your hair out with frustration, check out the three mindset makeovers you need to keep up and stay competitive.
The real estate industry has survived more changes in the last few years than anytime we can remember in recent history. With all the market changes, there are three “mindset makeovers” that each agent needs to keep up and stay competitive.
Mindset Makeover #1 – You
Shifting your career and life into high gear starts in the mind. Always. As the late, great Zig Ziglar used to say, “Your attitude dictates your altitude.” He had that right. It’s nearly impossible to earn a six-figure income with a $6 (or even $60) an hour mentality. You have to KNOW your worth. BELIEVE in what you want to achieve. For most agents, that first takes a little mental reset and a solid understanding of how to boost your happiness baseline. As the author of How to Design a Life Worth Smiling About, Darryl has done the research on how to succeed faster, with more JOY. That’s a key ingredient that is missing for a lot of sales professionals. Ready to dream bigger? Build your skills with more confidence? Love life (and your job) a little more? Then it’s time to dig in and make your mental well-being a priority, understand that ALL change has opportunity built right in, and remember that you are more resilient than you realize.
Related reading: Don’t Let Your Business Plan Be Dictated By the Headlines
Mindset #2 – Your Buyers
In today’s world, agents struggle to create buyer loyalty. To get agency agreements signed. To get buyers to understand what THEIR reality and buying power looks like in an ever-shifting market. That’s why it is imperative to take a deep dive into what makes buyers tick so that you can communicate more effectively, get clear on their commitment, and confidently create a connection and system that encourages loyalty. On our weekly coaching calls, Darryl helps agents learn to effectively separate lookers from buyers, negotiate at extraordinary levels, and develop customers that become part of a referral network they can count on long term! Your communication skills need to be even keener when markets are in a state of transition.
Related reading: Top Strategies to Communicate Hot Market Conditions to Buyers
Mindset #3 – The Sellers
Sellers today need you more than ever. Even if they don’t always realize it. They’ve gone from crazy, frenzied, way-over-market value pricing to a new real estate normal where pricing, in most areas, is normalizing and coming back to a fairer market for everyone.
Step one for you is to fully understand what’s going on in their heads so that you can speak from the heart and communicate in ways that help you connect – both with them and with their commitment to their next level in life. It’s a game-changer. Many agents in today’s world are about the “get” or the “take.” Getting the appointment. Taking a listing. Finding the “pain point” and leveraging it for a bottom-line gain or using “techniques” to get what they want. The truth is that people don’t want to be “sold” these days, and most agents worth their salt don’t want to “SELL.” At least not in that hard-core closing kind of way. That’s why we teach agents to serve, not sell. To coach, not close. It’s why we talk about it almost every week on our coaching calls so that our members authentically understand how and why this approach not only helps them grow their businesses, but allows them to serve sellers who will happily become clients for life.
The Rearview Mirror Analogy
When you drive your car, there are two very important pieces of glass – the windshield and the rear-view mirror. Which is the bigger glass? The windshield! Why is that important? Because you are supposed to be focusing on what’s in front of you, not what’s behind you. Could you imagine how much trouble you would be in if you tried to drive forward while only looking in your rear-view mirror? That’s an accident waiting to happen!
Let’s focus on what’s in front of us this week so we can keep moving forward in our lives and careers and help our buyers and sellers do the same.
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