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positive focus for real estate agents
August 28, 2021

Positive or Negative: What We Focus on Is What We See 

Know about “The Power of Positive Thinking”?  Focusing on the positive can create the positive, especially when it comes to getting real estate listings! 

Every week we get the question, “How do I find Listings when there is so little inventory?” This has been such a challenge especially in the last two years.  

Where to Start 

For Power Agents®, we have all sorts of prospecting tools in the Prospecting section of the Classroom: dot boards, weekly to-do lists, activity charts, etc. that are geared to help you stay focused on doing something every day to find leads. When the inventory is this low, it really comes down to shaking the trees vigorously and focusing on finding leads wherever you possibly can. 

TIP: For ideas on how to shake those trees, check out this related article, “What Savvy Agents Do When Listing Inventory is Low. 

Baader-Meinhof Phenomenon 

When you are thinking about buying a car, and you pick out exactly what you want, it’s funny how suddenly, you start seeing that make and model of car wherever you go? It’s stopped at the streetlight next to you, several are parked in the grocery store parking lot, and it seems like no matter where you are, there’s another one just like the one you want showing up in your life.  

This strange occurrence is called the Baader-Meinhof phenomenon, coined as “frequency illusion” in 2005. Essentially, our brain gets excited about learning something new, and we begin to pay selective attention to the object of our interest subconsciously. 

What We Focus On Matters 

When my son, Michael, was going away to summer camp for the very first time, and he was really nervous. He kept asking, “What if the other kids don’t like me? What if I’m homesick? What if I don’t like it?” He was focusing on all these negative things and getting more and more worried, and I knew I had to do something. 

We had stopped in a 7-11 to get snacks, and I said to him, “Michael, what I want you to do is look around the room and make a mental note of everything that is red.” So, he spent a minute looking around the store, then I told him, “Now close your eyes…and tell me everything in the store that’s black.” Of course, he couldn’t do it, and he said, “Dad, I can’t because you told me to focus on everything that was red.”  

I said, “Exactly. When you choose to focus on one particular thing, that’s all you see. If you focus on the negative things about going away, it’s going to be a negative experience. I want you to focus on the positive things so it will be a positive experience for you.” 

TIP: Check out this article by Healthline: “Benefits to Thinking Positively, and How To Do It”  

How This Ties Into Real Estate 

It’s the same thing with listing inventory. When you are focused on not having inventory, or focused on other tasks because you have no inventory, you aren’t going to get any inventory. Every other day, be committed for at least an hour looking for that inventory lead. Focus on finding them. There are so many places to look, so focusing on finding those leads and gaining listings will bring those listings into your life. 

TIP: Check out these awesome motivational quotes for real estate agents. 

What’s Next? 

Are you ready to start taking things to the Next Level®? If you don’t already know what you need to do to get to your next level, we can help!  

Power Agents®, for more strategies and tools for focusing on getting leads and listings, check out the amazing content in the Prospecting tab in the Classroom.  Whether you need a boost of confidence or empowering dialogues, we are here to help you get the skills you need to be the go-to agent for the buyers and sellers in your farm area. 


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