Latest Articles

2009-03-10 23:09:57

Making a Mind Shift - What’s Holding You Back?


“Everyone has it within his power to say, 'This I am today; that I will be tomorrow.' The wish, however, must be implemented by deeds." Louis L’Amour
Drum roll please: The secret to success in real estate – and in life – is much closer than you might realize: It’s right inside your head.
And if you aren’t happy with where you are in real estate today, guess what, you have one place to look: the mirror.
Mr. L’Amour agrees. I know because he also said this: “A mind, like a home, is furnished by its owner, so if one's life is cold and bare he can blame none but himself.”
And if you’re finding stress in your life (and don’t feel alone, we’ve all been there and some of us make regular visits to these low places), don’t fret, because there is good news: By shifting your mindset, you can change your life.
And the first step is to take full responsibility for you and your life. Only after you do that can you begin to grow into the best real estate professional you can be.
And now, getting into the deeds Mr. L’Amour mentions in his quote, I tell my clients there are three distinctions (all of which are based on attitude) that separate the successful from those who constantly yearn:
1. Connecting vs. Impressing
2. Abundance vs. Scarcity
3. Fun vs. Hard Work
First, consider how you approach prospective clients. Do you seek to impress them? If so, it’s likely they’ll see you as one of those scary, pushy salespeople. But, on the other hand, if you show a true interest in their needs and problems, you’ll begin to connect and build trust.
It’s the old versus new style of selling. The old way tells customers what they need and then pushes it on them. The new way is about listening to customers’ problems then formulating ways to solve them. It’s based on a relationship. Consumers want someone to trust, someone to listen and someone to discover their needs.
The next step is to reflect on the concepts of abundance versus scarcity. Realtors with the scarcity mindset believe opportunities are limited. So what do they do? They feel they have to work with every prospect that comes their way and they end up working with the jerks. Life is too short. Don’t do it.
But with the mindset of abundance, there’s enough business for everyone. One of my clients called me the other day; he was steamed that I was working with another Realtor in his city. He had the scarcity mindset, but there was absolutely no reason for him – or for anyone – to hold on to such a ridiculous way of thinking. There truly is enough for everyone. Stop worrying.  
And finally, think about fun versus hard work. It’s been said those who love their jobs, never work a day in their life. Most Realtors I meet really do love their jobs. But sometimes even the happiest agents and brokers burn out. So it’s imperative to do the things that prevent burnout in the first place. One is to always take care of yourself by eating right, exercising, socializing and getting enough rest. Then, take at least one full day off with no cell phone and no e-mail every week.  
Something I do with agents and brokers is set up systems to make their businesses operate on auto pilot. You wouldn’t believe the difference systems can make.
So, the take away here is this: If you aren’t enjoying real estate, do some thinking about what mindset you need to change. Because you have the power -- it’s in you.
Best of luck to you!
Bob Corcoran is a nationally recognized speaker and author who is founder and president of Corcoran Consulting Inc. (, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into the residential or commercial broker or agent’s existing practice.Sign up TODAY for your complimentary business consultation at 

Related Post

Industry, Education

Negotiating Tip 114: Retreat Negotiations

March 29, 2019

Industry, Education

Negotiating Tip 113: Activating Our Opponent

March 28, 2019

Industry, Education

Negotiating Tip 112: Misconceptions

March 27, 2019

2021 Real Town The Real Estate Network