4 Mindset Shifts Real Estate Agents Need to Make for 2020

4 Mindset Shifts Real Estate Agents Need to Make for 2020

You may have already sat down and laid out your real estate business goals for 2020. Most likely, each goal is based on a numerical result, which is specific and measurable.

But what if you could supercharge your commitment to those goals by coming at them with an unshakable mindset?

Training your brain to look at things positively, turn the negative around and always embrace growth will keep you motivated. And heck, people want to do business with someone pleasant!

The four major mindset shifts for you to embrace in your real estate business are detailed below, along with tangible tips to put them into action.


1. The Path is Unpredictable, and That’s Fun

Sometimes things do not go according to plan. A deal can go sideways, a client may get cold feet at the 11th hour, or circumstances change for no good reason.

You could see these changes as frustrating. You might even think that the world was out to get you. But that’s not going to help you bounce back from a setback.

If everything always went to plan, life would be a little dull. The trick is to accept the fact that you can’t control everything, and that’s okay. 

In fact, the better you get at rolling with the punches, the more you’ll enjoy the journey – in business and life.

When something happens that you didn’t expect, ask yourself: “Can I change this?”

If the answer is no, then it’s time to let it go. You did the best you could. Onwards and upwards. Keeping your mindset positive and accepting will also be felt by your clients, who will appreciate your even keel.


2. Think Outside the Box for Your Clients

If you’ve been in business for a while or work for a brokerage that has given you a detailed set of procedures and training, it can be easy to slip into autopilot on a daily basis.

The next time you encounter a problem, stop for a moment before you automatically turn to the recommended solution. Could there be a better, more creative way for you to remedy the situation?

Jot down a quick list of possible solutions on a sheet of paper and let the ideas flow. You may have a unique network or a particular skill set that could solve your client’s problem much quicker or more easily.

Taking the extra few minutes to investigate ways to problem solve that are weird and wonderful could save you time and money, while also delighting your clients.


3. Flip the Script on Failure

When you haven’t had a great few weeks, you’re struggling to get listings, or you really drop the ball on a call or meeting, what matters isn’t failure – it’s how quickly you pick yourself back up and try again.

Failure isn’t a fatal blow; it’s just data.

So the next time things fall apart, and you start to get down on yourself, stop the negative self-talk and take these simple steps:

  1. Review what happened and note where things went off the rails.
  2. Write down in one sentence how you could do things differently next time.
  3. Commit the lesson to memory and walk it off.


After all, the hardest lessons learned are often the ones that help us the most down the road. It’s all a part of the professional development process. Be happy you learned, think of it as an experiment, and now you know the outcome.


4. Take the Pressure off Prospecting

Whether it’s a list of leads you’re following up with over email, or a series of in-person meetings with prospective clients, the pressure you feel to deliver an excellent first impression can be massive.

Instead of worrying about how you’ll look and if they’ll like you as a professional and as a person, turn your focus outward. Flip your mindset from yourself to how you can help them.

Spend your time really listening to them, asking questions and getting to know what matters in their lives. Bring them value right away and focus on giving them the best possible advice you can about real estate and anything else they might bring up.

Building up your ability to come to any conversation from a place of service will enhance a client’s trust in you, which will result in more genuine connections and people who want to do business with you.


When has a mindset shift helped you succeed in business?



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