I’ve had a number of calls lately with clients who feel like they are caught in a “bad luck” streak. Between deals falling through at the eleventh hour and a sudden lack of momentum, I can hear it in their voices: the mindset is ripe for a tanking.
When the scoreboard isn’t reflecting your effort, the natural human instinct is to pull back. We want to protect ourselves. We hunker down and over-analyze every mistake, trying to “think” our way back into a winning streak.
But here is the truth about the real estate and lending business: Luck is a volume game.
Stop Over-Analyzing, Start Moving
You cannot think your way out of a slump. You have to work your way out of it. Activity isn’t just about hitting a raw number on a spreadsheet; it is the only way to break a cycle of stagnation. While strategy is the blueprint, activity is the engine.
When you lean into activity during the hard times, you aren’t just “staying busy” – you are generating the data and friction necessary to sharpen your skills.
Reframing the “Bad Luck”
To win the mindset game, you have to change how you view the struggle:
- “Bad Luck” is just Data: It’s a signal that you are in the middle of a cycle. Statistics dictate that if you keep moving, the numbers will eventually swing back in your favor.
- Failed Deals are Real-World Friction: Every deal that falls through is a masterclass in closing. It’s the friction that sharpens your edge for the next one.
- The Struggle is Muscle Soreness: In the gym, soreness is proof of growth. In business, the “uphill” feeling is proof that you are building the capacity for a higher level of success.
Force the Luck to Change
The “Best Practice” targets we aim for – whether it’s high appointment rates or closing ratios – aren’t reserved for the lucky. They are reserved for the persistent.
Don’t wait for your luck to change before you decide to increase your activity. You must increase your activity to force the luck to change. Luck isn’t something that happens to you; it’s something you create by increasing your surface area for opportunity.
The Challenge: Be Like Water
As Bruce Lee famously said, “Be like water.” When water hits an obstacle, it doesn’t stop. It doesn’t get frustrated. It flows around it, finds a new path, and keeps moving toward its goal.
The breakthrough you are looking for – that next recruit, that next loan, that next listing – is usually just one “touch” away.
- One more new conversation.
- One more appointment.
- One more direct closing question.
Who’s ready to change the narrative today?
