Tag: Goal Setting

You cannot give someone something that you don’t already possess. As real estate professionals, we want others to believe in us, our ideas, and our services. But how strongly do we believe in ourselves?

True confidence is demonstrated by our willingness to persist, even in the face of resistance. It’s not always easy, but it’s always possible. Influential real estate coaches and even the Bible emphasize the importance of this universal principle.

The Key Distinction: Persistence vs. Pressure

The key is understanding the critical difference between persistence and pressure.

• Sales Pressure is repeating the same message regardless of the other person’s concerns, creating friction.

• Real Estate Persistence is about empathy, adjusting your approach, refining your message, and adding more value. It’s about demonstrating that you are the best person to serve their unique needs.

Persistence isn’t situational; it applies to everyone, all the time. Are you simply finding deals, or are you actively forging them? Forging deals means seeing a client’s potential future, not just their current needs, and consistently adding value to close that gap.

Persistence Communicates Crucial Messages

When you persist with genuine commitment, you convey:

• Genuine Care: You truly believe people are better off working with you. You are changing lives.

• Confidence: You believe in your abilities. Your actions, words, and questions make the difference.

• Targeted Solutions: You deeply understand their situation and offer specific, customized solutions. Remember: Certainty is more influential than enthusiasm.

• Multiple Reasons to Move Forward: You offer value beyond simply listing or showing a property. You provide unique insights that are compelling to each client.

6 Habits of Highly Persistent People 

Highly persistent professionals don’t just try harder; they approach resistance differently:

1. Celebrate their work.

2. Are driven by a purpose beyond the commission.

3. Expect and prepare for resistance.

4. Don’t take resistance personally—it’s feedback, not rejection.

5. Use resistance to gain insights and add value.

6. Are always adjusting their approach (Persistence) instead of repeating the same message (Pressure).

Why Persistence Matters 

• No Substitute: Persistence is essential. You either commit to figuring it out, or you don’t.

• Don’t Give Up Too Soon: Just because someone doesn’t agree immediately doesn’t mean the opportunity is lost.

• Consider the Cost of Inaction: What do you cost others by not following through with a better solution?

Addressing Common Objections

When you encounter resistance, it often signals one of these four underlying needs, which require a persistent adjustment:

• Different Communication Styles (Emotional Motives): They need to hear the message framed differently, appealing to their specific emotional drivers: Profit, Fear of Missing Out (FOMO), Comfort, Avoiding Pain, Love, or Prestige.

• Need for More Reasons: They need more value stacked onto the offer.

• Lack of Understanding How to Proceed: They need your guidance through the process.

• Need for Time: They simply need more time to process the information.

My Conclusion

Persistence, unlike pressure, always makes sense. It demonstrates your confidence and commitment. By empathizing, adjusting, and adding value, you can turn resistance into opportunity. And that is how you win the day.

In real estate, we’re hardwired for the hustle: the next closing, the bigger deal, that impressive commission. We live and breathe market shifts and lead gen. But what if I told you the secret to truly exceptional and enduring success isn’t just about the tactics, but something far more profound?

I recently revisited Napoleon Hill’s classic, “The Law of Success,” and it hit me just how powerfully his insights resonate with our industry – whether you’re a broker-owner charting the course, an agent chasing your dreams, or a recruiter building a powerhouse brand, brokerage, or team.

Hill’s groundbreaking work, born from studying the titans of his era, distills success down to this: it’s not random. It’s the direct result of applying specific, timeless principles and cultivating an unshakeable mindset. It’s not just about the grind; it’s about a complete philosophy of achievement.

Let’s dive into a few of Hill’s core ideas and see how they can transform your real estate journey:

Your Definite Chief Aim: What’s Your True North?

Hill hammers home the idea of a Definite Chief Aim – a clear, burning purpose that fuels everything you do. For us, this isn’t just “sell more homes.” It’s about defining precisely what that means for you. Is it to be the undisputed leader in your market? To build a team that empowers every member to achieve their wildest dreams? To create a culture of unmatched client delight?

Without this crystal-clear vision, you’re simply drifting. For leaders, your definite chief aim sets the trajectory for your entire organization. For agents, it defines your unique brand and personal legacy. Recruiters, it dictates the caliber of talent you attract. Get laser-focused on this, and watch how powerfully everything else aligns.

The Mastermind Alliance: Your Unstoppable Force

This is one of Hill’s most impactful concepts, and it’s absolutely vital in real estate: the Mastermind Alliance. This is a group of like-minded individuals who come together in a spirit of harmony to achieve a common goal. Think about it:

• Broker-Owners: Who are your trusted confidantes? Other non-competing leaders? Your C-suite forming an unbreakable front?
• Agents: Are you building strategic partnerships with lenders, stagers, or even other agents for powerful co-listings? Are you part of a team where collective brilliance elevates everyone?
• Recruiters: Are you tapping into a network of top producers and industry influencers to find your next superstar?

When you combine diverse intelligence, deep experience, and shared resources, you create an unstoppable synergy. Stop trying to do it all alone. Build your alliance.

Self-Confidence & Imagination: See It Before You Achieve It

Hill emphasized the critical role of self-confidence and imagination. In our world, this means more than just believing you can close a deal. It’s about vividly imagining yourself achieving your biggest goals: seeing your brokerage hitting record revenues, picturing that tough negotiation flowing smoothly, or envisioning your newest agent soaring to the top.

This isn’t just wishful thinking; it’s mental rehearsal. It builds an unshakeable conviction and allows you to proactively strategize solutions for any challenge. As leaders, inspiring this self-belief in your agents is truly transformative.

Doing More Than Paid For: The Abundance Multiplier

This principle, often overlooked, is a true game-changer: Doing More Than Paid For. This isn’t about being a martyr; it’s about approaching every single interaction with an abundance mindset.

• As a broker, are you providing extraordinary value to your agents, even beyond their commission split?
• As an agent, are you going the extra mile for your clients, anticipating their needs before they even voice them?
• As a recruiter, are you offering invaluable insights and genuine support to potential candidates, regardless of whether they join your organization?

This commitment to over-delivery builds an incredible reputation, cultivates fierce loyalty, and creates a powerful ripple effect of positive outcomes.

Revisiting “The Law of Success” was a powerful reminder that while our market constantly shifts, the fundamental human principles of success remain eternal. It’s about inspired leadership, an empowering mindset, genuine collaboration, and unwavering purpose.

So, as you step into your next busy week, pause for a moment. Ask yourself:

• What’s my definite chief aim for this next chapter of my career?
• Who belongs in my mastermind alliance?
• How can I do more than paid for today, for my team, my agents, or my clients?

The answers just might unlock a level of success you previously only dreamed of. What’s one Napoleon Hill principle that resonates most with you today?

In the dynamic world of real estate, we’re no strangers to constant motion. Interest rates dance, inventory shifts, headlines buzz with industry news, and those broader economic “tariffs” can feel like they change the game overnight. While this fast pace is part of what makes our field exciting, it can also be demanding, especially when we’re trying to plan, lead, and perform at our peak.

But here’s an empowering truth: this environment doesn’t have to lead to overwhelm. I was recently reflecting on this very challenge after reading an incredibly insightful LinkedIn post by Juliet Funt – an absolute master at helping leaders reclaim their focus and sanity, and the brilliant author of A Minute to Think. Her work is a powerful reminder that the key isn’t to eliminate uncertainty (if only!), but to manage our response to it. When we allow ambiguity to run unchecked, it can cloud our thinking. But as Juliet often emphasizes, we have the power to choose a different path. It’s about empowering our minds by skillfully directing our attention.

Inspired by her wisdom, let’s explore some truly effective strategies to help you do just that.

Create Space for Clarity: Your “Appointment with Stress”

We all know how those persistent worries – “Is this the right move for my brokerage?” “How can I best support my agents through this market?” “Will that crucial deal close?” – can try to steal our focus throughout the day. One of the most transformative techniques I share, drawn from Chapter 3 of A Minute to Think, is beautifully simple: Make an Appointment with Stress.

Instead of letting anxieties simmer on the back burner, you proactively schedule a brief, dedicated time – say, 10-15 minutes – to consciously engage with them. This is your window to thoughtfully consider the challenges, the “what-ifs,” the uncertainties. Give them your full attention.

Then, when the time is up, you gently close that mental file. You’ve honored the need to process, and now you can fully dedicate your energy to the high-impact activities that drive your success: connecting with clients, mentoring your team, strategizing growth, or finding that perfect recruit. When a worry tries to pop up outside its scheduled time, you’ll have an empowered response: “Thanks for the reminder, but I’ve got a dedicated time for you. Right now, I’m focused on [your current task].“

Amplify Your Attention: Two More Game-Changing Practices

To take your focus and composure to the next level, let’s build on this with two more powerful practices:

1. Embrace the Challenge (“Bring It On”): This fascinating technique comes from the world of performance. Actors feeling pre-show jitters sometimes find that if they lean into the nervousness, consciously trying to feel it more intensely for a moment, its power diminishes. It might sound counterintuitive, but by courageously facing the emotion on their own terms, they regain a sense of control. The same principle can work wonders for us. When a fear about the market or a challenging negotiation arises, instead of resisting it, try acknowledging it, even inviting it in for a moment. You’ll often find its grip loosens, allowing you to manage it instead of it managing you.

2. Cultivate a Constructive Inner Dialogue: Sharing our challenges is natural, and connecting with colleagues is vital. However, continuously replaying negative loops about the market, difficult deals, or industry anxieties can inadvertently amplify our stress and drain our energy. When you notice yourself caught in such a monologue, internally or externally, gently pause. Take a moment to connect with your present environment: the feel of your office chair, the sight of a picture on your desk, a deep breath. This simple act of grounding yourself creates a space. From this space, you can consciously choose a more empowering narrative or shift the conversation towards solutions and positive next steps. These small redirections are incredibly powerful for resetting your attention and maintaining a constructive outlook.

Why This Matters More Than Ever for You

As driven brokers, recruiters, and high-performing agents, your capacity for action, strategic thinking, and decisiveness is already immense. These mental strategies aren’t about changing who you are; they’re about amplifying your existing strengths and giving you more control over your inner game.

Think of these practices as essential tools in your high-performance toolkit – designed to cultivate the unwavering clarity, sustained energy, and decisive leadership that set you apart. They help you serve your clients, support your teams, and navigate your business with greater calm and confidence, no matter what the market throws your way. This isn’t just about feeling better; it’s about performing better.

This is how we build the resilience and focus to not just get through challenging times, but to truly thrive.

I’ll meet you in the white space.

As a coach to dynamic brokerage owners, leaders, and recruiters like you, I’ve seen a common thread in those who not only succeed but build truly resilient and attractive organizations: unshakeable, empathetic persistence. This isn’t just a sales tactic you teach your agents; it’s a foundational principle for your leadership, your team building, and your strategic growth.

Let’s explore how you can master this vital approach in your specific role.

Your mission is to build a thriving brokerage and attract the very best talent. This requires inspiring belief – in your vision, your culture, your value proposition, and the future you’re creating. That inspiration is directly fueled by the genuine confidence and unwavering commitment you embody. This is where your empathetic persistence becomes your greatest asset.

The Critical Distinction You Must Model & Master: Empathetic Persistence vs. Counterproductive Pressure (in Leadership & Recruiting)

In your leadership roles and recruitment efforts, understanding and applying this distinction is paramount:

• Pressure-Driven Approaches (What to Avoid):
  • For Leaders: Micromanaging, imposing unrealistic demands without commensurate support, fostering a culture of fear or burnout.
  • For Recruiters: Aggressive or impersonal outreach, over-promising and under-delivering, not genuinely listening to a potential recruit’s needs or career goals.
• Empathetic Persistence (Your Path to Success):
  • For Leaders: Consistently championing your vision, providing steadfast support and resources for your agents and staff, adapting thoughtfully to market changes, and fostering a culture where people feel valued and motivated to grow with you.
  • For Recruiters: Building genuine relationships with potential hires, patiently and consistently demonstrating your brokerage’s unique value proposition, truly understanding their motivations and concerns, and being a trusted advisor in their career decisions.

This is about you consistently demonstrating, through your actions as a leader and recruiter, that your brokerage is the destination for talent and success.

Become an Architect of Excellence: How You Forge a Top-Tier Brokerage & Team

Empathetic persistence isn’t just about weathering storms; it’s about your proactive, strategic efforts to build an exceptional organization. Are you passively hoping good agents will find you, or are you actively architecting a culture and a recruitment pipeline that consistently attracts and retains A-players? Your best results will come from your skillful and sustained efforts in these areas.

The Powerful Signals Your Empathetic Persistence Sends (to Your Team & Potential Recruits):

When you lead and recruit with empathetic persistence, you communicate volumes:

1. Your Unwavering Commitment to a Shared Vision: Your team and potential recruits see that you are deeply invested in the long-term success and stability of the brokerage.
2. Your Belief in People (Your Agents, Staff, and Future Hires): They sense that you genuinely care about their growth, well-being, and success within your organization.
3. A Culture of Support and Resilience: You demonstrate that challenges will be met with strategic solutions and collective effort, not blame or panic.
4. A Compelling & Authentic Value Proposition: Your consistent messaging and actions clearly articulate why your brokerage is the superior choice for careers to flourish.

Cultivating the 6 Habits of Highly Persistent Leaders & Recruiters (Your Action Plan):

As your coach, I’ll work with you to develop and strengthen these essential habits in your leadership and recruiting:

1. Champion Your Vision & Celebrate Wins: Consistently articulate where you’re leading the brokerage and actively celebrate team achievements, individual successes, and recruitment milestones.
2. Lead & Recruit with Clear Purpose: The 8 D’s! Ensure your “why” for the brokerage and for attracting specific talent is clear. This purpose will fuel your long-term efforts.
3. Anticipate & Strategize for Market & Talent Dynamics: Proactively address industry shifts, predict future talent needs, and develop your strategies for navigating both.
4. Focus on Consistent, Strategic Action (Not Just Immediate Results): Whether it’s a slow quarter or a hesitant recruit, your focus should be on sustained, value-driven leadership and outreach, not short-term panic. Your moneyball?
5. Use Feedback & Resistance to Refine Your Brokerage & Approach: Agent concerns, market feedback, and recruit objections are valuable data. Use them to improve your offerings and strategies.
6. Commit to Your Continuous Growth as a Leader & Recruiter: The best leaders and recruiters are always learning. We’ll focus on enhancing your skills in communication, strategy, and team development.

Why Your Empathetic Persistence is Non-Negotiable for Brokerage Growth & Talent Acquisition:

• Building a Legacy Takes Time: True brokerage success and a strong team culture aren’t built overnight. Your sustained, empathetic effort is the foundation.
• Attracting Top Talent is a Marathon, Not a Sprint: The best agents are often discerning. Your patient, value-driven, and persistent recruiting approach will win them over.
• Leadership Credibility is Earned Through Consistency: Your team needs to see you as a steady, supportive, and forward-thinking leader, especially through challenging times.

Your Toolkit: Turning Challenges into Opportunities in Leadership & Recruiting:

When you encounter obstacles, your empathetic persistence, guided by our coaching, helps you transform them:

• For Leaders: Addressing agent churn, navigating economic downturns, implementing new technologies or systems, fostering inter-agent collaboration. Your persistent support and clear communication are key.
• For Recruiters: Overcoming objections like “I’m happy where I am,” effectively communicating yourbrokerage’s unique differentiators, building a robust talent pipeline even when not actively hiring, and keeping promising candidates warm. Your ability to empathize and persistently offer value is crucial.

Building Your Unshakeable Leadership & Recruitment Edge:

Developing this strategic, empathetic persistence in your leadership and recruiting roles is transformative. It’s how you build not just a successful brokerage, but a respected brand and a magnet for top talent.

As your coach, I’m dedicated to helping you hone these capabilities, integrate them into your operational DNA, and leverage them for extraordinary results. This is about making your leadership and your recruitment efforts both more effective and more fulfilling.

Ready to make unshakeable, empathetic persistence the engine of your brokerage’s growth and talent strategy? Let’s connect to discuss your growth strategy and how you can implement these principles for breakthrough results.