Angela Duckworth said it well, “At various points, in big ways and small, we get knocked down. If we stay down, grit loses. If we get up, grit prevails. Grit and self-control are related but are not the same thing.”
How to get “gritty?” Duckworth identified 5 ways:
1. Pursue Your Interests: Find something that genuinely fascinates you. Passion fuels perseverance.
2. Practice Deliberately: Embrace mistakes and setbacks as part of the learning process. You’ll make errors when you practice, but that’s how improvement happens. View frustration positively—it’s a sign of growth.
3. Clarity of Goals: Be crystal-clear about your ultimate goal and align smaller goals with it. Clarity helps maintain focus and commitment.
4. Make Your Work Meaningful: Seek ways to infuse purpose into your tasks. Even minor adjustments can make your work feel more fulfilling.
5. Practice Optimistic Self-Talk: Replace negative thoughts with enabling thoughts. Encourage yourself during challenges.
Duckworth said, “Grit isn’t fixed—it’s something you can develop over time as you keep pushing forward.”
Like many proud parents, I love celebrating my sons’ achievements—even if one chose the UCSC Banana Slugs over the UCI Anteaters! But today, I’m tackling a different kind of “ant”—the Automatic Negative Thoughts (ANTs) that can infest our minds.
Coined by Dr. Daniel Amen, ANTs are negative thought patterns that can sabotage our well-being. Dr. Amen’s inspiration came from a literal ant infestation in his kitchen, a stark reminder of how these mental pests can overrun our minds, stealing our joy and clarity.
Every thought triggers a chemical reaction in our brain. Negative thoughts—like sadness, hopelessness, or anger—release chemicals that can cause physical symptoms like clammy hands, muscle tension, and rapid heart rate. They can also impair our judgment, learning, and memory. Conversely, positive thoughts release chemicals that promote relaxation and mental clarity.
So, how do we exterminate these mental ANTs? First, we need to identify the common species:
Fortune Telling: Predicting negative outcomes without evidence (“I’m going to fail this presentation”).
Mind Reading: Assuming you know what others are thinking (“They probably think I’m incompetent”).
Guilt Beatings: Using “should” or “must” to create feelings of obligation and self-criticism (“I should have done better”).
Blame: Shifting responsibility to others, preventing personal growth and problem-solving.
Labeling: Using negative labels to describe yourself or others (“I’m a failure,” “He’s a jerk”).
Here’s a simple three-step strategy to crush your ANTs:
Catch It: When you notice a negative emotion, pause and identify the thought behind it. What are you telling yourself?
Name It: Determine which type of ANT is at work (fortune telling, mind reading, etc.). Giving it a name helps you recognize its pattern.
Challenge It: Question the validity of the thought. Is there real evidence to support it? What’s a more realistic or positive way to view the situation?
Example:
Thought: “I’m going to mess up this meeting.” (Fortune Telling)
Challenge: “I’ve prepared thoroughly. While things might not go perfectly, I’m capable of handling whatever comes up. Focusing on the potential negative outcome is only making me more anxious.”
By consistently practicing this three-step method, you can weaken the power of ANTs and cultivate a more positive and productive mindset. Don’t let these mental pests control your thoughts and emotions. Take charge and reclaim your mental well-being.
“Onward and upward” is a mindset that requires optimism, empathy, curiosity, and action.
Optimism is the ability to overcome adversity despite the circumstances.
Empathy is understanding situations from another’s perspective with no judgment. The ability to choose to respond rather than to react.
Curiosity. To be effective, be curious: curious about how people are feeling, curious about why things happen, curious about the future, curious about steps to take to navigate difficult waters.
Action. The winners are the doers. Talk is cheap; action speaks.
When we make changes by design vs. default, we can craft a future that supports the growth we deserve.
In today’s fast-paced world, there are countless conference opportunities for agents, team leaders, and broker-owners. Among them, Inman Connect events in New York and Las Vegas. This year’s Las Vegas event was no exception, offering a wealth of learning and networking opportunities.
The main topic?
Co-op commission sharing is dead, and how to move forward in a new commission model.
No matter which conference you choose to attend, it’s essential to have a plan for what comes next. That’s where my 4-Step Post-Conference Guide comes in. Professional conferences are unparalleled opportunities to expand your network, gain fresh ideas, deepen connections, break out of your routine, and shake things up.
Yet, many of us struggle to take action after these events. Why is that?
Often, it’s because we return home with an overwhelming amount of information to process.
To combat this, it’s crucial to create a post-conference action plan that empowers you.
The key to a successful post-conference routine is taking ACTION.
Here are 4 steps to maximize your conference investment:
Network Post-Event: Don’t let those valuable connections fade away. Follow up, close the loop, and build relationships for referrals, accountability, and more.
Leverage Your Social Channels: Showcase your commitment to excellence and service by sharing your conference experiences on social media. Highlight how your time investment benefits your customers and potential clients.
Organize Your Notes into a Checklist: Commit to action by creating a checklist of key takeaways and sharing it with an accountability partner, mentor, or coach. Checklists are powerful tools that help you get more done and keep your brain happy. According to research summarized by best-selling author Maria Konnikova, here’s why:
Your Mind Seeks Organization: Lists tap into our preferred way of receiving and organizing information at a subconscious level.
Spatial Processing: It’s easier to remember items when they’re written down in bulleted or numbered points.
Categorization: We process information more efficiently when it’s organized into lists rather than clustered in paragraphs.
Time Awareness: Knowing how long tasks will take increases our commitment to completing them.
Self-Reinforcement: Checking off items from a list provides a dopamine hit, encouraging us to return to the list for more.
Do your brain a favor and break down what you learned into actionable checklists.
Take Action NOW!: Don’t wait! Procrastination only delays your success. Implement what you’ve learned immediately.
So, there you have it—4 steps to make the most of your conference experience!
Let’s face it: your real estate sales and service business is a commodity. So, how do you stand out?
First, understand that selling a service is much different than selling a product. Some examples?
The Marketing Mix (4 Ps):
Products: The marketing mix includes Product, Price, Place, and Promotion.
Services: The extended marketing mix adds People, Process, and Physical Evidence (Social Proof).
Customer Involvement:
Products: Customers evaluate products based on features, price, and brand reputation.
Services: Customers actively participate in service delivery. Their experience influences satisfaction, loyalty, and future referrals.
Intangibility:
Products: Tangible goods can be seen, touched, and evaluated before purchase.
Services: Services are intangible; customers experience them during or after consumption. Marketing focuses on conveying the value of the service rather than showcasing a physical product.
Marketing Strategies for Commodity Real Estate Sales
Deliver Consistent Quality Even in a commodity market, consistency matters.
Your Affiliate Network: Ensure all of your recommended providers meet or exceed your quality of experience standard. Your brand is only as good as your extended network of providers.
Professional Presentation: Invest in professional photography and staging services. High-quality images create a positive first impression.
Transparent Communication: Reliable and consistent communication builds trust.
Diversify Your Expertise Consider these strategies:
Niche Markets: Identify specific property types (e.g., luxury homes, waterfront properties) or demographics (e.g., first-time homebuyers, retirees). Tailor your marketing efforts accordingly.
Additional Services: Offer value-added services like property management or relocation assistance. Diversification attracts a broader clientele.
Collaborate with Professionals: Partner with mortgage brokers, interior designers, or contractors. Comprehensive solutions enhance your reputation.
Customization Personalization is key. Tailor your services to individual customer needs:
Buyer Profiles: Understand buyers’ preferences. Customize property recommendations based on their lifestyle and requirements.
Personalized Follow-Up: After a transaction, send personalized messages. Small gestures build lasting relationships.
Enhance Customer Experience Exceptional customer experience turns clients into advocates:
Quick Response Times: Be accessible and attentive. Respond promptly to inquiries.
Educational Content: Share informative content on your website or social media. Position yourself as a knowledgeable resource.
Post-Transaction Support: Provide resources for moving, home improvement, or local services.
These are just a few ideas to consider. Remember, your unique approach and dedication to the client experience will set you apart in the competitive real estate market.
In the ever-evolving real estate sales and service world, collaboration and networking have become essential tools for success. Let’s explore how real estate professionals can harness these strategies to thrive in their careers:
The Power of Collaboration
Home Stagers and Agents
Collaboration between home stagers and real estate agents is a dynamic partnership. Here’s why it matters:
Understanding Buyers: Home stagers think like agents first. They consider the likely buyers: what they seek in a home, their preferences, and aspirations. By aligning staging with buyer profiles, they create spaces that resonate.
Beyond Generic Staging: Avoid generic room presentations. Instead, focus on charm, character, and distinctiveness. Today’s buyers crave uniqueness.
Builders and Stagers
One of the agents that aligned with us in Texas always marketed her listing like a new home builder would. And in her market, that made a lot of sense as re-sales frequently compete with the builder’s latest addition. Builders and home stagers also collaborate to showcase model homes effectively:
Communication: Builders and stagers must communicate openly. Builders’ insights combined with stagers’ expertise lead to optimal presentations.
Creating Vision: Stagers help buyers see beyond a house’s bones.
Networking
Real Estate Agents and Loan Officers
Mutual Referrals: Successful agents and loan officers build strong relationships. Beyond referrals, they share insights, market trends, and client needs.
The Art of Networking
Know Your Audience: Networking isn’t just about collecting business cards. Understand who you’re connecting with—agents, lenders, or stagers. Tailor your interactions to their needs.
Attend Industry Events: Conferences, workshops, and local meetups provide networking opportunities. Engage, learn, and expand your circle.
Online Platforms: Leverage social media and professional networks. Join real estate groups, participate in discussions, and build virtual connections.
The Future: Collaborative Success
As the real estate landscape evolves, collaboration and networking remain pivotal. Embrace these strategies, connect with fellow professionals, and thrive in this dynamic industry.
Success isn’t a solo journey—it’s a collaborative adventure!
The power of questions is the basis of all human progress. ~ Indira Gandhi
As you read this, how many days remain in the year? My business partner and I are going through this exercise next week for our business and our personal life.
Maximizing the time you have remaining this year starts with five quality questions.
Five Quality Questions:
What are the most important lessons you learned about yourself and your business this year?
As a result of question #1, what is your plan to correct the course and close stronger than you started?
What new disciplines must you start NOW and master to create the most successful close to the year?
Who will hold you accountable?
What new skills will you need to master to compete in the next 90 days?
Marketing to create more appointments?
Upgrade your capabilities presentation?
Handling the most common objections using the P.A.I.D. model?
What new (or existing tool do you already have yet underutilize) or technology or lead generation tools will you master to bring your business to a new level?
There you have it – five quality questions – that will help you close this year or any year stronger.
Building Resilience! Let’s start with a few examples:
Helen’s Unwavering Vision
Helen Keller, despite being blind and deaf, refused to be defined by her disabilities. Through sheer determination, she learned to communicate and became an influential author, educator, and activist. Her journey from isolation to empowerment inspires countless individuals facing their own challenges today. As real estate agents, we can learn from Helen’s unwavering vision—seeing beyond obstacles and focusing on possibilities.
“The only thing worse than being blind is having sight but no vision.” — Helen Keller
Nelson’s Unbreakable Spirit
Nelson Mandela, the anti-apartheid leader, endured 27 years of imprisonment for his activism. Despite attempts to silence him, Mandela’s spirit remained unbreakable. His release marked a pivotal moment in South Africa’s fight against apartheid. As agents, we can draw strength from his words:
“Do not judge me by my successes, judge me by how many times I fell down and got back up again.” — Nelson Mandela
Marie’s Fearless Pursuit
Marie Curie, the first woman to receive a Nobel Prize, revolutionized science. Born in challenging circumstances, she fearlessly pursued knowledge, shattering gender barriers. Her dedication inspires us to overcome obstacles and leave our mark on the industry:
“You cannot hope to build a better world without improving the individuals.” — Marie Curie
Abraham’s Journey from Poverty to Presidency
Abraham Lincoln, the 16th President of the United States, emerged from poverty. His resilience and determination led him to the highest office in the land. As agents, we can learn from his journey:
“I will prepare, and someday my chance will come.” — Abraham Lincoln
Modern-Day Agents: Perseverance in the Real Estate Market
Let’s shift our focus to contemporary agents like you. These stories highlight resilience in our industry:
Sarah’s Short Sale Triumph: Sarah faced financial setbacks in her past yet persisted. She negotiated a successful short sale, turning adversity into opportunity.
Michael’s Market Meltdown: When his market turned, Michael adapted. He embraced digital marketing and connected with clients in new and innovative ways.
Lena’s Personal Loss: Lena lost a loved one during a critical deal. She leveraged her support network of fellow agents, who guided her and the transaction to a successful close.
In my book, “Willing To Eager,” I share more stories about persistence.
Key Takeaways for Real Estate Agents
Your Mindset Matters: Cultivate a growth mindset. See challenges as opportunities for growth.
Adaptability: Be flexible. Embrace technology, virtual tours, and new marketing strategies.
Community and Support: Lean on fellow agents. Share experiences and learn from each other.
Resilience isn’t about avoiding challenges—it’s about thriving despite them. As real estate professionals, we can draw inspiration from these stories and build our own resilience.
