Your mindset = your reality.
Your mindset decides for you whether or not you will book an appointment today. Your mindset decides for you whether or not you will take that listing today. Before you get in your car to go to the office, subconsciously, your mindset has decided for you whether today will be an extraordinary success, or if you will have an average day, like most people will.
What type of day do you want to have?
If you want to be average, like the majority of the agents out there, don’t spend too much time thinking about your mindset.
Oh, you want to be a rock star??
Well then, let’s spend some time focusing on mindset, and how to make sure your mindset creates a rock star reality for you.
The Tale Of Two Emails:
I want to tell you a story. Let’s call it the tale of two emails. This happened to yours truly, and this is exactly why I believe your mindset shapes your reality.
Not long ago, I had taking my foot off the prospecting gas pedal to focus on various aspects of building our team. I became bogged down in researching new systems for lead generation, as well as looking at various platforms to run the business. We were also making key changes in our admin positions at this time. Basically, I ignored the 80-20 Rule, and was spending way too much time working on non-income producing tasks.
I also ignored my time management rules, and instead of using my mornings to prospect, I was putting out fires for team members and allowing myself to be distracted. My skills started to dull. The less consistent I was in my prospecting, the less consistent my results were.
I noticed a shift in my mindset as well. I went from feeding my mind with positive thinking and knowledge on my way to work, to listening to the news and noise that was going on in the world. I would get into the office and instead of focusing on crushing my day, I was thinking about the economy, terrorism, and the weather.
But what I didn’t realize was there was also a subconscious shift in my mindset as well. I stopped doing my affirmations. I fell into a survival/scarcity mode, instead of a thriving/abundance mode.
I didn’t look in the mirror, that hangs in front of my prospecting station, smiling at myself in between dials, knowing that the next person to pick up would gladly be paying me $7500.00 to be of service to them.
Instead, I looked in that same mirror with a look of concern. Would the next person that picked up be angry? Would they tell me that I am the 10th agent that called them already and they don’t need my help? Would they just hang up on me? Would I ever set another expired listing appointment again?
And then it happened.
“Hello?”
“Hi, I am calling for…” You know the expired script by now, don’t you?
The woman on the other end of the phone agreed to having me out for a listing presentation. She told me she was interviewing other agents, something I am not only okay with, I look forward to it, as it gives us the opportunity to shine. I asked a few more qualifying questions, took her email address down so I could send the pre-listing package, and thanked her for her time. The appointment was set for the coming Friday at 1:00 PM. Today was Tuesday.
But the mindset was still scarcity, and thus that was my reality.
I was driving to a meeting the next day, checking my email from time to time at red lights. And that’s when I saw it. Her email came across my screen and I felt that sinking feeling in my gut. She had to be emailing me to tell me that she changed her mind. Perhaps she decided not to sell after all. Perhaps she met with another agent, and they convinced her to sign and she was being polite and canceling her appointment with me. Maybe she saw something in my pre-listing package that was a turn off.
Damn it, the light turned green.
Now I had to wait until the next red light to be turned down.
The funny thing is, I have gone through this exact routine dozens of times before. I would set an appointment with an expired listing, send the information out and mentally prepare to kick ass and get paid. I would sit at red lights and check my email. I would see an expired whom I just booked an appointment with the day before, email me. I would get giddy with anticipation as to what was in the email. Are they reaching out to me to tell me how impressed they are with my pre-listing package and they just want to decide on a price so we can start marketing today? Are they emailing me to tell me they cancelled their other appointments and to make sure I bring the listing contract with me so they can sign tonight?
Damn it, the light turned green.
Now I had to wait until the next red light to get rewarded.
The outcome of this particular email? The seller was emailing me to tell me that her schedule changed and she would be free at 11:00 AM on Friday, if I wanted to come out earlier. I realized right then and there that if I wanted this listing, it was mine to take.
You see, your mindset really does equal your reality.