10 Ways to Build a Bulletproof Mindset for Real Estate Success

“When we make a decision in our mindset that we are going to find a way to win, and we are not just going to give it a try… we’re not just going to try prospecting, we’re not just going to try real estate… when you make a commitment to go all in to find a way, you’ll find a way.”

Justin Ford

INTRODUCTION

Qualities of top-producing real estate agents.

What separates the highest-producing real estate agents from most of the estimated 1.5 million (Source: NAR) agents?

Two things, according to Michigan-based agent and prospecting coach Justin Ford:

1. Cultivation of a bulletproof mindset that helps an agent rise above the inevitable rejection that is part of real estate sales.
2. Commitment to mastering the skills required to engage with prospective clients.

Justin maintains that these two qualities go hand in hand and that it is difficult, if not impossible, to be a top-producing real estate agent without mastering both.

In the first of a two-part video series of Vulcan7 Coaches and Mentors with Loida Velasquez, Justin shares his insights on building a strong mindset. A 19-year real estate veteran, he shares how he almost quite real estate after 45 minutes of phone prospecting on his first day with The Jeff Glover Group. Justin didn’t quit, deciding instead to develop a success mindset that helped drive him to 100 transactions in his rookie year as a real estate agent.

BUILDING A BULLETPROOF MINDSET

Here are a few of Justin’s tips on cultivating a winning mindset.

Expect the NO!

You need to embrace rejection because rejection is inevitable in real estate. The more rejection you get, the more money you’ll likely make. Justin urges agents to go after the not, because every no brings you that much closer to a yes… and a possible listing.

Justin says you need to get realistic about rejection and use the numbers as your motivation. For example, if you make 25 prospecting calls every day, you might only connect with one person, or five per week. On average, three of those give calls will translate to a listing, and, of those listings, you can hope to close one sale. Let’s summarize: 100 calls a month=20 conversations=12 listings=4 sales!

Bo Bennet, PHD and expert in the area of critical thinking says this about rejection: “A rejection is nothing more than a necessary step in the pursuit of success.”

Set realistic goals.

Justin says it is critical to set clear, realistic and achievable goals to guide your prospecting success.

After getting over his initial doubts (as described above), Justin decided that his year-one goal would be 100 transactions. His fellow teammates thought such a goal was unrealistic and, to a degree, egotistical.

Justin worked with Jeff Glover to reverse engineer his prospecting strategy based on the goal of 100 transactions. In other words, he determined the number of daily prospecting calls he would need to make to yield 8-9 transactions every month. And he never looked back.

Related to goal setting, Justin discusses the importance of having both short and long-term goals as both motivation and inspiration.

Check out our post HOW TO SET REALISTIC REAL ESTATE GOALS for additional tips.

Flip the attitude switch.

“It’s critical to maintain a positive attitude when prospecting,” Justin says. It doesn’t matter what happened yesterday or what you’re dealing with today,. When you fire up your computer and put on your headset, your mind must be focused on one thing and one thing only: making your required calls and pushing through any negative self-talk that might arise.

Prior to prospecting time, Justin’s team embraced the mantra: “Flip the switch, it’s showtime!”

Iconic novelist Nikos Kazantzakis said this about attitude: “In order to succeed, we must first believe that we can.”

Cultivate self-disclipline.

Thomas Edison said: “Our greatest weakness lies in giving up. The most certain way to succeed is always to try one more time.”

Top-producing real estate agents understand the importance of building self-discipline. Success in our industry requires consistent effort. You need to “show up and make the calls” according to Justin.

In our post TOP-PRODUCING AGENTS DO THESE FIVE THINGS REGULARLY, we walk you through the importance of maintaining a strict routine

Build a support network.

An important aspect of creating a bulletproof mindset is to surround yourself with with a support network of like-minded real estate agents who will:

• Help to motivate you when you need to be motivated.
• Offer objective advice if you’re stuck.
• Hold you accountable to your goals.

This support network can include:

• A prospecting coach (like Justin)
• Role-playing partners.
• Accountability partners.
• Mastermind groups

Our post on HOLDING YOURSELF ACCOUNTABLE has a number of tips you might find useful.

ADDITIONAL INSIGHTS FROM JUSTIN

More about mindset.

We covered only a few of Justin’s insights on building a bulletproof mindset above, For more tips, watch the entire Coaches and Mentors episode below.

Next week, we’ll be back with part two in this series on Skills Needed for Real Estate Success.

For additional tips on building a success mindset, check out our blog post MINDSET DRIVES LEAD GENERATION.

If you’d like to learn more about how VULCAN7 can help you build a success mindset and provide the prospecting tools to guide your success, CONTACT US HERE. 

Doug Spak

Doug Spak has over four decades of experience as an advertising copywriter, agency creative director, blogger, and content creator. He joined Vulcan7 as a Content Specialist in 2016. In addition to ongoing website copy refreshes, Doug has produced over 300 blog posts while developing content for Vulcan7’s social media platforms.