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We hear all the time about how mindset is key to success, but how do you change your mindset? In this episode we talk about the mindset differences between successful and unsuccessful people and how to use audio and video materials to absorb a new mindset by repetition.

Takeaways + Tactics

Deal with your mindset by listening to motivational material over and over again

Sales and marketing cycles are getting longer

Never Be Closing – Relationship-building is more critical skill than closing

We kicked off by discussing the mindset issue most struggling agents have in real estate – a short-term mindset that tends to believe resources, leads and sales are scarce. Successful people have the opposite mindset – they have a long-term mindset and believe resources, leads, sales, even great ideas, are abundant. Successful people know that there are always more leads, more ideas, more money to be made.

We gave one quick example of how the sales cycle is getting longer. Offering a home value quote rather than asking if someone is thinking about selling. The home value offer is attractive to someone further upstream, because it’s the information they need to decide if they can and want to sell. The further upstream you catch leads the more chance you have to build trust and a real relationship before they need your services. Trying to find lots of leads who are ready to make a move in the next 3 months is a pipe dream. It’s our responsibility as real estate consultants to build relationships, build trust and nurture those leads till they are ready to make a move.

We also covered how to change your mindset if you come from a background that ingrained a mindset of scarcity or short-term thinking. Both Greg and Matt agree that you need to attack the problem with repetition. Listen to motivational material and watch motivational videos over and over and over again. Let it get into your subconscious till it becomes your default way of thinking.

It takes time and effort to build relationships, so if you excel at it you’ll separate yourself from 99% of other agents. It takes a mindset of abundance and a long-term outlook, so it really begs the question, Are you in the real estate for the long haul?

Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.


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