Real estate is as brutal as it is beautiful. This is an amazing profession with a lot of upsides but that is hard to remember when something bad happens. The video above helps explain how we judge the pain of losing. If you didn’t watch it, they explain that we need to win more than we lose to feel an equal emotion.
What I have trained agents to do is track their small wins.
A closing doesn’t equal the emotional hit of losing a deal a day before closing. But if you have been tracking your small wins such as converting an open house lead into a client, winning a negotiation, landing a listing, getting a good review, etc. those will help build the foundation to your identity as an agent.
The beginning of a real estate career is often many more downs than ups. The rejections add up and many start to wonder if they can do this. And it’s easy to see the negatives.
We see more of what we look for whether that is good or bad. Tracking the small wins helps you on several fronts.
- One, it trains your mind to look for what would be considered a win.
- Two, it builds your confidence that wins are happening.
- Three, it builds a shield to protect your identity when something unfortunate happens.
- Four, it gives you permission to look at things as wins. We are often harder on ourselves than others. We beat ourselves up for mistakes and that is just wasted energy.
Here’s a list of just some possible wins you might not think of:
- New lead call back
- Getting to your appointment on time (some of you are bad)
- Getting a compliment
- Pushing back on a client needs it
- Negotiating a small detail in a deal
- Following your calendar
- Calling the client/lead you were avoiding
- Doing something that was scary
- Trying a new lead gen method
- Taking time for yourself when overwhelmed
- Working a little extra when needed
- Staying up on your To-Do List
- Anything that is tough or you are resisting in real estate because of an unfounded fear
- The client loving the house you knew was best for them
Let’s get into the neuroscience of why small wins are important in this Instagram video below.
Here is the full interview by Tom Bilyeu with neuroscientist Andrew Huberman where they talk about the nervous system, blue light/yellow light, dopamine, respiration, acteylcholine, norepinephrine, winners/losers and so much more. This is one of the most powerful pieces of content I have consumed in a while. It’s worth your time.
Look for the wins, they are there.
Exercise: Write down 10 small real estate wins that help you see that you are moving toward your goal. (They can be big wins but it’s just the permission to accept any win.) And start a daily practice to end your day with your listing your wins.
Do the work, get the results.
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