One surprising thing all successful Realtors do—and you can too!
Rhonda Spencer started her real estate career with all the tools and skills most Realtors envy.
A graphic designer with extensive marketing and branding experience, Rhonda hung her shingle at Urban Nest Realty in Portland and quickly launched her lovely website, social media accounts, and email newsletter while she learned the real-estate ropes from her new mentors.
She created a fantastic free download to capture leads on her website, penned informative blog posts, and sponsored local events. She farmed, and she networked.
A few months in, she still didn’t have any sales, clients, or leads. But then she tapped the one tool that made all the difference—the one between her ears.
Rhonda was able to do the one surprising thing all successful Realtors do: shift from a fixed mindset to a growth mindset. And it paid off.
“It took me six months when I first started as an agent to land a deal,” she recalls. “After that, it just went. All the seeds I was planting during that time started to grow.”
What’s holding you back?
Do you believe you either are or aren’t good at something because it’s just who you are, based on your natural abilities?
- I’m not comfortable being sales-y
- I don’t like starting conversations
- I’m not organized
- I’m a procrastinator
- I’m not tech savvy
Ring a bell? Read on!
Say goodbye to your limiting beliefs
According to researcher Carol Dweck, “People with a fixed mindset believe that their traits are just givens. They have a certain amount of brains and talent and nothing can change that.”
Whether you think you’ve got the gift of gab or think you suck at conversations, both are fixed mindsets that can get in the way of your success.
Here’s why: with a fixed mindset, you accept yourself as-is —you can’t improve or change. As a result, you avoid failure at all cost by not taking action.
“I was having some trouble converting conversations with people about real estate into actionable leads,” Rhonda explains. “I didn't want to look like ‘that’ pushy obnoxious real estate agent who is constantly selling herself.”
So she didn’t sell herself. And she didn’t sell any houses, either—until she shifted her fixed mindset to a growth mindset.
Say hello to your limitless potential
“People in a growth mindset believe anyone can be good at anything, because your abilities are entirely due to your actions,” Dweck says.
Rhonda realized she had to shift her mindset. She knew other agents were killing it at open houses and getting lots of leads by hosting opens for brokers every weekend. And they did it by seizing every opportunity to sell themselves—something Rhonda was hesitant to due.
“Moving past that took some refocusing on what my experience was worth, what people expected of a real estate agent, and the fact that I could truly be just who I am, enjoy the conversation, and let the conversation flow naturally,” she explains.
"I had to be willing to be a little uncomfortable at first—be willing to ask for the opportunities right there and then,” she reveals. “I also needed to be choosy about the kinds of open houses I was doing for other agents. The opens that I got the most leads from weren't the high-priced ones. They were the lower and medium-priced homes where I could offer value to first-time buyers.”
How to develop your growth mindset
Three great takeaways from our colleague Rhonda.
Accept that you’re not perfect but decide you can improve
“I just decided that I was getting in my own way a lot. I had to just decide that I wasn't going to let anything get in my way—I had to be bold. The British Special Air Service has a saying that is now my mantra ‘he who dares wins.’ You have to dare yourself and just dive in every day.”
Focus on the process and keep learning
“Don’t give up. Ask for advice from your peers. Keep learning. Find a good resource for your career like the Facebook Page "Masters in Real Estate.”* And did I say don't give up? Yeah, that.”
Take daily action and create successful habits
“I think a mind shift requires a series of little mental shifts every day. Sometimes when you are stuck in a transaction getting complicated and tiring, I just have to remember that there is always a way through. Keep my calm, practice empathy and give dignity to everyone involved. Breathe. Do your very best. Remember that your clients deserve it.
*Masters in Real Estate is for Portland-metro Realtors only. Located elsewhere? Join the Labcoat Agents Facebook group.
Have you shifted from a fixed to growth mindset? Tell us about your experience in the comments below. And please share your biggest takeaway.
