Mindset is what separates mediocre agents from top-producing agents—mediocre agents have static mindsets, while top producers have growth mindsets.
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What separates a mediocre agent from a top producer?
I’ve worked with dozens of agents over the years who came to our team making $15,000 or $20,000 a year and worked their way up to making $200,000+ a year, and there are many possible answers to this question. You could say things like knowledge, drive, talent, or motivation, but it’s actually none of those traits.
It’s their mindset—that’s what separates a mediocre agent from a top-producing agent.
I’ve come to the realization that there are two types of mindsets: a static mindset and a growth mindset. An agent with a static mindset is one who isn’t reading books or putting the time in to grow as a person. They want to be told they’re great, they don’t want criticism, and they don’t want to grow. An agent with a growth mindset is the exact opposite. They thrive on learning. They watch videos, read books, and devour information to make them better. They embrace criticism because they know it makes them better.
Let me give you an example of a growth mindset. I got my butt kicked this week on a listing appointment. It was a great listing, and I wanted it badly, but I lost it to another firm. That kind of thing happens—you’re not going to win every listing. Early in my career, I would’ve gotten upset about something like that. In this case, though, I called the seller, congratulated them on picking a great agent, and asked them why they didn’t pick us.
It was kind of funny—they said our firm was too big. I always think of us as a small firm, and at this listing presentation I was explaining how we could compete with some of the bigger national firms. Yet, I wasn’t really in tune with what the seller wanted, which was a smaller firm with a more personalized experience.
Had I not asked the seller why they didn’t choose us and received their feedback, I wouldn’t have been able to improve. Now I know if I’m on my next listing appointment and I sense that someone wants more personalized service, I should stress how we really are a smaller firm with personal service.
A person with a static mindset would never get that far or try to improve or grow. They’d continue to lose listings and never change their listing presentation.
The question now becomes, if you’re having a bad day, how do you change? We all do different things. I’m about to go for a run this afternoon to clear my mind and work on some things I want to work on during that time. I suggest you take some time out of your day to clear your mind and focus on what you want to do.
This week, think about two things—whether you’re a growth-mindset person or a static-mindset person. Are you constantly growing and do you want to be the best agent you can be or is real estate just something you plod along at?
If you want something to help you with your career, I have tens of thousands of dollars worth of books, tapes, and other material that can help you with your career that I’d be happy to share with you.
If you have any more questions about this topic or you want to know what it’s like on our team, don’t hesitate to reach out to me. We’re still looking for one agent who wants to earn six figures a year with all leads provided. Have an awesome week, and I look forward to hearing from you.