To Be A Successful Real Estate Agent, You Just Need To Change Your Thoughts
Over the years, I have discovered the most difficult skill to master is our thought. We are captive to our thoughts and this is true for everyone.
Look back on all the thoughts you have during the course of a day. Have you thought too long on one matter? Do you have a tendency to overthink? Are you often anxious or stressed? Are you often distracted by your thoughts? If so, then you are not alone.
As a Real Estate Agent, you should know controlling your thoughts is an important part of your success. Our thoughts will affect our results.
I credit a lot of what I have achieved over the years to a very powerful mind program. This mind tool is designed to help people achieve a breakthrough in our life and be a better version of ourselves.
Many successful people including Tony Robbins and Oprah Winfrey use this mind technology call NLP, Neuro Linguistic Program.
NLP was first created back in the 70s, by Richard Bandler and John Grinder. It uses language patterns and metaphors to communicate with the subconscious mind. It Is a method of influencing brain behaviour (the "neuro" part of the phrase) through the use of mind language (the "linguistic" part) and other types of communication to enable a person to "recode" the way the brain responds to stimuli (that is the "programming") and manifest new and better behaviours. In other words, learning NLP is like learning the language of your own mind.
There are five main principles of NLP that can help you achieve success as a Real Estate Agent. Let’s take a look:
1. Know and Focus on your Outcome
This is the essential part of NLP—As a Real Estate Agent, you must know what you want and what you want the outcome to be. It is crucial that you are specific, rather than vague. In this step, it is a good idea to write down what you want. Avoid writing down what you do not want. Only focus on what you want and the outcome you are after.
In addition, it must be measurable. For example, you must determine how much money you want to earn in a quarter, 1 year and 5 years. You must know your projected expenses to generate that revenue you wanted.. CPF and taxes must be taken into consideration as well. It must this specific and measurable.
You need to state this in a positive way, and it must be something that has not only a positive impact on your life, but the lives of those around you, too.
When you determine your goals, you will want to make sure it is something you can achieve on your own, not with someone’s help. You need to access to all the resources needed to achieve the goal.
Finally, you must also determine a deadline—you need to determine a time when this goal will be reached.
2. Take Action
Once you have determined the goals you want to achieve, then it is time to take action. While this may seem to be a simple step, many people are stuck trying to figure out what to do next. Some Real Estate Agents never figure out the next step but are stuck with inaction.
Procrastination usually comes from negative beliefs, the bad decisions that you have made in the past or you may have conflicting values. You need to avoid this. Commit to your goals and take the necessary actions for your outcomes to be fulfilled.
3. Develop Sensory Acuity
This is the process of paying attention to what is going on within ourselves and to other people around us. There is a very powerful set of techniques in NLP for paying attention to other people.
As a Real Estate Salesperson, it’s important to watch for subtle signs and signals in clients. Watch their emotions, how they react, etc. Signals to notice include changes in skin colour (when someone turns red), changes in their breathing, eyes movement, pupil dilation and more.
4. Behaviour Flexibility
The way we act determines how the other person reacts and the meaning of your communication is the result that you get. Instead of blaming others, start taking responsibility.
If what you are doing is not working, change what you are doing and try something else. Take the failure as feedbacks and change your strategy. The more flexible you are in your own behaviour, the more you are controlling the situation.
5. Physiology of Excellence
Work with an empowering state. Your body will affect your moods. The thoughts that run through your mind depends on how you feel. For example if you are feeling lethargic, change to a strong empowering posture by standing tall with chest and chin up (like a standing Superman pose).
You will immediately adopt a physiology of resourcefulness that will make you feel good. Try it the next time when you are low in energy. You will immediately notice a difference in your mood. Do this often and it will fire off anchors that will make you feel empowered.
Neuro Linguistic success cannot be achieve overnight. I am a certified NLP Practitioner since 2006 and till today, I am still applying the 5 NLP principles in my daily life. This is a process, one that needs a lot of practice.. It is not something you achieve once and then you have it for the rest of your life.
IN Navis Living Group, we have a program call BRAVE which we teach NLP techniques to the trainees. Many of them were transformed and became a better version of themselves after the program. NLP also can make you a more effective Real Estate Salesperson. It can also help in all areas of your life.
In addition, you will be the master of your mind, and no longer be caught up in the crashing waves of chaotic thoughts. You will have more focus to achieve your goals and be more successful in dealing with the people around, too.
** Please share this article if you find it useful or know someone who can benefit from it. Thank You.
If you would like to look for a proven mentor to shorten your learning curve, you can Whatsapp me. Otherwise you can schedule a 45 min consultation with me too.
To Your Success,
Gary Chua
Gary Chua is the co-founder of Navis Living Group
—A 1800 agents-strong division with OrangeTee & Tie real estate agency, and the fastest growing group in this competitive industry. Gary is also a mentor to many real estate agents and team builders, for two decades and counting.
Before devoting his work full-time to grooming realtors, Gary was himself an distinguished real estate salesperson. He first stepped into the industry at age 30 in Year 2000 and having been Top 50 Achievers in his 5 years of sales, he understands the hurdles and challenges facing both new and experienced agents, and is thus equipped with a wealth of knowledge to aid and teach the property agents whom he takes under his wings.
In 2005, Gary realised that his true calling was to groom and coach the next generation of real estate agents. It was also the year that he consciously diverted almost all of his time and effort into recruitment activities, putting his personal sales aside and taking a hit in his bottom line.
Through sheer grit and determination, Gary's vision took hold as his team expanded, eventually growing to become the largest division in its agency, and also one of the largest in Singapore. It cultivated numerous top producers and achievers throughout the decade—some of whom have clocked in more than S$1,000,000 in commission in a single year, broken many sales records, won many local and international awards, and helped many real estate agents achieve outstanding results and realise their financial freedom.
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