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The Ninja Selling Podcast

Jun 17, 2021

Many agents today are finding themselves stuck in the mindset that they can’t find success in this marketplace, or make it work for them. Today Matt and Garrett explain how shifting your mindset first can help you see opportunities where others do not, and they remind us that people will always experience life events that require real estate changes, regardless of market trends. The opportunity to create business is always present, but you need to have the right frame of mind in order to see it. 

Matt and Garrett talk about surrounding yourself with others who have a positive outlook, putting in the hard work to maintain a proactive attitude, and taking care of yourself in other ways (exercising, eating healthy food, and drinking plenty of water) to strengthen your overall mindset. Garrett performs a thought experiment to show how pre-programmed beliefs affect how you view your environment, and shares how we can “fill our minds with the things we want to see” instead. If you can focus on the belief that success is always possible, that you offer a service of great value, and that people will always need it, then you’ll be able to handle any challenges thrown your way and grow your business in the process. 

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Episode Highlights:

  • Topic of mindset has been coming up in a great deal of coaching sessions
  • Many agents are getting stuck in the mindset that they can’t be successful in this marketplace, or don’t know how to make it work for them
  • The first step is to have the right mindset and truly believe that there’s a way to make it happen
  • People will always experience major life events that warrant real estate changes, so there will always be opportunity
  • Surround yourself with people who have a more positive outlook, as that can shift your own mindset
  • Buyers and sellers will always be pushed to the pain level where they need to make a big change
  • Have the affirmation that you will find and create opportunities for your clients
  • It’s hard work to maintain this type of mindset
  • First quarter burnout can make it difficult
  • You need to take care of other areas of your life to protect your optimistic mindspace
  • Your body is like a machine, and you need to have a regimen that will help it run at its best
  • Garrett’s thought experiment from Pam Grout’s E-Squared about how pre-programmed beliefs affect what you see in your environment 
  • Fill your mind with the things you want to see
  • Importance of staying hydrated



“Very interesting to see the results that people are seeing based on their mindset versus what actually is happening in the marketplace.”

“There's a good part of the population out there that is still not really understanding how to make this marketplace work and how to be successful in this marketplace. And what is starting to really resonate with me is that you have to have the mindset first, that it's possible that there's a way before you can actually make it happen.”

“It's a trap that a lot of people fall into - they get stuck in this mindset of, I don't know how to make this work. I don't know how to make a sale happen. I don't know how to get my buyers a property. I don't know how. And it literally shuts off all of the opportunities and tools and conversations you could be having with other people.”

“It's easy to let the market start to control your mindset.”

“I keep reminding people, like 3% appreciation in one year - that's what we would refer to as healthy appreciation.”

“What I see mostly is that people who say, No matter the market, I can make it work, we are going to figure out a way. I may not have all the answers, but I'm going to figure out a way. Those are the people who succeed in every market.”

“If we start with our mindset, then we can handle the challenges of the market and address them with proactive action, versus reacting with a mindset of, Well, that's just the way it is.”

“It's funny, their mindset says that this run is going to end and then we'll be done. Then home sales are going to stop.”

“If I focus on, There's always going to be someone that needs my help with real estate. It's a different mindset, though, because the other person - all they see is gloom and despair.”

“Start to focus on, Who are the people that believe they're going to find what they want? Who are the people that are looking at the opportunity that is available in this market, regardless of where prices or interest rates are?

“There's a point where people are like, I have to move forward, I have to do something. I need your help to get me from point A to point B.”

“If you have a mindset of, I can help anybody and everybody. I know people need my help. I have a great service to offer, then it doesn't matter if it's hard or easy, because you're going to get through it.”

“There's an affirmation that then has to start, I find and create opportunities for my clients.

“You need to start programming in what you want to see and what you want to look for, because it is there. Your brain just doesn't even know how to show it to you.”

“I want everybody to understand that everything you see today is because you have a program that you're running, it doesn't necessarily mean it's the truth out there… Take a second and really analyze, Is my program of what I'm seeing in the market right now really what's going on?

“Fill your mind with the things you want to see.”

“You all do affirmations, you just don't realize you're doing that.”



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