05/23/2024
I’ve learned a lot over the last 10 days. I’ve had the opportunity to speak in front of hundreds of mortgage & real estate professionals in multiple different cities.
During my time speaking, and through so many great conversations with incredible people, I noticed some “mental clicks” happening. I realized there were a few subtle mindset shifts taking to place, and I wanted to share a couple of them here:
1. People are frustrated with how challenging the market is, but they are even more frustrated with people constantly talking about how challenging the market is.
Takeaway: When you can’t change your circumstances, change your perspective. Focus on the opportunities, not the challenges. Clients & consumers feel the same way about the market, so you can set yourself apart from the crowd by being positive and sharing content about all the opportunities still out there.
2. Most people are “willing” to do the work to be successful, but they believe (mistakenly) that the thing that is keeping them from where they want to be is not understanding “how” to do it.
Takeaway: You have to stop focusing on “how” to do the work and start focusing on “why” you are going to do to. You can learn every tactical thing to do, but unless you have something that drives you to take action, especially when it’s hard, your effort will be minimal and/or not very effective. Find something you want BADLY; that’s what will drive you.
3. Most mortgage & real estate professionals think they are marketing, when really they are just selling.
Takeaway: Marketing is about getting someone’s ATTENTION. Once you have their attention, it’s crucial to find things in common with them or give them something of value without asking for anything in return. Those two things create TRUST. There shouldn’t be any sales or selling activities done until those things happen first.
Thank you ALCOVA Mortgage, Thrive Mortgage, Lower, and the hundreds of realtors and mortgage pros I saw, for sharing time with me this last week and a half!
