Why mindset will determine how successful you become selling Real Estate...or anything for that matter...
- Andrew Turnbull
- Mar 20
- 6 min read
No sales roles are easy, but in particular, real estate is one of the most demanding sales jobs you can do. Throw high-ticket items (Property) into the mix, that take time to sell, and pin your entire income on your own individual sales results and it often equals bucket loads of "stress"...
The disappointing thing, or great thing is (depending how you look at it), the barrier to get into selling real estate is super-low. You don't need years of study at university to obtain a degree, you don't need previous experience in selling real estate to get your real estate sales certificate...you simply need to pay for a reasonably easy course to get licensed to sell real estate in your state and land yourself a job in an agency...and bring your ‘A' game...
The real truth is though, real estate is not a game for everyone. As Real Estate Recruiters, we see so many people wanting to get into the industry, but in reality, they're not cut-out for it. 82% of everyone that joins real estate looking to make their $ Millions, bail-out of the industry in their first 18-months. Why? Because they simply don't know or understand what their faced with and don't have the mindset or fortitude to do it long-term.
Unfortunately, this is what gives the industry a bad reputation. There are just so many people who want to "give real estate a crack" but have no idea what they're doing or getting into, leaving a trail of bad experiences in their wake for more experienced Sales Agents to deal with.
How many times do you hear successful sales people talk about how they found success in real estate sales and many of them are not afraid to let you know they had no other choice? YouTube is full of them... Their the ones you probably see flogging these "get rich" courses. I will save you the money. It's all about mindset and investing in your success by doing the work, relentlessly, just like the alternative could be sleeping in your car under a bridge if you don't. Simple!
If you don't have the mindset "make it, or go broke trying" before you even start, don't bother...just go get a normal safe job...
Something amazing happens when you are faced with with a hard choice of doing everything and anything it takes and making it work, or the alternative...you don’t, possibly resulting in living in your car under a bridge because you're broke. When you set your mind to it, do the work and push hard every day and do all the right things that generate revenue...chances are you will find your success selling real estate!
What if I told you you could remove "Stress" from the equation all-together and replace it with “success". It's all mindset. People only get stressed when they haven't done enough of the right things to generate results, then they make excuses, then they bail-out not long after...
You don't see too many overly stressed agents that sell 4 or more properties a month right? Their not stressed because they turned up every day and did the work to ensure they sold so they get paid...a lot... The only stress they have is not having enough hours in the day to sell more... so they recruit more people to help... That's where we come in (www.PlacedAustralia.com.au).
When you realise that success from selling real estate is a process and a numbers game, then creating a system around you that helps with that process and concentrating on the tasks that generate revenue, become the only thing you ever need to concentrate on.
This is one of the benefits of joining an established agency that already have the right systems in place and then, all you need to do is concentrate on the tasks at hand that are going to make you money!
What are the tasks?
Learning everything about your market and industry as you go. Consume as much information as possible! Get mentorship and training from top-performers who know what it takes.
Cold calling like a machine looking for people selling their home (50-100 cold calls a day).
Find people willing to sell and convincing / demonstrate why people should list with you.
Building a trail of important valuable information that works while you sleep (marketing material, testimonials, past results, continual content).
Learn the art of asking the right questions and focus your attention on providing your clients value around their needs.
Learning how to find the benefits in all things and learning how to sell that.
Acting quickly and always making yourself available (return calls!).
Be willing to "go outside the norm" and go out of your way to service your clients.
Forget normal job hours and normal pay. If you want to go big, you have to go big!
Realise every week, your income is totally dependent on you selling something, not sitting back thinking about the end result (e.g 'if I get a job in real estate I'll be driving a Porsche by Christmas'). You need to change your mindset! ('if I get a job in real estate, work relentlessly to sell as much as I can, close deals and continue to do that every week, I might be able to afford a Porsche by next Christmas').
It's so important for people to understand what they're getting into and everyone in the industry needs to be super-real with people when they're asked about what it’s like working in the industry.
The TV shows you watch are not the reality of working in real estate. None of the agents on Million Dollar Listings or LUX Listings started real estate in the last 12-months. They have been at it for years already, some 10 years, some 20 years and some more! It takes time to get momentum.
So when should I think about not doing Real Estate?
If you hate talking on the phone, don't get into real estate!
If you can't build lasting relationships with people, don't get into real estate!
If you have no-idea about how to run any sort of business, don't get into real estate!
If you are no-good with computers and technology, don't get into real estate!
If you're not prepared to make 50-100 calls a day, don't get into real estate!
If you don't understand marketing and how to strategically position yourself against your competition, don't get into real estate!
If you think Real Estate Sales is a normal Job and you expect to get paid every week, don't get into real estate! (You won't get paid much at all unless you sell something).
If you struggle to communicate, don't get into real estate!
If you are not prepared to work 7 days a week, don't get into real estate.
If you have never sold anything before, don't get into real estate.
If you're just thinking you will give it a try and bail-out if you don't like it, then don't get into real estate...you won't like it...it's not designed to be liked, it designed to be worked hard, with big returns if you put in the hard work.
When should you think about getting a job in real estate?
When you already know deep down that nothing is going to stop you being successful selling real estate.
When you understand that this will become “your business" and if you don't know how to run a business and have never had a taste of what that involves, don't get into real estate.
When the alternative to not becoming successful selling real estate is too much to even think about. "Make it, or go broke trying".
That you understand that getting a job in Real Estate is not a “get rich quick" pathway, nothing is given in real estate. The first 18-months or so will be hard financially.
When you know how to use free mediums like social media to drive awareness and business around what you do. Become an expert marketer.
If you totally understand that if you don't sell, you can't expect to get paid. It's not a normal job. It's mostly commission only. If you want regular pay, do regular sales.
If you cut all ties with something else (no part-time) and totally commit to this one thing, you will be successful. You cant do this and something else on the side. It doesn't work.
When you are great at asking questions and learning how to be helpful.
When you are driven to get a positive outcome for yourself, your client and your agency.
When you are prepared to listen, take guidance and learn your craft.
When you consume everything you can with learning about the industry and what works.
When you commit to doing the work....
When you understand you need people to help you in your journey.
Experienced agents all face these harsh realities, and somehow, they learnt these lessons along the way and managed to avoid becoming one of the 82% THAT DON'T MAKE IT!
Doing a job in real estate is about mindset and relentless hard work.
There are many more articles about the reality of working in real estate on our website. Feel free to educate yourself more... Click Here
If you are currently looking for work or staff in Real Estate, feel free to reach out to any one of our specialist Real Estate Recruiters who can help you navigate making the right choices. Their numbers and profiles are on the home page of our Website www.PlacedAustralia.com.au
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