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Kathryn Carlson's Blog

By Kathryn Carlson | Broker in 80209

Real Estate Marketing Strategies: Right Mindset + Right Action = Success

 
by Dr. Maya Bailey

Have you ever felt that one part of you is "gung-ho" about success and creates all these action steps for you to do each day, while another part of you is resisting, procrastinating and sometimes even rebelling at what you set out to do?

That part is called your "inner rebel" or "inner resistance". In fact, that part is your subconscious mind. It's the part of you that is below the surface and you don't see it. You're like the Titanic, floating along, thinking that all is well when suddenly you hit a iceberg (your subconscious mind) and you start to feel stuck.

Have you ever felt that before? Have you ever noticed that you get close to success and then hold back? Or you achieve success but then sabotage it?

The conflict is between your conscious mind which is saying, "I want to be successful" and your subconscious mind which is saying, "I'm afraid to be successful" or "if I try, I'll fail".

Why would you want to block success from coming to you? Why would your subconscious mind be doing that? The answer is, it all depends on you. Everyone has their own individual blocks about success.

Perhaps your particular block is that you have a fear of success. Your subconscious mind is programmed to think that if you are successful, you will be overwhelmed and you will lose the balance in your life. As long as that belief is in existence and you're unaware of it, then it will block you from forward progress.

The classic fear of success is this: "To be successful I will have to work long hard hours, struggle and sacrifice." Who would want that?

Another place where you have self-limiting beliefs and probably don't know it is in prospecting. You tell yourself things like this, "I just don't have time to prospect," or "people don't want to hear what I have to say."

Instead, what's really going on is that you have never looked at and worked through your hidden Self-limiting beliefs such as:

  • If I pick up the phone and call people, I'll be rejected.
  • If I call up people, they will disapprove of me.
  • Prospecting is begging.

These beliefs are in your blind spot and no one has taught you how to reprogram your subconscious mind.

If you're carrying any self-limiting beliefs at all, then your mindset is anti-success instead of pro-success, and success will always elude you.

Your Beliefs Create Your Reality.

So if you have beliefs like "there is never enough money", then you will subconsciously create circumstances in which you never have enough money.

Now what you probably ask yourself is, "How can I get the RIGHT MINDSET?"

It really comes down to one thing. You need to reprogram your self-limiting beliefs. Once you have eliminated your self-limiting beliefs, then you can install your updated EMPOWERED beliefs.

Let me give you some examples:

In the category of "Self" your old beliefs would be replaced with updated beliefs like:

  • I am more than good enough.
  • I have all it takes to succeed.
  • I am worthy of success.
  • I am perfectly imperfect like everyone else.

Can you see how these beliefs help you?

In the category of "Beliefs about success" you would update your beliefs with:

  • I create success with ease
  • I create success by working smarter not harder
  • I create success balance in my life

In the category of beliefs about prospecting, your new beliefs would be:

  • I have a valuable service to offer and people are happy to hear from me.
  • I approach every prospecting call with the mindset that I am the giver.

In the category of "Beliefs about money" your updated beliefs could be:

  • There's always an abundance of money in the universe.
  • I deserve to receive an abundance of money.
  • I am a magnet for money.

Notice how you feel now that you've begun to install new EMPOWERED BELIEFS into your mind. To make them stick, you need to practice them every day.

So far, I have been talking about how to acquire a RIGHT MINDSET.

You also need to have the right action. In order for it to be the RIGHT ACTION, it must be an action that is designed to create a win-win situation. I want to re-emphasize that the first things you should be thinking about when you take action is your mindset and your emotions.

Rather than being fearful, be excited. Get excited and enthusiastic about how you're going to help your clients with their real estate needs. If you have a lot of listings right now but they're not selling, then get creative, think outside the box, create meetings with your clients, and express to them how much you want help them.

Ask questions and get curious about their motivation. Find out more about them, you'll be able to think more clearly about the action that is needed in order for their home to sell. If you've established a good rapport, they will be more likely to take your advice, once they know you are on their side.

Once again it comes back to the fact the you need to come from "contribution". People can feel that and then they want to cooperate with you. That's how a win-win is created. Come from your heart, say you can help them, and they will cooperate. The result is that you receive a generous check with your name on it.

Here is an empowered belief that I suggest you do frequently: "I do work I love and I am richly rewarded."

Assuming you have healthy boundaries with your clients and you're not trying to become their best friend, what you need to do is become their best real estate consultant.

So how do you sell yourself on yourself? You take a good hard look at your gifts and your talents and what you offer people in every transaction. Focus on your strengths.

It is definitely necessary that you "toot your own horn" if you want to generate business. This doesn't mean you have to be loud or obnoxious, you can do this in a very subtle way. It's an attitude you carry about yourself as a real estate agent. Are you proud of the work you do? Then when you're given an opportunity describe what you do, that's when you can "toot your own horn".

I know for some of you, this will rub up against your old Self Limiting Beliefs, such as:

  • If I speak well about myself that I'm bragging.
  • If I think that I'm better than others then I'm conceited.
  • If I toot my own horn, I'll be judged.

Let me be very clear that everything I just said and all three of these beliefs are coming from your subconscious mind and none of them are true. They are just beliefs and beliefs can be changed.

The truth is that it is safe to be visible and to give up the old strategy of hiding. Hiding is not "RIGHT ACTION". Hiding never helped anybody succeed.

To summarize; you could be highly trained and prospecting but unless you have gotten rid of all of your self-limiting beliefs, you probably aren't prospecting the way you should.

The next thing to note is that prospecting is a set of skills, and unless you know that set of skills, you will not be successful in prospecting. In other words, you could be clear of self-limiting beliefs and still not be able to prospect.

In other words, you need a script from which you can improvise. It's easy to acquire the skills and once you reprogram your self-limiting beliefs, it's easy to implement these skills. Basically you need follow the formula that Right Mindset + Right Action = SUCCESS, which is your formula for success in prospecting and in business in general.

The third thing you need to know about taking RIGHT ACTION is that you need to come from a place of "contribution" because if you don't, you will see people as dollar signs and they will feel it and that will repel business.

RIGHT MINDSET + RIGHT ACTION= SUCCESS.

Published: February 7, 2013

 
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