Why Your Real Estate Business is a Drag (And How to Fix It)

I have a sneaking suspicion...

I bet your business feels like a burden a little too often.

These days, it's easy to look at the market and think "once the market improves, my business will get better and I'll start to enjoy it again." 

But really that's just an excuse. 😳

Sure, conditions are less favorable today than they were a few years ago, but there's a different root cause of your burn out.

Let me explain...

It's not the market, it's your business plan. 💡 

Speaking from experience, most salespeople spend their days chasing prospective clients. 

In fact, 50% of my audiences across hundreds of agents at my most recent presentations said their number one challenge was "not enough clients."

When I was a mortgage banker, I used to hope the right real estate agents would call and refer me the right clients (aka nice people and a simple transaction).

I would refer to the deals as unicorns because they were so rare. 🦄

And when I kept getting challenging referrals from Realtors who didn't value me, it was easy to think I was unlucky or that I had to just take what the market would give me.

Or if rates moved higher, I'd rationalize why my business fell off and just try harder.

But I was thinking about it all wrong. 

You see, instead of hoping the right people crossed my path, I should have been purposeful about planning to make sure more of the right people were in my business. 🧲

Instead of waiting for the market to get better, I should have been building a business that could win in a range of conditions. 🧱

Most importantly, instead of constantly trying to be who I thought the Realtors and clients wanted me to be so that I'd hopefully win the deal, I should have leaned into being myself earlier and more often. 🙋‍♂️
 

The Answer = Authenticity + Abundance ✅

Mirroring and matching is a sales technique taught to build rapport and trust quickly with a prospect.

It's basically acting similar to your clients so they like you.

The only problem is that over time, you become a performer and can end up feeling empty because you're no longer being yourself with people. 🎭

We end up in a business where we're just going through the motions and the joy gets sucked out of it.

👉 If you want the spark back in your business, it starts by getting back to your roots and ending the performing. 

We need to be more authentic each day and stop trying to please everyone.

Further, we need to figure out who we're best suited to help and take steps to make sure more of those people come our way.

This requires an abundance mindset. That is, a mindset that if we say "no" when a client is a bad fit, it will work out better.

And if we can go this direction a little more each day, it won't be long before our business goes from a drag to a joy.

There will always be people who need to buy or sell a property (regardless of market conditions). 

➡️ Be authentic, strategically put yourself out there, and the right people will be attracted to you because you'll stand out in the sea of AI and people faking it.

Here's to you being a little more you going forward! 🚀

Dr. Alex Stewart
Founder