the Mindset of a Top Producer
so many different markets brokers tell
me that their business is transitioning.
The buyers who once would pay almost
anything to own property are not as easy
to find now, and the frenetic pace of
investment sales just isn't what it was
in many areas months ago.
times like these arrive there are a lot
of brokers who simply get frozen in
their tracks. They've become so
accustomed to working a game plan that
has served them well in good times, but
in transitioning times that same game
plan may not work as well anymore. And
this can cause brokers to feel
frustration if they don't watch out,
I received a phone call from an old
friend of mine, Mike
Monteleone. Mike has a track record
that many agents would love to emulate,
as he's averaged over $42 million in
production every year for more than 30
years in his real estate business. And
interestingly he's done it by selling
both commercial properties and single
family homes throughout his career...a
rarity in our industry.
called me because he was excited to hear
about the interview
I was doing with Robert Ringer a few
weeks ago, and he told me how important
Robert's book on commercial real estate
had been in his own career. And during
my conversation with Mike he said
something that completely showed the
ongoing mindset he has while being a top
producer, which is one of the reasons
he's been so successful as an agent in
said, "Jim there's a big transition
going on in our business right now, and
I'm really excited about it!"
I responded with, "Explain what
you're excited about, Mike."
Mike said, "With this transition
that's going on, there will be so many
agents getting out of our industry that
it will be much easier for me to do more
business with the people I really want
to work with."
there you have it---the classic mindset
of a top-producing real estate agent.
While so many other agents are worried
about how they'll sustain or increase
their income in this transitioning
market, Mike is convinced that this
transition will really make it easier
for him to make even more money. And if
there's one thing I've learned about how
our minds operate in our lives, it's
that we end up living the lives that our
thoughts are focused on most of the
we think and feel confidence and
certainty in our mind and emotions,
that's what we'll experience in our
lives also. And if our mind and emotions
are filled with doubt and uncertainty
most of the time, that's what we'll
manifest in our lives, too.
can easily see this in the agents
working in your office and in your
territory. Have you ever noticed a
top-producing agent walking around in
states of fear, uncertainty, and doubt
most of the time? I'm guessing that you
probably haven't observed this very
much. But I'm also guessing you've
observed a number of struggling agents
over the years who've exuded these
qualities in their day-to-day lives
in mentioning Mike Monteleone, I've told
him for many years that I love the
sentence he says at the end of his
outgoing voicemail message. At the end
of the outgoing message he says,
"And remember, it's never too late
to buy great real estate."
again this speaks to his total certainty
that there's always opportunity for
people in every real estate market.
when it comes to living this productive
mindset day-in and day-out, that may
take some conscious work on your part.
But I have a recommendation that may
assist you in getting into this
day-to-day mindset very quickly...
who's been a great friend of mine for
more than 20 years, Dr.
Geri Whaley, recommended that I
watch a movie called "The
Secret." Well I watched the
movie on DVD yesterday, and I must say
that it does the best job I've ever seen
on showing how to master this skill in
your own life, and how the greatest
thinkers and achievers throughout
history have mastered this skill in
their own lives, too. So if mastering
this skillful mindset is something
you're interested in, you may want to
take a look at this movie also.
if you're someone who's also noticing a
transition in your market, when you
master your mind and emotions, and are
totally congruent at all times in
knowing that this transition will lead
you to even greater success, you'll find
the way to achieve this success while
the other agents who have doubt and
uncertainty will struggle.
matter what you choose to
believe...whether you think you'll
succeed or you think you will fail, you
can feel confident in knowing that
either way...you're going to be right.
here for downloadable E-books and live audio interviews with
top-producing commercial real estate agents. These interviews
are with industry experts
who show you exactly what they do to
continually make $500,000.00 to more
than a million of dollars a year.