Theory of Sustenance of a Positive Attitude Through the Assumption of a Negative Result.

I was reading a post this morning by Jeff Belonger titled "There's a silver lining to everything - Negativity has a positive twist" when I started thinking about managing negative expectations in our business. In a business that has plenty of negative influences, we have to collectively find a way to stay positive. Here's how I have handled it throughout my career...

Years ago I read a book called "Winning through Intimidation" by Robert Ringer. Aside from the title, the book had a few great points. One of which I have carried with me throughout my many years in Real Estate sales. The point read:

Theory of Sustenance of a Positive Attitude Through the Assumption of a Negative Result.

I've adopted that theory on nearly every appointment I've had over the years. Basically, I had to go into every showing thinking in the back of my mind that these buyers were going to WANT to buy this house. Even though I knew based on the average number of appointments it took to make a sale, chances are they wouldn't.

So into EVERY appointment I go with an optimistic attitude, contract in hand, ready to write. Keeping this 'Theory' in mind keeps my attitude up after I leave without that contract written. I mentally switch to the "assumption of a negative result" part of the theory when it becomes apparant they won't be buying today.

There are four basic components to be mindful of:

a. Prepare yourself for long-term success by being prepared for short-term failure. (You HAVE to maintain your attitude even after non-productive appointments... go away thinking "That's ok, my NEXT appointment will be great!")

b. A person shouldn't enter a sales situation feeling he can't make the sale, but he should realistically assume that he won't make the sale. If you're prepared, then you're able to feel confident that you are capable of making the sale if it is possible to be made. Hope for the best, but realistically assume the worst. (I know it doesn't make much sense but try to separate your attitudinal brain mentally into two halfs)

c. No matter how well prepared you are, only a small percentage of deals actually control, because there are an endless number of factors beyond your control. (A very wise agent told me once "Don't get attached to the outcome" Thanks Ralph!)

d. Each negative result is an educational experience from which you can extract lessons learned, and then forget about the negative result. (Could I have done ANYTHING better? Maybe, Maybe not...)

Always remember the Theory of Sustenance of a Positive Attitude Through the Assumption of a Negative Result. You'll be glad you did!

Bill Swanson is an agent with CBSHome Real Estate with over 20 years experience of helping buyers and sellers in the Omaha area. CBSHome is an affiliate of Berkshire Hathaway.

Ten Recent Posts about Real Estate or the Marketing of Real Estate:

•1.       The "Sharktopus" effect

•2.       Thinking of selling? Is the security of your listing worth 50 bucks to your agent?

•3.       How to put your buyers and sellers to work for you!

•4.       PLEASE!! Spend the six bucks to look a little more professional!

•5.       How do you market a house... When no one is watching???

•6.       But my Grandma's cousin's neighbor's hairdresser's Uncle Joe got HIS offer accepted!

•7.       Yes, I said it with a Straight Face!

•8.       How to be the 'WORLD's GREATEST LANDLORD'!

•9.       A rose by any other name... ...is a green chocolate chip cookie???

•10.   Don't take a fake wife to a Real Estate closing!