"Mindset" is the very first chapter in Shift, the latest "unfair advantage" given to us by Gary Keller, for very good reason. Without the proper mindset we are doomed to a life of complacency, mediocrity and ordinariness. I find myself gravitating toward having the mentality of a Warrior lately. Is it the "war zone" of a market we're practicing in? The tough economy we are navigating through?  I'm certain it is. So what do we do? What would a Warrior do?

A Warrior would accept and embrace the war zone and get to work completing their mission. I think that the military metaphors are highly appropriate for the fight many of us real estate agents are facing right now. The Samurai lived by a code, Bushido, of frugality, loyalty, mastery and honor. Our modern day warriors, the Navy SEALS, also live by a code. Things like Mastery and Honor carry significant meaning to them, and I think adopting these philosophies could benefit agents wanting to take their business to the next level as quickly as possible.

In my last Group Coaching Session, two former Navy SEALS came to tell us some of their secrets: how they made it through training and how they completed their missions. Their techniques are relevant to our real estate practice because they are the fundamentals to building a successful business.

I was surprised to hear that there was no training on mindset or how to actually focus your mind in SEAL team training. You either have it or you don't, or you develop it very quickly. The strategies they use, what the SEALs say are the two most important aspects of succeeding are Mindset and Mastery. If you have those, you can get through anything.

Mindset is having a positive mental attitude. Your Why has to be more important than your excuses. When the s--- is hitting the fan, you have to know that quitting is not an option. What I learned from the SEALs is that how long the job takes is irrelevant. You do whatever it takes to get the job done. Show up as a team player and be committed to excellence, no matter what.

Mastery is having a standard operating procedure for everything and knowing it inside and out. The SEALs don't focus on the outcome, as conditions are constantly changing, they focus on doing all the aspects of their job or mission perfectly. Mastering their skills in this way reduces their risk of failure and of casualties. They log a multitude of hours practicing each discipline.

The SEALs also revere their Teams. There is no room for ego on a team. In real estate, being a team player is caring about everyone else's performance in the office because it reflects on you. Our office is farther ahead than most because we utilize a very successful mentoring program. Our culture is exceptional in the way we care for each other.

Where a lot of real estate agents drop the ball is in Mastering their craft. Script practice isn't time blocked into our day. Script practice has to be a top priority, along with three hours every day of lead generation.  Do you know the right questions to ask? Do you know what to say? People are out there making deals. The question is, will they use you, or someone else that has mastered their scripts?

We will make it through this market. We have to be tough from the inside out. Make sure your team knows what you need. Ask your team what they need. Time block your week and don't cheat. Honor your commitments. The SEALs say, "The only easy day was yesterday!"  and they get totally excited to go out and conquer. Embrace what is going on around you and make the choice to take advantage of all the opportunities out there.  How can I support you?

Dana Whittaker, Productivity Coach

Coach@DanaWhittaker.com

702.300.7653