Mindset is Everything

By
Real Estate Agent with Hollish Hill Group, Keller William Capital Properties

Common Fears of Real Estate Agents

Yesterday I taught a class about understanding today's home buyers. Sometimes when I teach this class the majority of the attendees are brand new agents so I answer a lot of basic questions about what to talk about with buyers and what they expect from agents. Yesterday the class consisted of agents who had 2-40 years of experience in real estate so there was an incredible wealth of experience in the room. 

It's amazing to me that no matter how long agents have been in business, there is a reluctance to require buyers to attend an initial "orientation" meeting and to sign an agreement for fear of losing a potential buyer. There is also a fear of setting boundaries. 

This mindset is frankly, driving me crazy. 

When you go to a dentist, you REALTORSdon't ask to get a few fillings filled before you sign any paperwork agreeing to pay for future dental work. And if there was one dentist that did that, it would likely go out of business quickly. 

Agents who allow buyers free access to their services are hurting everyone else in the industry. I think that agents should focus on mindset. I recommend reading the Preamble to NAR's Code of Ethics to remind agents of our purppose.

 

I'm in the ongoing process of understanding the importance of mindset. 

 

My daughter is a very unselfish basketball player. Over the years, she has probably racked up more assists and blocks than points. Now that she's interested in playing in college, she knows she needs to start scoring more. She told me she usually gets 10 points a game and JumpBallhad the goal of a double double each game (which is 10 points and 10 rebounds or blocks or steals). She sometimes gets a triple double. She wanted to score more. We realized that when her team is winning by a a comfortable margin, they put other players in and she doesn't get the time to score more.

I spoke to her about seeing herself as a 20 points and 10 rebounds a game player. Then she talked to her high school coach about getting the chance to score 20 points a game. 

I am not a quiet parent in the stands, but I have coached basketball and I don't coach from the stands. I cheer the team on (and sometimes yell about bad calls :)) However, I got permission from the coach to yell 20/10 to my daughter and it is working. 

Last night she scored 22 points and had16 rebounds plus a handful of steals, blocks, and assists. This mindset thing seems to be working 

 

Setting Boundaries

Real estate is moving at an incredible speed. I could certainly be working 24/7 if I didn't want to do anything else. It takes effort to set boundaries so you can have a life and real estate career. I have learned to set boundaries.

  • When I first started in real estate I worked in nine counties and worked every day. Over time and as traffic has increased, I've reduced my geographic area. 
  • When I had small children, I took Wednesdays off all summer so I had one full day that my girls knew they had my undivided attention. 
  • When my girls had an 8:00 bedtime, I told clients I was not available from 6-8, but was available from 8-10 each evening and that worked for most of my working clients. 
  • And I don't miss my daughters' basketball games. 

Setting boundaries reminds the public that Realtors are human. That although we are professionals who work outside of the M-F 9-5 norm, we have lives and families and time off. 

 

Mindset is Everything

When real estate professionals act like professionals and like humans, the public will treat us more professionally. This is a mindset I strive for personally and hope to see as a reality for all REALTORS one day soon. 

Posted by

__________________________________________________________________________________________

          Dana Hollish HillDana Hollish Hill

          Principal, Hollish Hill Group, LLC

          Lead Associate Broker, KW Capital Properties - UNW DC

          4646 40th Street NW, First Floor, Washington DC 20016

          202.847.4466  cell  202.271.5301  web hollish.com

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Peter Mohylsky, SoWal Expert 02/06/2019 09:53 AM
Topic:
Real Estate Best Practices
Groups:
Realtors®
POSITIVE ATTITUDE for the Weary Soul
REALTOR LIFE
Be The Best In Your Field
Bananatude
Tags:
code of ethics
attitude
mindset
realtorsrock
mindsetiseverything

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Rainmaker
437,262
Rose King
David Tracy Real Estate - Friendswood, TX
Friendswood / Pearland / Houston Bay Area

I love the way you set boundaries with your time. I try to do that, too. I don't answer the phone during dinner or after 9:00 at night. I also do not work on Sundays before 1:00 pm. 

Feb 05, 2019 09:07 PM #18
Rainmaker
1,474,312
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

I think many agents, especially new agents, are afraid to set boundaries for fear that they'll miss a client.

When I write a bio for a new agent and they want to say they're available 24/7 I work hard to convince them NOT to say that. Who is going to respect you if you lay down and say "I'm a door mat?"

Feb 05, 2019 09:57 PM #19
Rainmaker
3,040,329
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Dana, like you I set the rules down in the first gathering, that let's us both understand the rules... and if it does not work might as well know it from the get go before anyone invests too much time and energy, Endre

Feb 05, 2019 11:50 PM #20
Rainer
246,755
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Dana, this is fantastic advice. I still struggle with setting boundaries, but with each "shake my head" moment, I become more comfortable running my business as a business.

Feb 06, 2019 03:13 AM #21
Rainer
382,634
Rose Mary Justice
Synergy Realty Pros - Dandridge, TN
Synergy Realty Pros

Boundries are important and your blog was eye opening for me.  We are human and the family needs a little more of us than we sometimes realize.  

Feb 06, 2019 04:44 AM #22
Rainmaker
480,632
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

With potential buyers, I would love to ask for a retainer...just in case they don't buy anything!  That has happened.  Over the years I have developed a system for working with potential new buyers that seems to work .  Of course, as a new agent, the desire is so strong to get experience that often the boundaries aren't there and their time can be wasted.

Feb 06, 2019 07:14 AM #23
Rainmaker
347,357
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Thanks for an insightful post - mindset is something I look at nearly every day.     And maintaining boundaries is key to a balanced life.

Feb 06, 2019 08:06 AM #24
Rainer
4,200
Amy Christiansen
Christiansen Real Estate - Gunnison, UT
Residential Real Estate/ Land

I have a hard time setting boundaries.  It is something I am working on in my professional and personal life.  Mindset is so important and something that needs to be worked on each day.  When I have a positive mindset about my career, I sure can see a difference.  Great post!

 

Feb 06, 2019 08:58 AM #25
Rainmaker
957,052
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Love this blog.  It's key to have the right mindset and to remember that this is a business, just like any other business.  Setting those boundaries for personal time is so important!  I've gotten away from this and need to return to it.  Just because I don't have any family in town doesn't mean I don't need to set boundaries!

Feb 06, 2019 10:15 AM #26
Rainmaker
85,066
Alesha A. Wilson, M.Ed.
Buy and Sell Oklahoma LLC - Edmond, OK
Buy and Sell Real Estate with Confidence

I am big fan of Dr. Brene Brown and her research.  She mentions "Compassion does not exist without Boundaries"
Setting boundaries definitely takes practice - and I'm still working on it 
Thank you for sharing!
Congratulations on the Feature!!

Feb 06, 2019 11:13 AM #27
Rainer
175,179
Ann Wilkins
Golden Gate Sotheby's International Realty - Oakland, CA
Oakland, Berkeley, Piedmont CA

The mindset really struck home - why limit yourself with boundries of just 10 points and 10 steal/blocks.  So impressed that your daughter made it to a 22/16!  I sometimes limit my thinking in real estate and just take it easy - not stretching and going the extra mile.  I do well but could do better.  Of all the sports out there, women's basketball - especially high school and college level, is one of the very best sports to watch.  You really see them set up the plays and work the ball. Congrats on such a great post and awesome daughter!

Feb 06, 2019 02:23 PM #28
Rainer
109,723
Anne Corbin
Long and Foster - Lake Anna - Spotsylvania, VA
Serving Lake Anna & Central Virginia

Wow! I need to rethink my boundaries!!!

Feb 06, 2019 04:14 PM #29
Rainer
204,667
Greg Mona
Faira - Scottsdale, AZ
Real Estate in the 21st Century!

Great food for thought Dana Hollish Hill. While I wish I could say I get every buyer to sign an agreement up front and don't show any homes without one, well, that wouldn't be entirely correct. But you are correct, the face to face meeting to set the ground rules along with a signed agency agreement are a must. Everyone knows where they stand so there shouldn't be any (well, maybe a few!) surprises later on. Great post! 

Feb 06, 2019 05:29 PM #30
Rainmaker
410,171
Tom Bailey
Margaret Rudd & Associates Inc. - Oak Island, NC

Dana, Iloved your reply! I drive agents around me crazy with my 24/7/52 style. I always tell them “it’s hard to teach old dogs new tricks”!!!

Feb 06, 2019 05:51 PM #31
Rainmaker
410,171
Tom Bailey
Margaret Rudd & Associates Inc. - Oak Island, NC

I have read some of the comments about being doormats or taken advantage of because making yourself always available. I promise you as a Mack Truck dealer I have had to deal with some the most hard nosed people on this planet. I have never had a Real Estate client as difficult as most truckers and truck owners. You’ve never seen anger like a truck owner that just paid $150,000+ for a new truck, and it is sitting on the side of the road with hot load on it. Just because I’m always available does not make me a pushover!

Feb 06, 2019 06:13 PM #32
Rainer
470,715
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Dana,

Good reminder for us to set boundaries. Usually, we thrive more within contraints, so that is a good thing.

Feb 07, 2019 08:21 AM #33
Rainmaker
122,307
John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Custom Home Design

Fabulous story and mindset.  Congrats to your daughter and for having a great Mom!

Feb 07, 2019 09:42 AM #34
Rainmaker
3,693,268
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good evening Dana Hollish Hill ,

Congratulations on the well deserved featured post. It is all about mindset and you are right when we act as a professional we get treated like one!

Feb 07, 2019 05:01 PM #35
Rainer
154,379
Monique Ting
INET Realty Honolulu, HI - Honolulu, HI
Your agent under the sun

Dana, thank you for reminding us about the importance of treating our business as such... while the business can and sometime does take over our life, it is important to set those limitations in order to be able to strive in the long run. Aloha and much continuous success to you!

Feb 10, 2019 01:23 PM #36
Rainmaker
138,211
Tom Thornton
Realty Austin - Austin, TX
Broker Associate, MBA, ABR, CRS, GREEN, GRI, SRES

The T-shirt graphic in your header feels like my family's life right now. A good reminder that we're all juggling!

Feb 15, 2019 08:30 AM #37
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