Focus Your Mindset

Education & Training with The Lones Group, Inc.

The Lones Group, Inc.

Focus Your Mindset

Today I want to talk about mindset and what is going on in our world. Agents are really nervous right now. I can't blame you for being nervous, upset, and horrified by what is happening over in Israel, I feel exactly the same way about it. Now, I also want to talk about how your mindset around all issues affects real estate.

You should be aware that you aren't the only person watching the news. Buyers and sellers are also watching the news and they are nervous too. They are wondering whether negative news should influence a decision to buy or sell now. They are wondering, "Should I wait until this is over?" "Is this going to escalate?"

People get really nervous, but the reality is that at any moment in time, 30% of all buys and sellers who are doing a transaction are doing it because they have to. It could be because of a marriage, a divorce, a death, a health issue, a job relocation issue, moving to be closer to friends, family, or to accommodate a grandparent that is moving in with them. I could talk all day about reasons that people have to move.

Thirty-percent means that there is a lot of business out there, but you have to be able to work with these prospective clients and find solutions for them. That may mean that you need to get creative with helping buyers find more inventory. If you have a seller that is worried about losing their great interest rate, see if there are lending options, like a buydown, that would soften the blow. You have to be proactive.

For over a decade our Encore group has been helping agents create focus and success.
Brand Refresh

As the weather changes, I also want you to be aware of your mindset towards your business. Many agents out there see the holidays approaching and they back-away from their business with the idea that they will re-engage in January. That is ridiculous! One of the best times to do anything in real estate is right now! There are serious – very serious buyers and sellers in the market right now. There are investors that need to make buying and selling decisions before the end of the year because for tax purposes.

Change that mindset and get back to work. Worrying is out and working is in! This is the moment in time where you can set yourself up against other agents that are out there who aren't taking their business as seriously. Find those opportunities, find the solutions those buyers and sellers need, make yourself available to investors and the serious clients out there who need your services at this important time of year.


By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.

The Lones Group, Inc.

Comments (8)

Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
CEO of Vision Drive Realty - Coastal San Diego

I enjoyed your post and message. I'm not nervous, I'm busy. I never watch the news, it took me 5 days to hear about Israel, and only because my rock radio DJ mentioned it. I keep my mindset protected because the world loves to promote negative news. We'll here 28 minutes of death, murder, tragedy, fraud and then a 2 minute feel good piece on the news. Why doesn't the news report that more than 55% of Americans have 50% or more equity in their homes?

Oct 20, 2023 06:26 PM
Denise Lones

Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets Good work protecting your mindset. I think we need to be aware of what's going on, but not over-indulge in that negativity trap. This way we can wisely steer our business as needed and anticipate what is impacting our clients. And you are right, there is plenty of good news out there among the bad. It's all about where we choose to put our focus. Lately our industry has been getting a lot of bad press. Agents, you are the front line advocates, who can identify challenges and propose positive solutions in your area, who can share good news in your marketing outreach too. Thanks for your comment Thomas - Denise

Oct 23, 2023 10:23 AM
John Pusa
Glendale, CA

Hello Denise Lones it is important to focus a mindset to work and accomplish your goals.

Oct 20, 2023 08:15 PM
Denise Lones

Thank you for that tidy summary John. Be well - Denise

Oct 23, 2023 10:23 AM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Energy really does go where we put it. In many cases that is generally true. Energy flows where attention goes

Oct 20, 2023 11:20 PM
Denise Lones

Laura Cerrano I agree. This is one of those points I like to make when discussing editing unhealthy work, influences, and relationships out of ones day. - Denise

Oct 23, 2023 10:25 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Denise. No matter what, there is always a market. When the pie gets smaller, cut yourself a bigger piece. Enjoy your day.

Oct 21, 2023 05:15 AM
Denise Lones

Wayne Martin - I always enjoy your quip-able replies. Thank you for this seasonally appropriate pie one! - Denise

Oct 23, 2023 10:27 AM
Bill Salvatore - East Valley
Arizona Elite Properties - Chandler, AZ
Realtor - 602-999-0952 / em:

Very good blog, Thanks for sharing, enjoy your weekend. Bill

Salvatore Arizona Elite Properties.

Oct 21, 2023 05:48 AM
Denise Lones

Thank you Bill

Oct 23, 2023 10:27 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Denise,

I love your statement "worrying is out and working is in!" So true. There is always someone who needs to buy or sell..get out and find them!

Oct 21, 2023 05:48 AM
Denise Lones

Dorie Dillard Austin TX Oh, and I almost made that my post title too! Glad you liked it. Thanks Dorie - Denise

Oct 23, 2023 10:28 AM
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Prop. Mgr, Wenatchee, WA

Hi Denise,
Change has been a constant since the beginning of time. We have to be ready and willing to adapt. When we can no longer adapt we will become extinct, like the dinosaurs.

Oct 21, 2023 10:32 AM
Denise Lones

Carol Williams Good to hear from you! Hope all is well in Wenatchee. I've started noticing the cold over here on the west side. - Denise

Oct 23, 2023 10:29 AM
Carol Williams

All is well in Wenatchee, Denise Lones 
I'm not particularly thrilled about the forecast for later this week.

Oct 23, 2023 10:40 AM
John Juarez
The Medford Real Estate Team - Fremont, CA

My clients worry about high interest rates and the high cost of homes.

I worry about concentrating on finding business (my mindset) and giving those clients beyond their expectations when the hire me.

Jan 08, 2024 05:56 PM