Mindset, Skills, Activities, Action! – Mindset Training for Real Estate Agents

Welcome to Mike Ferry TV. When I came into the office this morning, our HR director saw me and said, “Obviously, Mike, based on the colors you’re wearing, you must think it’s springtime.” Hey, springtime is a great time of year, especially for you and me in Real Estate to list and sell a lot of homes. Buyers are now used to the interest rates as they are. Sellers are finally becoming aware that it is not June of 2022. It is March of 2023. Prices have adjusted, in most cases down a little bit, to a lot depending on the market. But most importantly with it being Mindset March, you need to be making sure you’re doing everything you possibly can to inspire yourself.

Basic Mindset Training for Real Estate Agents

Are you taking advantage of Mike’s Monday Motivational messages? Are you on that distribution mailing list? I send out five quotes every Monday. I think we send them to 250,000 people that receive them. And what’s interesting, my marketing team says, we have like a 38% open rate, which is pretty strong on an email campaign. So those messages like this message and like last week and the week before and the message you’ll receive for the next couple of weeks are designed 100% to help you become stronger at listing and selling Real Estate.

I’m going to start with two quotes today because these are two of the heroes in my life. One, I had the good fortune of working with this particular man for four years, and the other one is one of the heroes that this man I worked for had during his life.

“You become what you think…” – Earl Nightingale

The first quote, of course, is from one of my three mentors, Earl Nightingale, who said, “You become what you think about most of the time.” You become what you think about most of the time. I am a great Listing Agent. I am a great Listing Agent. I can list four homes per month. I can sell four homes per month. Now, if I keep those kinds of thoughts in my head, most of the time, my mind is going to put me involved in activities that are going to get me to those types of goals. You become what you think about most of the time.

Mindset, Skills, Activities, and Actions

I wrote down that If we continue to think about the plans we have, keep those plans foremost in our minds. We’re setting ourselves up for very positive and very strong results. See, if you really want to change results, you’ve got to change what goes on in here, because what goes on in here affects what comes out of here. What comes out of here affects what we do in terms of activities, mindset, skills, activities, and actions. Mindset, skills, activities, and actions. You keep those four words foremost in your mind with you becoming what you think about. Most of the time you’re going to have a great march, April, May, June, July, August, September, October, November, December 20th, 24, 2025 forever.

“What the Mind of Man Can Conceive and Believe they can achieve.” – Napoleon Hill

The second quote is from Napoleon Hill, the author of “Think and Grow Rich”. “What the Mind of Man Can Conceive and Believe they can achieve.” What the mind of man can conceive, then believe they can achieve. Remember that thinking big is a big part of keeping our mindset strong. Think about what you can accomplish … Don’t think about what you cannot accomplish. About, probably now 12 years and maybe a little bit more … I got a phone call from a wonderful agent up in Northern California, Dominic Niccoli, and Dominic said, I’d like you to personally coach me. I said, Well, you’re in coaching with a great coach. What are you talking about? He said, well, Mike, I really would like to have you teach me how to think bigger. I said, Well, you’re a very productive agent. You make a lot of money. I’m not sure what you’re referring to. And Dominic a very bright young man said, well, Mike, my challenge is I want to think bigger, but I don’t know the steps or process to take.

You can think a lot bigger by keeping your mindset strong and positive

So, we started a group called the Think Big Group because what I said to Dominic is I charge way too much money to have that kind of conversation. Let’s get ten people together and I’ll work with you every Monday morning for a half hour. I can charge you this much money instead of this much, and we can work on thinking big. We’ve been doing it now, I guess, for ten, 12, 13 years. We have 130 people in the group I work with every Monday morning at 7:30 Pacific Standard Time. And what we work on is one simple thought. You can think a lot bigger than you think you can and keeping your mindset strong and positive is the first step in thinking big.

Work on thinking big as the seasons change

  What would you like to accomplish? What would you like to do? What would you like to have? What would you like to become, in the business of Real Estate? Then I wrote down another thought on thinking big and of course, becoming stronger on Mindset March. Closing the door on the past and keeping your mind on the present moment and thinking about the exciting future you have in front of you helps us become a lot stronger. Let me repeat that. Closing the door on the past … Keeping your mindset on the present moment … instead of wandering around the office while this message is being played, why not sit down at your desk and turn your computer on and watch the message and take notes? I’ll bet some of these thoughts could help. So the present moment and thinking about the exciting future you have in this business helps us become stronger.

“…the rear-view mirror in your car is this big. The front windshield is that big. So, it allows you to see where you’re going, not where you’ve been” – Mike Ferry

I wrote down, we can’t change yesterday. We can’t control what we’re doing, but we can control what we’re doing at this moment. And we can certainly work on what’s going to happen tomorrow and the next day. We really can’t change what happened in the past. It happened. That’s why it’s called the past. Or as I’ve said so often, the rear-view mirror in your car is this big. The front windshield is that big. So, it allows you to see where you’re going, not where you’ve been.

Stop comparing yourself to others

I wrote down this thought to create a stronger mindset, spend less time comparing yourself to others and more time trying to attain what’s in the plan you have. Do you have a business plan? Do you review it once a week? Even if you didn’t start one in January, it’s the first part of March. Write a plan. As I stated a couple of weeks ago, for the next ten months, write a plan that allows you to think a little bigger … produce at a higher level. Well, Mike, I don’t want to set plans and goals that I can’t achieve. How do you know you can’t achieve them? Watch. Can, C-A-N, can’t, C-A-N-T. One letter changes the whole perspective on this thought process. We can control what we’re doing at this moment, but if we’re always comparing ourselves to somebody, we’re probably not going to take advantage of the knowledge we have on producing more business for ourselves. And remember what other people think of you is none of our business.

Take Advantage of Mindset March to change your mindset as we move into spring and beyond.

But the last thought I wrote down in this message today is this … Develop the mindset that we can think bigger. Set goals that stretch our minds, which make us better at what we do, and certainly a lot emotionally stronger than we’ve been in the past. Mindset March has been fun. We’ve been at it now for a couple of weeks with the company. All of our messages to our great staff, all of our messages to our great clients, all of our speaker messages that go out in the seminars that we do, the Mike Ferry TV, the mindset Mondays. Everything we’re doing is revolving around keeping you as positive as possible. You don’t care what happens in your market. What you care about is what you’re doing in your market. There are always going to be a lot of homes listed. There’s always going to be a lot of sales made. We just want you to participate in more of those. Remember, every day of every week, there are listings being taken and sales being made within five miles of your office. We just want you to participate at a higher level. Enjoy the rest of Mindset March and we will talk to you next week. Thanks for today.

With over 47 years of experience in the Real Estate industry … Mike has seen it all, been through every cycle, and overcame every objection. Watch, listen, and learn from the Global Leader in Real Estate Sales Training.