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Real Estate Marketing Strategies: How to Avoid the Biggest Mistake Real Estate Agents Make

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By Maya Bailey, Ph.D.

RISMEDIA, April 29, 2009-”The market is so slow and I don’t know where my next sale is coming from.” How often have you heard someone say that when business is down and the economy is questionable? It seems logical, doesn’t it, to tighten your purse strings?

Even though it seems logical to tighten up and constrict spending, it is actually based on a “scarcity” mindset. In a scarcity mindset you focus on lack in your business, and on lack in outer conditions and the market. The result is a constriction in the flow of energy to your business. In fact, when you focus your thoughts on lack in your business, you have a problem even before you begin. Hence, the big mistake.

Are you constricting the flow of energy to your business? Here are some signs to watch out for:

1. What are your thoughts?

-I don’t have enough clients
-My competitors are stealing business
-I can’t succeed in today’s market

Here’s an example that contains a scarcity mindset:
“There are so many new agents entering the business there isn’t enough business to go around. Maybe I should just get a real job.”

Have you ever had that thought?

2. What emotions do you experience?

-Fear
-Stress
-Struggle
-Anxiety
-Worry

Any of the thoughts above are likely to create the emotions of worry, fear and doubt. You find yourself dwelling in these negative feelings that will prevent you from attracting to your business and the very things you desire, such as more clients and more income. Your thoughts create your reality. Therefore, if you focus on what you don’t want, like the lack of money, you’ll get more of that.

3. Actions

When you’re stuck in a scarcity mindset, not only does it affect your thoughts and feelings, but also your actions. For example, “I was going to take the weekend off, but now I better not. Business is slow and I don’t want to miss a call from a prospective client.”

Do you see how this is a scarcity mindset? What is the person missing out on? If you said “self-care and self maintenance”, then you are right. This is one of the actions that goes by the wayside when you’re focusing on scarcity. You’re simply afraid that you won’t have enough, so you ignore the importance of taking care of yourself.

So what is the big mistake?

The big mistake is that you are focusing your thoughts on outward circumstances, like the economy, to determine your mindset. If the economy is down you are down. Stephen Covey calls this the “reactive” mindset. You believe that you are acted upon, rather than being “proactive” and there is a constriction of energy to your business.

When you are proactive, you don’t focus on what the economy or the market is doing, you are coming from an internal state of prosperity consciousness. You don’t look to outer conditions to determine your state of mind, you determine your own state of mind by your thoughts, emotions and actions. In essence you create the mindset of being the deliberate creator of your life.

The solution:

If the mindset is the problem, then how do you switch to a more positive mindset?

1. Commit to building a “prosperity” mindset

A “prosperity” mindset is not something you are born with, it’s not in your genes; it’s something that you develop through practice. Think of it as a muscle that you exercise. The more you exercise it, the stronger that muscle becomes.

It’s the same with “prosperity” mindset. Successful people have one thing in common – they believe in their own success and their ability to attract money into their life. They look for opportunities and find them everywhere. Why? Because they had an internal prosperity consciousness and they focused on that state of looking at external conditions.

2. Adopt the beliefs of success

It’s easy to adopt a successful mindset – it’s just a shift in focus from scarcity to prosperity. The way you make that shift is to have a set of beliefs that are congruent and prosperous thinking. For example, Walt Disney once said, “All of our dreams come true if we have the courage to pursue them.”

Here are the beliefs of successful people:

-Change is to be embraced because it represents more opportunity for growth and expansion.
-Determine what you want, and assume you’ll get it. Don’t worry about the ‘how’.
-There is an answer and solution to every challenge.
-Discomfort is part of charting the unknown.
-Obstacles will not stop you from attaining what you want.
-Money needs to flow in order to grow.

You’ll notice that if you practice the beliefs above, you will experience positive emotions that expand the flow of energy to your business.

3. Be clear on what you want

How can the universe give you what you want unless you are clear about what you want? A challenge for you here is to break the “want” barrier. Accept the fact that it is not only appropriate and proper, but critical, for you to want anything, of any kind, to any degree.

The main thing is to be clear about what you want for your business. I hear too many people saying, “I want to be successful” without even knowing what success means to them. I suggest visualizing your ideal professional life in 12 months from today. See yourself doing work you love and noticing approximately how many hours a week you’re working. Ask yourself what kind of people you want to be interacting with. Who are your ideal clients? Are they motivated, decisive and respectful of you and your service to them? What is your income in 12 months from today? How much are you making per year or per month?

4. Clear away any opposing beliefs

When you think about your ideal professional life, what beliefs do you have that are opposing your vision? Here are some beliefs that I hear on a continual basis when people are honest with me about discussing their blocks to success: “I like doing my work, I’m just not good at marketing.” (Remember, it’s only a belief);
“I’m really not smart enough or energetic enough to achieve what I want.” (Remember, it’s only a belief); “The real estate market is so tough right now that I can’t possibly make the income I was hoping for,” (Remember, it’s only a belief).

5. Take inspired action not frantic action

What kind of action are you taking? Are you taking action because you’re afraid? If you are, your action may be frantic action rather than inspired action. What is inspired action? Inspired action comes from your intuition and listening to your gut instincts. You follow your heart, you follow your hunches; you don’t wait for someone to hand you a formula because there is none.

You will know if you’re taking inspired action by the way you feel by the results you are getting. You’ll be feeling relaxed and confident and the results that you will be getting will be one or more of the following:

-Increased clientele
-Increased income
-Increased passion for your work

Remember to avoid the big mistake by being conscious of what you focus on.

Don’t let the outer conditions determine your mindset. Keep a mindset of prosperity and practice the beliefs of successful people. Keep remembering to expand the flow of energy to your business, whatever the market is doing.

When times seem tough, it is especially important to stay away from a scarcity mindset. Instead, go within and look for the opportunities for new ways to market yourself from a prosperity mindset.

Dr. Maya Bailey, author of Law of Attraction for Real Estate Professionals, integrates 20 years of experience as a psychologist and 12 years as a business coach with her expertise in the Law of Attraction. Get Bailey’s free report, 7 Simple Strategies For More Clients in 90 Days, by visiting www.90DaystoMoreClients.com.

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