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By Kim Ades

RISMEDIA, June 2, 2008-Two real estate agents can have the same background; they’ve taken the same courses, graduated from the same programs, read the same books, attend the same conferences and work for the same company. One agent is doing incredible business. The other is floundering and blaming the market, feeling that he is suffering because of his associate’s success. …And you know what happens when you start thinking that way? You start attracting exactly what you are focusing on right into your life.

kim_ades.jpgThe single most important difference between top performers in any profession and all the others is the way they think. Our frame of mind determines our outcomes.

Here are three real estate agents who have embraced the idea that their frame of mind has a direct and immediate impact on their success.

David Gorham manages the largest Coldwell Banker franchise in New Jersey. He maintains a fervent mandate for personal growth, and operates with an unrelenting quest to make sure that he is offering the best possible leadership to each and every agent in the company. With a conscious awareness of his frame of mind, he is able to navigate his life in a hugely successful way with balance and productivity. So much so that he received the Manager of the Year Award at Coldwell Banker Elite for 2007.

Tony Sborcchi is new to real estate. In his first six months, his earnings more than exceeded his expectations and he is still going strong. He has a mindset for success and a life goal that is geared toward achieving happiness. In his first year of real estate, he made the list-Sborcchi was one of the Top Ten Producers in the first quarter at Royal LePage, Meadowtowne.

Carol David is an associate with Devlin McNiff Real Estate and in a “suffering market” she sold an $18 million home. She used to believe that you had to work like a dog in order to succeed, but embraced the idea of using her frame of mind to dictate her life and career path, shedding any ideas and habits she had that stood in the way of her success.

As she integrated the tools of deliberate thought into her life her “work took on a magical quality.” She says that it is now her experience that “the universe is there to support me as long as I am willing to help create my reality in my work and in my life.”

Thinking is believing. Here is how it works:

Thought, Beliefs, Expectations, Results

Everyone has thoughts and for most of us they are fierce and continuous. In fact, they come to us at such a rapid and relentless rate, that for the most part we are not even conscious of the thoughts that consume us.

While they exist at a subconscious level, they are still the foundation of the life we create. Many of our thoughts are recurring, continuously repeating themselves over and over again in our minds. Thoughts that occur repeatedly become the beliefs that we hold about any given topic.

In turn, our beliefs are the seeds we plant that grow into the expectations we have. For example, if we repeatedly think that things never work out for us-we start to look for evidence that this is true and once we find it, it becomes a belief. Once it’s a belief, we come to expect things not to work out and when we expect things to not work out, typically they don’t.

-Our expectations have a direct impact on the results we experience in our lives.
-Our thoughts create the beliefs we have.
-Our beliefs generate the expectations we have.
-And our expectations drive the results we get.

So, if we want to change the results we get, we must begin with changing our thoughts.

Kim Ades, MBA, President of Opening Doors and Frame of Mind Coaching is one of the industry’s foremost experts on performance and success in real estate sales. Kim Ades can be reached at

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