If you’re like me, it’s easy to get fixated on a worrisome thought. One thought leads to another, and before you know it, what started as a single snowflake of worry has quickly turned into an avalanche of 72 worst-case scenarios.
Whether you’re a seasoned vet in real estate or a newbie just starting out, the truth is that almost all of us have suffered some setbacks in our business this year.
In recent years, it was relatively easy to convert business. Buyers and sellers were flocking to us in droves. We were in “Go mode” 24/7: Get to the property, write the offer, and cross your fingers. Over and over and over. Listing agents would scoff at texts like “How old is the HVAC?” Or “When was the roof last replaced?” Seriously, how dare we ask for property details?
Then, for many of us, it felt like our pipelines dried up overnight. Fewer calls started coming in, and the news started screaming “Recession!” And “The market’s going to crash!”
Our conversations shifted from, “I can meet you at the house at 3:00 pm,” to “We won’t see a huge crash this time. Inventory levels are at an all-time low!” Or my favorite, “Date the rate, marry the house!” (If anyone is still saying this, please stop.)
Break Free from Worrying Thoughts
Present day, some of you may feel as though you’re in a painfully slow-moving car crash, afflicted by what can only be described as “emotional market whiplash.” We have transitioned from the relentless grind of competing offers to the equally grueling task of competing offers alongside convincing hesitant buyers and sellers to enter the market.
Current numbers may not match the successes of previous years, and that leaves us with feelings of worry. I know a lot of us don’t want to admit that, due to our massive egos, but we know deep down that we’re a little scared.
So, when you find yourself immersed in a web of worry, here are some practical strategies to break free and move forward.
Recognize Your Worry
At times, we may find ourselves so caught up in a downward spiral of worry without even realizing it. Therefore, it’s important to take a moment to pause and recognize these emotions as soon as you feel them creeping in. By doing so, you can begin to take proactive steps to address these feelings and move forward with clarity and purpose.
Shift Your Focus
Shift your focus away from the specific problem you need to solve and instead focus on the underlying feeling of worry that is causing us distress. For instance, you might be unable to afford your mortgage due to a shift in your income. Instead of fixating on the problem, take a moment to pause and recognize the actual feeling of worry that is causing you to obsess and overthink. By doing so, you can gain greater clarity and begin to address the root cause, rather than getting lost in the details of the problem itself.
I want you to close your eyes, and take a deep breath. Stay with me guys, I know it’s probably starting to feel a little woo-woo. I always lose half the room when I bring up a necessary involuntary function.
Focus on what you can control
Acknowledge what is immediately present and focus on what is in your control. If you’re feeling stressed over your numbers, try to identify two things that you can do today that are controllable and actionable that will positively impact your business. By taking action, even in small steps, you can regain a sense of power. Remember, it’s the small consistent actions that lead to big results over time.
Start Taking Action
Maybe you’re sitting here thinking, “There is NOTHING I can do Lindsey. My pipeline is dryer than a Dad joke.”
If you’re feeling this way, keep reading. I have four practical suggestions that you can start implementing today.
1. Make Your Calls
You can call the neighbors surrounding one of your listings and use Tom Toole’s script, “Hey! Congrats, the value of your home just increased. Did you see what your neighbor’s house sold for? We had 8 offers, and those 8 other buyers that missed out are ready to go!”
2. Host Another Agent’s Open House
If you don’t have any listings, consider contacting fellow agents in your office and ask if you can host an open house on their behalf.
3. Use Zillow Zestimates to Your Advantage
You can take a screenshot of a Zillow Zestimate and send it to your past client with a text that says, “Did you see this Zestimate!? Zillow has your home valued at $x. I have my opinion, what is yours?” This has been an effective strategy for years.
4. Send Personalized Videos
You can send out five “one-to-one” personalized real estate videos using Tom Storey‘s strategy. Tom sends videos to his past clients twice a year, providing them with comparable sales information in their neighborhood, which he calls a “real estate health checkup.”
Sometimes we’re so deep in a spiral that we can’t see beyond the immediate problem in front of us. It’s important to remember that feeling consumed by worry is a natural human experience. By recognizing the worry, shifting our focus, and taking small actionable steps, you can overcome them. So the next time you find yourself caught in a downward spiral, remember that there is always a way out, and with a little persistence and determination, you will emerge more resilient than ever before.