You Are What You Think

You are what you think. When we were kids, we were told, “You are what you eat”. If all you eat is pasta, pizza, and fried stuff—you’re probably going to end up in poor shape and health.

The same goes for your business.

If we have a negative and defeatist mindset, we’re not allowing ourselves to get out of the gate well. It starts with visualizing—or the more 21st-century phrase: manifestation.

Many real estate agents begin every year with a feeling of anxiety and overwhelm. We think the last year was a fluke and we’ll never have success again.

It’s all in our minds.

I used to wake up every day, go through my prospects, and immediately discredit myself. I had self-deprecating judgment over my book of business. I was hesitant to prospect because I didn’t want to be that annoying realtor… a sleazy salesperson. Trust me, there’s nothing worse than that.

But I still prospect every day. My mindset is different, though. When I look at my prospect list, I still hear that original, negative chatter. It tries to talk me out of opportunities, doing my job well, and just overall tries to talk me out of success. I flip the switch on the chatter. I choose to have no emotional attachment whatsoever to the outcome. I choose to focus on what I can give to a situation. I don’t search for power. I don’t search for what’s mine. I aim to give.

Then, of course, I keep track of it.

If somebody calls me up and they say, "Hey, Pete, what kitchen cabinets do you recommend?” I help them out, and then make a note to give them a call in about 60 days and ask, "How's it going with cabinets? Is there anything else I can help you with?" It's all about how we sit down.

Flip The Switch

When I was a record producer, I used to have a board and I would look at the projects that I was working on. And I would look at all 10 or 20 different projects and I would think they were horrible and I’d never have a hit. I would just talk myself into the pub.

I managed to flip a switch here. When I started staring at the blackboard, feeling disgruntled, I just started walking outside. Simply removing myself from my book of business. Maybe call an old friend or a family member. Simply bring myself out my head and then I’d come back ten minutes later, look at the same board, and say, “Oh my God, I have so much business… I don’t know what to do with it.”

The enemy is within. The enemy that will make us hold up the gold medal in the Olympics of real estate or end up in the fricking gutter. It's all in our head.

Manifesting

Manifesting doesn’t have a rule book. I love when there isn’t a rulebook. Manifestations come in all shapes and sizes. A small manifestation could mean you sit in your car outside a listing presentation and visualize yourself getting the deal. Every step of it. Many agents start out in defeatist mode and go into the presentation less confident than they could be. They’ve already talked themselves out of it.

Whether you get the listing or not, you should be in your car sitting outside visualizing every step of the process. Visualizing yourself giving, friendly, and genuine. And if you get the gig, it’s a bonus.

A medium manifestation could be that you want to close two deals a month. You see yourself opening escrow, cashing the check, handing your clients the keys, driving people around. You visualize it, manifest it, believe it, taste it.

And you own it. The red seas part. The universe hears you, and you begin to get the breadcrumbs and messages that lead you to the goal.

I'm about the 1000000th person that’s mentioned this. This is nothing new.

A big manifestation for me isn’t money. For example, my family and I went to Italy last summer. One of my dreams has always been to see the Vatican. I manifested it and I saw it in my mind. I saw myself walking down the corridors. I saw myself looking at the beautiful art. I saw myself in the Sistine Chapel. I manifested it, and it happened. I went there last year.

Now, I have that beautiful, gorgeous chestnut of a warm memory that’s nestled deep in my heart. And it's because I manifested it. And what led me to it was sitting outside in front of listings believing I'm going to get them. Doing those deals. All of that led me to my trip. I manifested it all.

Because I believe in it, and I believe in me. Manifesting isn’t a guarantee of getting something. But is guarantee of you remaining in action.

And for God’s sake, all of us have to remain out of expectations. In action, out of expectations.