Have you ever heard of the mindsets of fanatical prospectors realtors?
I first encountered this concept in Ryan Serhant’s book and have also heard it from Barbara Corcoran. It is discussed in “Million Dollar Agents” by Phil Hollander and Dan Lok, as well as in “The Millionaire Real Estate Agent” by Gary Keller.
After reading hundreds of business books, I’ve noticed a common theme: it’s all about mindset. The Bible states in Proverbs 4:23, “Carefully guard your thoughts, because they are the source of true life.” When we examine this verse closely, it emphasizes that our thoughts—products of the mind—are fundamental to our lives. This suggests that even for those who don’t view the Bible as an ancient book of truth, the principles it presents are validated by successful business individuals. They consistently prove that key to success lies in changing one’s mindset.
Let’s explore the seven mindsets of fanatical prospector realtors, curated from Jeb Blount’s popular book, “Fanatical Prospecting.” He offers a proven sales strategy that I believe is universal and applicable to anyone, especially real estate agents like us.
Here are the seven mindsets that fanatical prospector realtors possess, and which you should adopt as well:
Mindset # 1: Optimistic and enthusiastic
Successful realtors embody a fanatical, optimistic mindset that sets them apart. They recognize that negativity and a victim mentality are barriers to success in sales. Each day, these realtors attack their goals with enthusiasm—ready to make things happen. They embrace every day as a fresh opportunity to excel. This proactive approach allows them to rise above the naysayers and doubters, diving headfirst into prospecting with unmatched determination. On tough days, they tap into their inner reservoir of enthusiasm, pushing themselves to persevere and make just one more call, ensuring they remain on the path to success.
Mindset # 2: Competitive
Dedicated real estate agents view prospecting as a competitive challenge. They are driven to succeed and will do whatever it takes to remain at the top. Each day, they prepare to compete for the attention of their most sought-after prospects, striving to outsmart and outwork their competitors at every opportunity.
Mindset # 3: Confident
Passionate and determined realtors tackle prospecting with unwavering confidence. They not only anticipate success but are fully convinced it’s within their grasp. By cultivating mental resilience, they skillfully navigate the disruptive emotions of fear, uncertainty, and doubt. This blend of confidence and self-discipline empowers them to encourage prospects to invest their time and resources in meaningful sales conversations.
Mindset # 4: Relentless
Driven realtor prospectors possess an intense need for achievement. They are relentless in their pursuit of success, believing wholeheartedly that perseverance leads to victory. Each rejection fuels their motivation, inspiring them to rise and continue the journey, firmly convinced that the next “yes” is just waiting to be discovered.
Mindset # 5: Thirsty for knowledge
Fanatical prospector realtors welcome feedback and coaching. They actively seek out opportunities to learn and invest in themselves by voraciously consuming books, podcasts, audiobooks, blog posts, online training, live seminars, and any other resources they believe will help them improve. They have an unshakable belief that everything happens for a reason, and through this lens, they view setbacks as opportunities to learn and grow.
Mindset # 6: Systematic and Efficient
Driven and dedicated real estate agents operate with near-robotic efficiency and systematic precision. Their skills are honed to the level of a professional athlete. They safeguard their productive hours, manage their time effectively, and focus intensely while tuning out distractions and avoiding interruptions. They methodically develop their databases to create more effective and targeted lists, maximizing every moment of their sales day.
Mindset # 7: Adaptive and flexible
Fanatical prospector realtors possess a keen situational awareness, enabling them to respond and adapt quickly to changing circumstances. They employ a three-part strategy in their prospecting approach: adopt, adapt, and adept. They take ownership of their prospecting efforts and work diligently until they become skilled at execution. Fanatical prospectors are always experimenting with new methods and adjusting their strategies while maintaining a full pipeline. They tend to be early adopters of innovative prospecting techniques, cutting-edge technologies, and game-changing tactics.
Conclusion:
These mindsets are not new; they are principles essential for running a successful real estate business. Many agents fear prospecting and are often afraid of rejection, which leads to being perceived as a commodity. As a result, clients sometimes view agents as their employees because they can sense the agents’ desperation.
I believe it’s time for us to position ourselves as professional and valuable entrepreneurs. We must adopt these seven mindsets and eliminate our fear of an empty pipeline.
At the end of the day, people will always be buying and selling their homes. The only reason we struggle to find them is that we wait instead of actively seeking them out.
Are you ready to see an increase in your income today? Embrace these seven mindsets of fanatical prospector realtors.
If you don’t know where to start, feel free to book a free consultation. I’ve been in your shoes and am applying these principles myself, enjoying the results they bring.
Resources : Fanatical Prospecting by Jeb Blount
