6 Ways to Stay Motivated in a Down Market

Real estate has seen its share of ups and downs over the past 10 years. When life, and the market, throw "LEMONS" your way, use these tips to make lemonade.

September 16, 2011

My mother always liked to remind me, “Nothing but sunshine makes a desert.” I’ve recalled that maxim throughout my life, as I — like most folks — have to deal with occasional rainy days.

Staying motivated in tough times is, well, tough. But with the acronym “LEMONS,” you can remember six simple steps for keeping your drive up in a down market. Using the following LEMONS that life gives you, you can enthusiastically make lemonade.

L: Listen to a positive message

What are you “listening to” in your head? Every time you think of or quote a message in your mind, you’re hearing the result or outcome of thoughts. If you constantly tell yourself the real estate market is bad and the economy is prohibiting you from reaching your goals, you’re getting the wrong message, which more than likely will lead you to the wrong outcome.

Instead, put positive ideas into your mind. Listen to motivational tapes instead of playing the news channel on your car radio, or read an inspiring book instead of watching television. Remember: Bright thoughts will help lead you to a bright future.

E: Emulate successful agents

If you’re planning to bake a great cake, it would be helpful to have the recipe. Without the list of ingredients, the amounts to include, and the instructions, your cake won’t rise. It’s really no different than how to make your real estate career rise. Ask yourself: What are the top-producing practitioners doing to create success? Study their routines and practices, and if you can, ask them for coaching and advice. Use their “recipe” for success to become successful yourself.

M: Meditate on affirmations

Affirmations can be helpful for staying motivated. Practice writing out a few statements about your future success and where you see yourself at the end of this calendar year. For example, “I have closed ‘X’ number of transactions for the coming year, surpassing my goal by ‘X’ units. I have a fantastic referral base, and my business has grown so much that I had to recruit an additional team member to help me handle the increased business.” By writing down positive affirmations, and reading and mediating on these affirmations daily, you will stay motivated to reach your goals.

O: Opportunity

Regardless of the circumstances, there is always an opportunity. As we continue to go through a glut of foreclosures and falling housing prices, there are opportunities for you to work with investors and others who are exploring ways to move from a turbulent stock market to new assets. Look for the silver lining in any situation, and you will discover an opportunity that awaits you.

N: Never quit

Successful people never quit. What if the Wright brothers had given up after their first attempt at flying? Hank Aaron went 0–5 in his first game in the major leagues, but he did not quit. Discouragement will always come up and try to squash your motivation and encouragement. At times like these, remind yourself that you’re in this business for the long haul, and that you do not intend to quit!

S: See success

Most successful people would probably admit that they visualize success in their lives. This helps inspire new ideas and gives them confidence to move forward with their plans. So, what are you visualizing — success or failure?

In Closing

The next time you feel like life has thrown you a handful of sour fruit, remember to use these LEMONS to taste sweet successes. Have a great month, and stay encouraged!

John D. Mayfield, ABR, CRB, e-PRO, GRI, is a sales coach, author, and broker/owner of Mayfield Real Estate in Farmington, Mo. You can contact Mayfield through his Web site, www.BusinessTechGuy.com.