Ready to Blast Off?

This could be the best year the real estate industry has seen in a while. Do you have the right mental attitude to take advantage of a turnaround?

March 1, 2011

This year is starting off with a bang!

As we head into the spring selling season, the passion for the business seems to be on the rise for our industry. The energy level of practitioners and buyers is higher than I’ve seen it in a while, and that’s certainly welcome news for all of us in real estate.

The attitude that you carry will affect your success. It’s easier to maintain a positive perspective early in the year, when you’ve typically just set goals and you’re getting new things going. The challenge comes when you get further into the year or when the transactions and problem clients start to drag down your attitude and energy. That’s when we really need a boost to stay our positive course.

Let me share a few tips on keeping your attitude high throughout 2011.

1. Your attitude is a choice: Attitude is something we choose each day. We can decide to have a positive or negative view of things. It sounds simple, but you can resolve to be one or the other each morning when you wake up. Before you get out of bed, make the decision and stick to it.

2. Don’t allow anyone to dump negativity on you: I had a real estate professional recently describe for me how a client treated him. He told me about a seller who was not only negative but even screamed at him. He shared how an unforeseen problem derailed the transaction and he got blamed for it. That seller had really upset him, and it had affected his work, sleep, and productivity for most of the week. I finally had to stop his story and say, “You let him.” This person’s response was, “I had to; he’s a client.”

But you don’t have to allow them to crack your brain open and throw negative trash in there just because they’re your clients. Those negative comments cost this practitioner four days of productivity — that’s a pretty big loss. You need to stop people before they get into your head. You can’t control your own attitude if you let people dump negativity in your brain.

3. Read positive books, articles, blog posts, and other materials: You have to fill your mind with positive thoughts because we live in a world that tends to focus on the negative. That said, I’ve been pleasantly surprised at the amount of positive articles about real estate I’ve come across recently. There have been some great stories in The Wall Street Journal, The New York Times, Washington Post, SmartMoney, and several other major media outlets. These publications have been overwhelmingly in favor of buying a home now.

If you missed these, I’ve collected and posted most of these on my Facebook page, and I’ll continue to collect and post them. You can get them by friending me at or becoming a fan of Real Estate Champions at

It’s important to keep good news flowing to your prospects, clients, and past clients. This can keep your commission checks flowing and give your own attitude and energy level a boost. This year will be a very good one for many practitioners in the real estate industry. I believe we have the best part of the market just around the corner … are you ready?

 Dirk Zeller is a speaker, author and CEO of Real Estate Champions. His company trains more than 350,000 real estate professionals each year through live events, online training, self-study programs and newsletters. He's written several articles and books, including Your First Year in Real Estate, Success as a Real Estate Agent for Dummies and Telephone Sales for Dummies. To learn more, visit