Welcome to The Dish where Drew DeMaree & guests serve up a healthy dose of reality each week. This blog is about keeping it real ~ real challenges, real distractions, real-life getting in the way of, well…virtually everything. How we view our realities depends on individual mindset, and we want to discuss WHY MINDSET MATTERS. We are continuing our blog series with MG from Coaching Corner in Real Producers Magazine.

As we enter a new year, many — if not most — of us have set goals for 2023. Perhaps these goals are heavily numbers focused, because numbers are specific and measurable. Numbers are important and can be clearly shared and articulated. But as important as numbers are, they do not create urgency, passion, or actions.

We cannot control facts such as interest rates, the economy, pandemics, and natural disasters. The landscape of January 2023 is very different from the landscape of 2022 or 2021; and we certainly did not control those. We can, however, control our attitude and mindset, which will drive action — our PERSPECTIVE. Frankly, this is one of the most powerful tools we have. While we may naturally default to the viewpoint or lens the news or multiple voices preach, we each have the power to change that lens — to clean it and take on a new perspective.

Think about this: PERSPECTIVE determines THOUGHTS determine FEELINGS determine ACTIONS determine RESULTS determine PERSPECTIVE determines THOUGHTS … and the cycle continues.

What a cycle, and we can decide our perspective,thus changing everything else!

The typical talk around real estate these days has to do with the market being “down,” “bad,”… about interest rates being “high.” These negative words depress personal perspectives. There are two great truths that we can embrace and elevate our conversation above the average.

The first truth is that there are three basic needs for humankind: Food, Clothing, and Shelter. We are in an industry that provides one of these three basic essentials. Everyone needs a place to live, and we are their key to that need. The second truth is that we are not average, and can adopt a PERSPECTIVE of opportunity and thriving in any market. This may sound a little Pollyanna, so please let me share a story…

In 1988, I moved from Texas to Baton Rouge, Louisiana. Unbeknownst to me, the real estate market was “bad.” All I knew was that the agent who sold us our house was so incompetent, I thought, “Well, if she can do this, then I certainly can.” I was 28 years old when I started in real estate. I did not realize that it was a disadvantage that I did not know anyone, that I was not from the area, that interest rates were high (bond money was 12.5 percent), and that the market was terrible (11 percent of what was listed was selling each month). So I started selling real estate. My first year, I sold a little over $1 million in volume. That does not seem like much now, but with sale prices of $39,900, $42,500, $45,000, $67,250, it was quite a bit of real estate at that time. Seasoned and experienced agents in my office were stunned and asked me what I was doing to sell so much. It seemed like magic to them, but it wasn’t … it was my perspective! I did not know that I wasn’t supposed to be able to do it. I did not carry the baggage of expectations or average. What a gift.

The point of my story is that we believe what we tell ourselves. What we tell ourselves becomes our perspective, and there, again, begins the cycle. Each of us has the power to change the message we tell ourselves and to adjust our lens.

The truth is, everyone needs a place to live, and we are their vehicle to getting it. We can choose to realize that external headlines and messaging are most often for average … and we can easily choose to ignore average.

We can empower ourselves by knowing that we will prevail and thrive in our businesses while the dilettantes drop out of business. A year ago, buyers, discouraged by losing out in crazy multiple-offer situations, and by not having cash to pay way over asking price, were leaving the market. Even though inventory supply tells us we remain in a seller’s market, buyers can actually negotiate now. They do not have to waive inspections or appraisals. They may even be able to negotiate closing costs or a rate buydown. A  buyer can get an accepted offer with an FHA or VA loan and they don’t have to pay way over list price to win a home. It is up to us to help solve these issues for our clients, and our highest level skills are required.

So as we visit our goals and launch into 2023, I invite you to make an honest evaluation of your perspective. What skills need to be sharpened? What tools can be updated and improved? If you are clutching negative messages from “average” thinkers, then release them. Clean your lens and choose the mindset that will create a PERSPECTIVE of opportunity!