How the TOP 5% of REALTORS Think, (And The Rest Don t)

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1 How the TOP 5% of REALTORS Think, (And The Rest Don t)

2 Introduction 2 Introduction Hi, my name is Jet Xavier, and I m an elite performance coach who specialises in the psychology of success for realtors. I ve been coaching and training realtors for over five years. Over the years I ve helped thousands of real estate professionals transform their businesses and income through my Psychology of Success Elite Performance formula. In my opinion, a skillset (like memorizing every sales and marketing trick available) by itself is not going to get you the success you desire. To truly succeed, you need the right mindset (and a dash of mental toughness). In this report I m going to share with you the difference between the top 5% of realtors and everyone else, and how you can adopt their thinking patterns to increase your income and grow your business while working less hours. After many years working with realtors and interviewing the TOP REALTORS in markets around the globe, I ve cracked the code on how to succeed as a realtor. And I d like to share what I ve learned with you right here, today. Enjoy!

3 How To Think Like a TOP REALTOR 3 How To Think Like a TOP REALTOR We need to get one thing straight: top earning realtors think differently, both consciously and on a biological level. And while you might not be able to override your genetic programming, you can reprogram your conscious thoughts (which is where we ll be spending most of our time today). However, before we dive into that, I wanted to give you some context first TOP REALTORS Think with Different Parts Of Their Brain. TOP REALTORS use more of their left-frontal lobe than most people. Research shows that the left-frontal lobe promotes positive feelings and a desire to take action, while the rightfrontal lobe promotes passivity and negative emotions. TOP REALTORS with a more activate left frontal lobe can neutralize negative emotions, which is a huge advantage when it comes to selling real estate. This, in turn, allows them to persist and act with resilience (the ability to maintain positive emotions in the face of adversity). Top performers have more active left-frontal lobes, which leads to re-wiring and conditioning of the brain for better emotional management, performance and success in anything they do. This leads to having a can do

4 How To Think Like a TOP REALTOR 4 type of attitude instead of constantly feeling anxiety, sadness, worry, passivity and withdrawal. TOP REALTORS also have a properly functioning pre-frontal cortex, which ensures focus, forethought, impulse control, planning, judgment, empathy, insight and organization. Without the PFC functioning in the right way, one may suffer from a short attention span, impulsivity, procrastination, disorganization, poor judgment, and a lack of empathy (all of which negatively affect performance). As you can see, the way your brain functions has a HUGE impact on your performance in what is a highly competitive, up-and-down industry. If everything is working properly, success becomes almost automatic. If not, no amount of tips and tricks can help. IF YOUR BRAIN WORKS RIGHT, YOU WORK RIGHT So the million dollar question becomes: How do you conquer negative habits to become a top performing realtor? One word: Conditioning. In short, you must train your brain by engaging in new experiences that help rewire it for higher performance. How? I m glad you asked. Let s dive right in.

5 5 1. TOP REALTORS Have a Sponge Mindset TOP REALTORS have a sponge mindset, and soak up everything they can. Like children asking a million questions, top performing realtors are curious, enquiring, inquisitive, and not afraid to make mistakes or ask dumb questions in the process. Self-growth is a key determinant to their success. The top 5% are always looking at how to get better. They have coaches and mentors, read books, listen to CDs, attend seminars, and are committed to personal growth. 2. They Have a Growth Mindset Not A Fixed Mindset After studying the psychology of success for decades, Carol Dweck, of Stanford University, found there were 2 types of mindsets: growth and fixed. Growth mindsets enable TOP REALTORS to win as they embrace challenges as learning opportunities, rather than avoiding them because they might fail. Obstacles and effort are

6 TOP REALTORS Think Above The Line, Not Below The Line 6 seen as the way to self and business mastery, instead of roadblocks to achievement. Further, feedback and critique is welcomed as part of the learning process (and an expedited path to success). And last but not least, they view others success as an inspiration and model they can learn from. 3. TOP REALTORS Think Above The Line, Not Below The Line In the field of Neuro-Linguistic Programming (NLP), the term above the line or at cause described a person who takes full responsibility for their lives and everything they can control. Below the line or at effect describes someone who blames and fails to take responsibility for his or her actions. TOP REALTORS think above the line. Period. They ask power questions that keep them above the line and in control, such as: What can I learn from this? How can I grow? What do I need to do to make this work? This is my responsibility, how can I fix it? 4. TOP REALTORS Aspire to be #1 TOP REALTORS aspire to think like the best of the best. In my coaching program, I train REALTORS to ask the question: What would John McGrath, Donald Trump, or Richard Branson

7 TOP REALTORS Have a Formula 1 Mindset 7 do? What would I do if I was the TOP REALTOR in the country? TOP REALTORS also model business titans. Modelling enables you to take on the thinking patterns and behaviour of successful people, and duplicate these thinking patters for yourself (allowing you to reap the rewards of behaving a certain way even if you are not that person and do not hold their beliefs yet). 5. TOP REALTORS Have a Formula 1 Mindset Top realtors know their business inside and out, and measure for efficiency, effectiveness, and performance. Nothing is left unchecked, and every effort is put into performing at the highest level possible. TOP AGENT Chris Gilmour, who is also Australia s 2011 F3 racing champion and record holder for fastest lap around Bathurst, says he applies the same precision and discipline he uses in racing to his business. Efficiency is the key The more efficient you are, the more effective you are.

8 TOP REALTORS Think Optimistically 8 To achieve efficiency, TOP REALTORS install systems in every aspect of their business. They leverage virtual assistants, personal assistants, and technology. In addition to maximizing their strengths, they delegate anything that takes them away from dollar-producing activities. They are highly organised with databases, strategies, and have clear goals (that are written down and reviewed regularly). Rob Matheson, who carries the worldwide sales record for most transactions at LJ Hooker, follows his ideal week routine religiously, allowing him to create maximum efficiency. Aaron Shiner set up coaching and speaking arms in his business, and has products that create passive income. These practices build efficiency and effectiveness, which lead to success. 6. TOP REALTORS Think Optimistically Research shows optimistic REALTORS sell over 30% more than their less optimistic counterparts. TOP REALTORS have conditioned themselves to be hopeful and confident about outcomes, and always look at the upside from a realistic perspective. In short, their brains are wired for optimism.

9 TOP REALTORS Have a Michael Jordan Mindset 9 They focus on how to be creative, positive, and create win/win situations. Once again, they are operating from their left-frontal lobe. Behaving this way enables them to neutralise negative emotions that arise during down periods and every day frustrations (which are common in the roller-coaster world of real estate). Their state of mind, moods, and attitude are constantly engaged in being solutionfocused, positive, and motivated. This keeps them in a peak performance state. One of Australia s most successful REALTORS, Mat Steinwede, takes it deeper. He embraces the law of attraction, and has built his success on creating consistent flows of positive energy, thought and vibration regarding how he wants his business to perform. In simple terms, he tells us: Your most dominant thoughts create your most dominant emotions, and then you experience the reflection of those in your reality. 7. TOP REALTORS Have a Michael Jordan Mindset Top realtors are ultra-competitive. Period. There is no I in team, but there is in win Michael Jordan

10 TOP REALTORS Are Solution Focused 10 Award-winning agent Danny Hayes left a major agency with nothing, and within a year was outselling all his rivals; such was his determination to succeed. His competitive nature has made him one of the most sought after brand marketing REALTORS in the world. Top earning REALTORS are driven to be at the top. They have a never say die attitude. They don't like to lose, and take pride in winning. They must compete, and desire to be the best at what they do. They re high achievers who excel at most things in life, set very high standards for themselves, and have a hunger to succeed. As Chris Gilmour puts it: Failure is not an option. Top earning realtors also understand they must make sacrifices to achieve true greatness. Muhammad Ali said: The fight is won and lost long before I dance under those lights. (Referring to the effort put in behind closed doors to compete and win at the highest level.) In short, the way the top 5% define where they are going is clear, non-negotiable and succinct. 8. TOP REALTORS Are Solution Focused TOP REALTORS focus on solutions, not problems.

11 TOP REALTORS Have Emotional Intelligence 11 In thinking this way, they respond objectively and creatively to any challenges, issues or problems that arise. More important, this approach quickly transforms obstacles into opportunities for success. Thinking proactively and positively, versus reactively and negatively, allows them to be both more efficient and more effective (both of which create success). 9. TOP REALTORS Have Emotional Intelligence 'Emotional intelligence' (EI) is the ability to identify, assess, and control emotions. It is your ability to understand other people, what motivates them and how to work cooperatively with them, says Howard Gardner, an influential Harvard theorist. TOP REALTORS have the ability to manage their emotions while avoiding the roller-coaster mentality so common in this industry. Emotional intelligence also enables TOP REALTORS to avoid pitfalls and negative emotional loops, allowing them to bounce back when faced with set backs and disappointments (in short, they get over it and move on FAST). (cont )

12 TOP REALTORS Have a Laser Focused Mindset TOP REALTORS Have a Laser Focused Mindset TOP REALTORS have a laserfocused mindset, so sharp it could cut through steel. They are singlemindedly focused on their purpose, goals, and outcomes. They do not care or take much notice of what others are doing, thinking, or saying. As one agent said: They do not compare; they just do. Top earners are almost blinkered in their pursuit for success, such is the energy they put into their focus. It is obsessive. Their language about where they are going is clear, non-negotiable and succinct. They know what they want, they know how to get it, and nothing will stop them. There is a certainty about them; they are concrete in their resolve to achieve what they want. They do not waiver in their self-belief that they will achieve their goals. Arnold Schwarzenegger embodies these traits. reach his goals. He believed from a very early age he would become a movie star and get into politics, despite being told he would never Instead, he held on to his beliefs of becoming a movie star and politician (and was extremely successful in both).

13 TOP REALTORS Have a Farmer s Mindset. 13 You can achieve all your dreams, just as long as you do not let anything sway you from your BELIEF. 11. TOP REALTORS Have a Farmer s Mindset. Bill Malouf, the #1 agent for LJ HOOKER, says success in real estate is a long-term commitment. It is what I call the farmer s mindset. A farmer finds the right land (the patch). The farmer knows the seasons. He takes care of the soil (people) plants the right seeds (marketing/profile building, CRM) Tends to the crops and then harvests when it is ripe (the sale). The farmer works hard at the key areas to ensure a great crop and longevity from the land. Applied to realty, this means taking the long-term approach of nurturing your geographic area and creating relationships (so you can get to the point where most of your leads come from referrals). START NOW! To develop the mind of a TOP REALTOR, you must apply the 11 critical thinking approaches in this report on a daily, consistent basis.

14 Your Elite Performance Mindset Coach - Jet Xavier 14 The brain is like a muscle; the more you use it the stronger it gets. Each time you apply these approaches, you hardwire your brain for success. Your Elite Performance Mindset Coach - Jet Xavier Jet Xavier is Australia s leading elite performance mindset and mental skills coach / trainer for real estate sales professionals. Jet conducts hundreds of elite performance mindset coaching, mentoring and training sessions with realtors and agencies across Australia every year. He has spoken at major RE conferences, writes a regular column for the national RE industry magazine ELITE, and appeared on RE UNCUT AREC Lounge in Jet is also a primary contributor to the international bestseller Millionaire Motivators, and creator of the online elite performance program MY REAL ESTATE MASTERMIND. Jet is a pioneer in the RE industry. His training and coaching techniques bring the latest neuroscience, positive psychology, and peak performance models to REALTORS and principals, helping them to become more successful at every level.

15 Your Elite Performance Mindset Coach - Jet Xavier 15 CONTACT JET FOR A FREE CONSULTATION NOW Jet@JetXavier.com If you guys are out there looking for a mind coach, a mentor or anything like that to increase your business to get stronger, to get better, to explore your inner self and mind. I'm going to say there is no one better in Australia than Jet Xavier. Chris Gilmour All Properties Group What Jet is teaching in Peak Performance is cutting edge I can see it won't be long before all the best REALTORS in the country are knocking on his door to get his Elite Performance Formula. After working with him I see him as the Tony Robbins of Real Estate. I'm well on my way to double my income. Jet is the real deal. Chris Hasson Port Stephens No.1 Real Estate Realtor Jet is outstanding... really makes you think outside the square Robert Matheson Sales Consultant

16 Your Elite Performance Mindset Coach - Jet Xavier 16 No.1 for transactions LJ Hooker in the world Having chartered through the many roles of residential real estate from administration, property management, sales & business management I ve had the distinct pleasure of having met some profound influencers of our industry along the way. Jet Xavier would have to be one of the most inspiring people I ve ever met. Jet is a stand out motivator! JENNIFER O BRIEN BUSINESS SUPPORT & DEVELOPMENT MANAGER RAINE & HORNE Copyright Notice Copyright 2015 Jet Xavier and ALL RIGHTS RESERVED. No part of this report can be reproduced or distributed in any way without written permission of the author.

17 Your Elite Performance Mindset Coach - Jet Xavier 17 DISCLAIMER AND/OR LEGAL NOTICES: The Publisher has strived to be as accurate and complete as possible in the creation of this report, notwithstanding the fact that he does not warrant or represent at any time that the contents within are accurate due to the rapidly changing nature of the Internet. While all attempts have been made to verify information provided in this publication, the Publisher assumes no responsibility for errors, omissions, or contrary interpretation of the subject matter herein. Any perceived slights of specific persons, peoples, or organizations are unintentional. In practical advice books, like anything else in life, there are no guarantees of income made. Readers are cautioned to reply on their own judgment about their individual circumstances to act accordingly. Disclaimer Please note the information contained within this document is for educational purposes only. Every attempt has been made to provide accurate, up to date and reliable complete information no warranties of any kind are expressed or implied. Readers acknowledge that the author is not engaging in rendering legal, financial or professional advice. By reading any document, the reader agrees that under no circumstances is responsible for any losses, direct or indirect, that are incurred as a result of use of the information contained within this document, including - but not limited to errors, omissions, or inaccuracies.