Millions of readers have improved their lives and businesses by applying the principles presented in the book The magic of thinking big by Dr. David J. Schwartz. The useful methods and mindsets in this classic self-improvement book are perfectly aligned with the characteristics possessed by the most productive agents.

Here are seven principles found in the book that can lead to a fundamental shift in your company’s growth trajectory.

Believe you can succeed, and you will

“Whether you think you can or not, you’re right,” said Henry Ford.

Belief, or lack thereof, leads to action. Do you think you can generate ads in this market? Do you think you can generate leads, effectively leverage a neighborhood for ads, or add value to people in a way that generates referrals?

Early in my career, I used two strategies to develop or increase my confidence in what is possible for my real estate business.

The first way to increase belief is to spend time with people who have already accomplished what you want to accomplish. Truly seeing is believing. Exposure to people who have done what you want to do is proof of what is possible and that proof leads to belief.

The second way to increase belief is to read books or articles, listen to podcast interviews, or watch video interviews with people who have done what you want to do. Even though you may not meet them in person, their stories can inspire you to believe in the possibilities available to you.

If you believe it’s possible, you can do it!

Healing ‘the excuse’

Making excuses is what failed agents do. They say things like, “I don’t have the brokerage support I need to be successful” or “I’m not good at video.” They find excuses for why they can’t achieve their goals instead of looking for ways to improve.

Successful real estate agents don’t make excuses, they act. They find ways to learn the skills they need to succeed, and when they encounter setbacks, they look for solutions.

Resistance and obstacles are part of our job that every agent faces. How will you decide to deal with them when you encounter them in your business?

When you stop making excuses and start taking action, great results follow.

Create an environment where we think big

What is your ideal environment to think big? Is it a quiet time early in the morning? Does he surround himself with big thinkers and positive people? Is it the responsibility of a mentor or a coach? Everyone is different, but the environment you create around you is the soil that will hinder or enhance your growth.

For me, I thrive in an office surrounded by other growth-oriented agents. I spend time listening to inspiring stories of people who have achieved greatness in their chosen field. I try to find time each week at one of our local beaches to be calm and recalibrate my mind in a positive environment. Whatever it is for you, be sure to spend time in an environment that inspires you and around people who inspire you.

When you create an environment where great thinking can thrive, your horizons of possibilities expand.

Find the good in others

Do you seek and expect the best in others? This can be difficult when you encounter less than professional agents or your client’s expectations are unreasonable. But you must become a “good discoverer” in others. To be the best real estate agent you can be, you have to think and look for the best in others.

A big part of thinking big is not letting negativity get in the way of your thinking size. When we believe in the best in others, we believe and see the best in ourselves.

Invest in your thinking

Investments can come in the form of your finances or your time. Do you invest money in coaching, training or new skills? Are you investing your time in continuing to expand your knowledge of this business?

Thinking bigger doesn’t just happen. It is a pursuit that includes a commitment. When you are committed and absolute in your pursuit of something, you invest in it. A famous quote says, where your heart is, there will your treasure be also.

When you invest your time and money in your thinking, the return on investment is immeasurable.

Use small goals for momentum

Momentum is a powerful and unexpected force. Once he starts, he gains strength with each victory. The key to building momentum is to prepare for small wins.

Develop small goals like having five real estate-related conversations by 10 a.m. or emailing properties that meet their search criteria to four potential buyers by 9 a.m. each morning. Maybe yours could write a handwritten thank you note before 9 a.m. or call a former client before 10 a.m.

What are some goals you could set for yourself each morning to give yourself a small win and build momentum? Whatever they are, set yourself up for success with small goals to build your positive momentum.

think bigger

What do you think is possible in your real estate business? Whatever you just thought, you think too small. You were drawn to this company with a certain level of experience and drive that gives you a solid foundation to build on. You have developed a certain skill level that will continue to grow and expand what is possible for you. You are in this business just when you are meant to be in this business.

Think bigger. Believe more. Do more. Trust the process. Be patient and watch what happens. When your thinking is greater, your results will also increase.

Jimmy Burgess is the Director of Growth for Berkshire Hathaway HomeServices Beach Properties of Florida in Northwest Florida. Connect with him on Facebook or instagram.

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