Ask the Coach

Ask the coach: How to manage emotions through the highs and lows of the market

Coach Claudio Encina answers a question about self management when emotions come in to play

Q. I’ve been experiencing a lot of highs and lows with the changing real estate market. How can I better manage my emotions? – Tim Le, Black Diamondz

Over the past year there have been many highs and lows in the real estate market and some agents are able to manage their emotions better than others.

Real estate is a business where rejection and troughs are part of the process.

Every agent has sales fall over and hurdles to jump. It’s how you respond to those hardships that matters.

Recently I was speaking with a client where the buyer withdrew their offer due to finance. The deal fell over.

I told them the best agents in the world see deals fall over all the time and the smartest agents learn the lesson and stay connected with the buyer, knowing they may gain another opportunity with them in the future.

The most successful agents I know take full responsibility for who they are, where they are and everything that happens to them.

The worst agents have a sense of entitlement, don’t take responsibility and are unable to manage their emotions, which leads to losing a future relationship or client.

You need to understand that you will win some and lose some in real estate. Not every sale will go smoothly.

The most successful agents I know take full responsibility for who they are, where they are and everything that happens to them. Taking responsibility liberates you.

Negative and difficult things happen to all of us and many of them are mostly or completely out of our control.

It’s how we react and what we do to disrupt the pattern that is the difference between success and failure.

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