BEST PRACTICEElite AgentMindset and Personal DevelopmentOPINION

Mark Kentwell: If I had no listings this is what I’d do

In the fast-paced world of real estate, it might seem like hitting a period where listings are in short supply, or where you have none at all, is impossible.

But it does happen, and turning it around can be tricky but it’s definitely not impossible – you just have to know what to do and what order to do it in.

And it’s those six words that are the most crucial here -”what order to do it in”.

It’s all well and good to zero in on your KPIs but before you get to that you need to ensure you have your body and your mind in tip-top shape.

Maintaining high energy levels and achieving peak performance in real estate comes down to three things:

  • biology
  • psychology
  • opportunity.

Build the right biology

Whether you’re a seasoned agent experiencing a flat spot or an entry-level professional looking to make your mark, revitalising your mindset and biology can be the game-changer you need. 

As a real estate entrepreneur and community builder, I’ve discovered a personalised routine that has transformed my productivity and overall wellbeing.

To ignite your motivation and overcome the doldrums, it’s essential to focus on the vital combo of biology and psychology. 

While psychological strategies are crucial, neglecting your biological wellbeing can hinder your progress. 

Imagine engaging in a one-armed sword fight; even with exceptional mental strength, the odds are stacked against you. 

Therefore, it’s essential to establish a routine that supports both aspects.

Starting the day with a hydration boost is a key step. 

Our bodies are predominantly composed of water, and consuming alkaline water has been a game-changer for me. 

Alkaline water, rich in pH and vitality, helps cleanse the system and energises the body. By gradually increasing your intake to around four litres per day, you’ll experience enhanced hydration and reduced dependence on caffeine.

Crafting a morning ritual tailored to your needs sets the tone for the day. 

My routine includes drinking a large glass of alkaline water upon waking up, followed by a mix of cold brew coffee and water. 

I have also discovered the benefits of having fruit before morning training. Before this I restricted calories, thinking I was doing the best thing, however I was low on energy and found it hard to get going.

Now I eat a fresh mango in the morning during summer and in winter I have blueberries, blackberries and dates. 

The energy is burnt during training and aids muscle development and protein uptake after training. 

Incorporating breathing exercises, such as Wim Hof’s method, further energises the body and promotes mental clarity. 

During the breath hold section of this practice, I set an intention for the day and think about all I am grateful for in my life.

This routine jumpstarts my day, propelling me into a state of ‘flow’ and readiness to tackle any challenge.

Managing energy throughout the day is just as crucial as a strong start. 

Taking good fats instead of quick-acting carbs sustains energy levels and provides a cleaner burn. Incorporating coconut milk, avocados, and macadamia butter into meals ensures a steady source of energy. 

By fueling your body with healthy fats, you’ll experience enhanced focus and sustained stamina, reducing the need for excessive caffeine consumption.

Accountability and community support play a significant role in maintaining momentum. 

Creating a group or finding a workout partner can boost your motivation and provide a sense of responsibility. 

For instance, I began training outdoors and invited others to join me, fostering a supportive and diverse fitness community. 

This camaraderie not only enhances the training experience but also ensures I prioritise my commitment to others, pushing me past morning fatigue and the risk that I might not roll out of bed.

When it comes to prioritising tasks, maintaining an elevated energy state allows for better decision-making. 

Identifying the most critical task, also known as “the one thing,” helps streamline your focus and productivity. 

Gary Keller talks about ‘the one thing’ and it’s all about selecting the task that you know, if you get it done, everything else that day will become easier.

To crystalise this in your mind, use your CRM or every just a note-taking app on your phone to organise your priorities and tick them off as you move throughout the day. 

To sustain energy and mental clarity, it’s vital to manage nutrition and avoid excessive screen time. 

By incorporating protein-rich meals for dinner and minimising post-dinner screen usage, you create a sense of balance and aid digestion. 

This mindful approach to nutrition and leisure time ensures you end the day on a high note, setting the stage for a productive tomorrow.

While these practices may seem unrelated to real estate, they lay the foundation for exceptional performance. 

By prioritising your wellbeing and optimising your energy levels, you empower yourself to overcome challenges and seize opportunities in the demanding world of real estate.

As a real estate agent, your success hinges on your ability to deliver exceptional service and navigate the ever-changing market. 

By adopting a holistic approach to managing energy and optimising performance, you can elevate your productivity and achieve outstanding results. 

Harnessing the power of psychology

The real estate industry has been on a bit of a rollercoaster ride recently. 

There was the uncertainty COVID-19 created, followed by the boom and then the COVID doom.

It’s no surprise that many individuals are feeling the strain. 

However, I firmly believe that by adopting the right psychological approach, we can navigate these challenges and unlock our full potential.

One of the key principles I’ve embraced is the power of gratitude. 

It’s all too easy to focus on what we lack or how our circumstances have shifted, but by taking a moment to appreciate the blessings we have, whether it’s a supportive family, good health, or access to essential resources, we can shift our perspective and tap into a mindset of abundance. 

Gratitude is the gateway to abundance, and by starting with this foundation, we can begin to see opportunities where others may only see obstacles.

Another strategy I find helpful is to start with easy wins. 

By setting achievable goals and accomplishing them, we build momentum and confidence. 

It can be as simple as reaching out to a long-lost friend or making a quick phone call to reconnect. 

These actions not only strengthen our network but also remind us of our ability to take action and achieve positive outcomes. 

Momentum breeds momentum, and the more small victories we accumulate, the easier it becomes to tackle bigger challenges.

In the realm of real estate, this approach can be particularly effective. 

By making a series of quick calls to individuals in our network, not only do we reestablish connections but we also open the door for potential business opportunities. 

By focusing on how we can assist others and provide value, the law of reciprocity kicks in, and people are more likely to reciprocate our efforts. 

The initial easy wins pave the way for more significant victories and help us gain traction in pursuit of our goals.

Of course, transitioning from a reactive mindset to a proactive one requires commitment and discipline. 

For those who consider themselves “night owls” and struggle with early mornings, it’s essential to recognise that habits and routines can be changed. 

As someone who has naturally gravitated towards late nights throughout my life, I know firsthand that transformation is possible. 

By gradually adjusting sleep patterns and implementing a structured routine, we can successfully transition into becoming morning people. It may feel uncomfortable at first, but the more we commit and persist, the easier it becomes.

Prioritising self-care, be it exercise, good nutrition or a taking a break, is also critical as it enhances our ability to handle challenges and remain resilient in the face of adversity.

Seize the opportunity

Now we’re up to the part you probably thought this article would begin with – how to seize the opportunities that arise. 

The reason we couldn’t start there is because you need to align your biology and psychology with momentum to unlock these hidden gems.

  1. Look for low-hanging fruit: Identify immediate opportunities that can provide some benefit, even if they may not yield immediate results. These opportunities should offer more benefits than not pursuing them.
  2. Focus on long-term listing (LTL) opportunities: Look for opportunities that may not fill the bank accounts right away or put listings on the board, but can move the ball forward in the long run. These activities might not satisfy your sales manager but can still provide a higher return on investment.
  3. Leverage market changes: Changes in the market, such as fluctuating interest rates, can create opportunities for mortgage brokers. Stay alert to these changes as they can lead to refinancing opportunities and provide data that can guide your next steps.
  4. Take strategic shots: Similar to playing pool, focus on the next available shot that is likely to open up more opportunities. Start with simple actions like reaching out to past appraisals or maintaining contact with previous clients.
  5. Utilise existing relationships: Leverage your rapport with past clients or people you’ve worked with before. Reach out to them and let them know about the current market conditions, emphasising that there are opportunities for those who receive the right guidance.
  6. Ask for referrals: Request that your contacts put their radar out there and refer you to others who might be interested in your services. Tap into the power of recommendations from people who believe in you and have experienced your work firsthand.
  7. Revisit past appraisals: Review your CRM for previous appraisals that didn’t result in listings. Follow up with those individuals to determine if their circumstances or the market has changed, making it a good time to consider selling. Use the information you gathered during the initial appraisal to personalise your conversation and provide value.
  8. Provide value and build rapport: During your calls or interactions, focus on offering value and establishing a connection. Take the time to catch up, ask about their situation, and provide relevant market insights. Building rapport and maintaining a genuine relationship can lead to future opportunities.
  9. Expand your network: When visiting properties or engaging with potential clients, pay attention to the surroundings and local developments. This can lead to conversations about other opportunities in the area, such as neighbours renovating to sell.

Navigating a period of limited listings in the fast-paced world of real estate is not an insurmountable challenge. 

Focusing on your biology, psychology and seizing opportunities – in that order- will see you turn the situation around.

Focus on the process and the rewards will come. 

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Mark Kentwell

Mark Kentwell is the Founder, Director and Chief Vision Officer of Presence Real Estate.