Many agents in this market are adapting to the market conditions or some are falling into a sales rut and we have all been there.

First thing, park your funk! Begin by letting go of the past and don’t think about future, just begin to focus on what’s important right now, in the present moment.

Thinking about the past and the future can bring anxiety and stress. High achievers are able to manage their moods and emotions through the highs and lows of the real estate market rollercoaster.

The mind is such a powerful thing and it starts with your self-talk as that  becomes your thoughts, your thoughts becomes your focus, your focus become your actions and your actions lead to your results.

Self-talk is critical, and then focus is nothing more than the questions you repeatedly ask yourself. It’s how you determine your focus. It’s the power of the right question that ultimately produces that attitude.

Your attitude is just simply going to determine the kind of actions that you take. So if you want to be in the right action you got to have the right attitude, starting with your body, your self-talk, and your focus.

When you take action, when you make those phone calls, when you knock on those doors, when you do the things you know you’re supposed to do to go out and win, you produce results. And the results simply reinforce your body, your self-talk, and your focus.

If your self-talk is slightly off around the customer it’s almost like they can smell it.

So think about it like this. Does your income get impacted by your personal psychology? Does your income get impacted by the way you move your body? Think about it if you’re with a buyer or a seller.

You and I both know confidence with your clients is everything, and if you’re walking around kind of in a sulky state they don’t want to buy from you. If your self-talk is slightly off around the customer it’s almost like they can smell it. It’s like sales BO.

Are you with me on this? You don’t want to have sales BO or detrimental sales talk, because if you do, what comes out of your mouth just won't ooze confidence or enthusiasm or the right action for your customer to take. And then consider your focus. Wherever you put your focus the customer is going to follow.

All of these things are critical to your success as a salesperson; attitude, actions, and results. Get into the right state of mind, cast a larger net and produce the kind of results you desire.

About Claudio Encina

Claudio Encina is a highly regarded Australian real estate coach, speaker, mentor and trainer. With more than 20 years industry experience, including almost a decade as a leading agent in Sydney, Claudio is driven by his passion for helping clients implement proven sales techniques, systems, strategies and skills to increase their productivity and profitability in all market conditions. Contact him via email or at

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