Real Estate Prospecting Starts with Mindset

Espresso Agent > Blog > Expired Listings > Real Estate Prospecting Starts with Mindset
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One of the biggest challenges for any real estate agent is rising above the fears and insecurities that come with lead generation and prospecting. That’s why we’ve devoted a lot of space in this blog to working on your mental game. For example, dealing with objections and handling call reluctance are two themes we’ve written about extensively.

The bottom line is simple: having a great attitude and a positive mindset is the best way to move forward and succeed in this business.

Following are a number of strategies that can help you empower yourself through having a stronger mindset:


You have to learn how to manage negative self-talk and focus on what can deliver to your clients. When working with a new expired prospect, are you absolutely confident that you can do a better job than the previous agent? Do you feel, in your heart of hearts, that you can be a lifesaver to a FSBO struggling on their own? Do you know your market better than any other agent, because knowledge is power in our business?

real estate prospecting


Both your skills and self-confidence grow with repeated (i.e. daily) practice. If you don’t have a role-playing partner, GET ONE! It might be the most important decision you make because a role-playing partner can help you be better at working your scripts or making a listing presentation.

real estate prospecting


If you’re NOT experiencing rejection dozens of times every week it means you are not really “in the game.” Rejection is your friend because you need to power through those dozens of rejections to find the one golden nugget listing that will make your month. Don’t let NO slow you down. Make counting your rejections a game; the more the better.

real estate prospecting


Some people prefer to use the word goals, but target seems more direct and active to us. You need to set and honor your daily/weekly targets: prospecting hours, daily contacts (not calls, but actual conversations), appointments set. Focusing on your targets means you focus on all things that produce INCOME! Anything else is a distraction, and you can’t afford distractions if you want to play at a high level in real estate.

real estate prospecting


Remember the adage: “garbage in, garbage out.” The flip side is true. Immerse yourself in all things inspirational and/or motivational: daily affirmations, books (many people find biographies of great leaders/artists/business icons to be inspiring), podcasts, videos. Join a mastermind group. Meditate. Visualize. Find the thing, or combination of things that get you jazzed and prepare you for the day.

Real estate is not an easy business to master. If it were, everyone would do it. But YOU do it, and that’s the only thing that matters. If you’re not where you think you should be, stop and assess your mindset. Right now, you have the power to turn your business around. You can DO IT by just taking the time to learn how to believe in yourself. Everything else will fall into place from there.

For additional tips on the value of mindset in real estate, check out this blog post: PRACTICING RESILIANCE,

Doug Spak joined Espresso Agent as a Content Marketing Specialist in 2016. Doug brings nearly four decades of experience as a copywriter, blogger, and screenwriter to his role with Espresso. Since joining our team, Doug has actively updated website content, published more than 300 blogs, and created countless social media posts.

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