The market sucks right now. 

My numbers are just down because nobody wants to move with high interest rates.

Nobody is doing well with conditions like these.

Right? That’s the state of things right now, isn’t it? It must be because I’m hearing it everywhere. Almost everyone seems to agree; things are bad for agents right now.

Except. . . Well, I know agents who had their best year ever in 2022. And agents who sold more in January of 2023 than they’ve ever sold in any other January.

But that can’t be possible. I mean, everybody’s suffering in these conditions. Things have slowed down. It’s just not feasible to really succeed in real estate in 2023. Agents will have to ride this market out until easier pickings come along.

I’ve probably belabored it, but I think you get the point. Despite a lack of morale, agents wearing the victim hat, and many acute cases of excusitis, there’s money to be made and transactions to close. While there may be some more difficult market conditions out there right now, success is not only possible, it’s happening. Agents all over the country are staying in business and making boatloads of money.

And that could be you. These aren’t only the agents in high-ticket areas with established client bases. There’s success to be had in your market—but a victim mindset will keep you from it every time. So, here are three basic steps to kill that excusitis and take off your victim hat for good.

Stop Worrying About What You Can’t Control

I’m not saying that there aren’t hurdles to overcome in the current market. I’m also not saying that current interest rates are as desirable as rates from a year ago. My head isn’t in the sand.

My point is simple: complaining about it or using it as an excuse does precisely nothing for your business. Find the obstacles and threats to your business in this market. Acknowledge them. Then move on. Dwelling on the things you can’t control—no matter what they are—does nothing but hurt you.

Stop worrying about what you can't control.

So stop it. Focus on what you can control. Workshop and roleplay new ways to help clients through their fears. Recognize that there are plenty of reasons to buy and sell that have nothing at all to do with market conditions. Increase your market share by only worrying about the things you can control—and go get the business that the people worrying about the market are missing.

Control Yourself And You Control Your Career

That’s really the biggest secret to all this: if you control yourself, you control the outcome of your career. The old saying is spot on: “Show me your habits and I’ll show you your future.” What you do, how you do it, and even when you do it has a ripple effect that decides where you end up.

Instead of being reactive when external forces rear their ugly heads, be proactive and take control of your life and your business. Accept the things you can’t control and turn your focus on yourself and you’ll find that what you can control has a far greater impact than those things you can’t.

Own Everything To Win Anything

It’s only from a place of total responsibility and ownership that you can have any effect on your business.

Does that sound too extreme? Let me explain.

If it’s the market’s fault that profits are down, then it’s done. It’s over. You can’t change the market. It’s too big. It’s out of your hands. This is how excuses become comfortable, despite being deadly to your career.

If it’s the fault of bad employees that you aren’t making money—instead of being the fault of your poor hiring practices—then you have no recourse. There’s nothing you can do if all the employees are bad. No matter who you hire, you’ll get the same results.

If nobody wants to work and therefore you can’t hire any staff, then you’re done. Wash your hands and go home. It’s really too bad you got so unlucky as to start a business right now.

If it’s your business and your responsibility, then take ownership. Change the way you do business. Change your hiring practices. Change what’s on offer. When you own everything, you can win anything.

If you’re always the victim, then say goodbye to your business—it’s only a matter of time before someone else owns it.

That’s really what it comes down to. Your excusitis will kill your business if you don’t find a way to kill it. If you keep on wearing the victim hat, you’ll have no way to overcome anything. Your “poor you” mentality is only ever going to lead to a poor you. Discard it. Focus on what you can change. Don’t waste your time complaining. Your success is on the other side of you taking full ownership of your business.

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