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When you woke this morning to start your working day, did you burst out of bed, adrenaline pumping, ready to conquer the world of estate agency? Or did you reluctantly slink out from under the covers, full of dread and despair about what the day holds, because you’re worried about keeping the wheels turning at work?
There’s no doubt that the industry is undergoing seismic shifts that are testing even the most seasoned professionals among us. But having a positive mindset can make all the difference to your day. Imagine your entire team having a winning attitude, pulling out all the stops to get new work in, motivating each other and putting in a stellar performance. As opposed to feeling demoralised, demotivated and deflated.
A positive mindset is not about wearing rose-tinted glasses or drowning in a sea of delusion but about approaching obstacles with a problem-solving attitude, knowing that better times lie ahead. It’s extremely infectious when people around you have a positive mindset; it creates a ripple effect that is a real booster for team morale.
Why am I saying all this, you may be wondering? Well after my last column, many of you reached out, expressing your appreciation for my unfiltered view about the state of the housing market in my last column and sharing your concerns about the industry.
People have told me their greatest fears – of being overstretched, of running out of money and not being able to pay staff or suppliers, of having to cut branches and get rid of jobs; that gut-wrenching fear of failure. And you have been asking me what you need to do to get through the challenging months ahead.
My response, after almost four decades in the industry, is that your greatest fears often disguise your greatest opportunities.
That starts with a positive mindset and a can-do attitude. That includes working those leads harder than ever before. We used to be order takers in a thriving market. Now, there is no room for complacency. If you were making 10 calls a day, aim for a hundred in order to get the results you would have achieved five years ago.
It’s also important to manage weekend appointments. It may impinge on family time, but customer availability is as much an opportunity as it is a challenge. And with an increasing number of prospective buyers surfing online listings at odd hours, you should be ready to engage — be it through a 24/7 call centre or an employee shift system that ensures timely responses.
There are so many qualities and skills that teams need to develop these days, including showing empathy towards stressed customers who are struggling to buy or sell, or embracing technology to keep ahead of the game, or even looking out for each other in the workplace. For those who are self-employed, security must remain of paramount importance.
The spirit of an organisation trickles down from the top and leaders need to work hard to instil it in their team, creating a culture that encourages people to bring their A-game to work. This can be done in a number of ways: ongoing training programmes, transparent conversations about overcoming obstacles, and a consistent focus on celebrating both big and small wins.
Adopting a positive mindset in a competitive and stressful industry such as ours isn’t just a nice thing to do, it’s a necessity right now for survival and growth. Not only will your team be more motivated and productive, they will also be happier in their work environment, which supports staff recruitment and retention too.
So, when you wake tomorrow morning, ask yourself two vital questions: What kind of day do I intend to have? What impact do I aspire to make? Then state your positive affirmations about what you want to achieve and make it a daily routine.
Your mindset shapes your world; don’t underestimate its transformative power. Given the choice, why not choose optimism? After all, your perspective is more than just a viewpoint; it’s the lens through which you engage with your world. And right now, that lens could well be your most indispensable asset.
Paul Smith is chief executive officer of Spicerhaart
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