SW SW SW: When You Know You've Made It

Ever wonder how you know you are - or at least will be - successful in real estate, or any business for that matter? The answer is, as soon as you are truly comfortable with SW SW SW.

When you are learning and getting started every deal is extremely important. It is challenging not to be emotional towards a deal or a seller when you don’t have many to choose from. You invest so much into each deal that you are mentally drained by the time you find out that it is not a deal. It does not take long before you are burnt out and not wanting to work very hard. The problem is that you need the seller of that house more than that seller needs you. When the emotion or need to transact business is weighted in the seller's favor, you will lose.

The fix to this problem is an extremely simple concept, but one that is challenging to implement. It is a mental change that can be aided with hard work and quality marketing and follow up systems.

The mind shift that I am talking about is getting comfortable with the fact that you don’t need to close each deal. If you do, great! If you don’t, great! SW SW SW is something you should say to yourself over and over until you truly believe it.

Some Will

Some Won’t

So What

(Next)

The aid to help you here is to have a ton of leads coming in so that you are not emotionally tied to any one deal. A lot of leads with a lot of follow up means a lot of possible deals. When you leave an appointment after a seller just told you “no,” you can simply put them in the category of "some won't" and move on. The fact is that this is a numbers game and you need to be working with a lot of people to get a couple of really good deals.

I implement this in my private lending business today. I work really hard to bring in a lot of leads for private investors, so when I talk to someone that tells me “no,” it does not bother me. I know there are plenty of people that I am working with that are extremely happy and plenty more that will be happy as I start to work with them. The secret here is that you truly need to believe in SW SW SW. Once you stop caring if you get the deal or not, sellers will be attracted to you, the emotion shifts in your favor and you will close more deals.

The next time you hear a no… SW SW SW!