Dealmaking is a Mindset

2 min read

And you can choose yours


A mindset is a way of thinking. We can choose our mindset.

I am seeing agents getting deals done in this market. Sure, it’s tricky. It takes patience, creativity, and negotiation know-how, but people are buying and selling homes.

I also see a whole lot of agents stuck in a slump. Some are busy doing work that doesn’t result in deals, and some are spending their time fretting and worrying about the market and their financial future.

I get it. I’ve been there. I was a young and happening agent in Toronto during the market collapse of 1990.

Now, 32 years later, I coach many top-performing agents and team leaders across Canada, and I have a solid idea of how the agents doing deals are thinking.

They have chosen a mindset of dealmaking versus a mindset of fear. While many agents are focussed on how bad the market is, how difficult their clients are and how hard it is to find motivated buyers, the successful agents are looking for ways to get deals done.

How we find clients, qualify them, build trust, design strategy, and negotiate transactions has changed with the market. The foundational elements of principled negotiations haven’t changed, but how we apply those in the field has. It’s time to dig deep and learn to adapt your skills to the current needs of the marketplace. The people who need to sell today have a different psychology than last year’s sellers. The people who will buy in this market have different objectives than the buyers we have served throughout the pandemic.
Heck, even the agent on the other side of the table is facing new and challenging situations. To succeed in this market, you need to decide you will.

Choosing a mindset is possible when you are clear-minded and capable of self-observation. You’ll want to accurately assess the mindset that you are experiencing and ask yourself if that is the mindset that will serve you best.
If not, how can you see things differently?

Join me for a Fireside Chat (zoom) on this and other pertinent topics on Wednesday, November 2nd. The only cost to attend is sending me a short paragraph, no more than 150 words, of a challenge you are having in this market. All information will be kept confidential. See you then!

“Instead of worrying about what you cannot control, shift your energy to what you can create.”

Roy T. Bennett