Turning Adversity into Advantage

Mark A. Middleton • March 24, 2023

If you are anything like me, you decided to get your real estate license in an extreme “up” market and at a time everyone told you that real estate is hard and literally everyone in Florida has a real estate license! Then to everyone’s surprise, things seemed to come pretty easy…fast forward to 2023 and a market shift and now all you hear is how hard it will be to succeed with these headwinds and how if you haven’t worked in this market before, well…you’ve got a lot to learn!


Early in my own career I experienced a micro-shift in the market and came away with some career altering lessons. I started out in mid-2017 and things were going well. I was fortunate enough to have some wonderful mentors and worked in an office with some top producing agents that lead by example, this got me out lead generating in full force. I had quit my previous career and this real estate gig had to work! Then came Hurricane Irma and my momentum came to an abrupt halt. The best advice I got back then, that I still implement in my business today is: “Focus on the activities and the results will take care of themselves”. That conversation was a building block of all that was to come. Within a few short weeks I had that wheel of momentum spinning again, and with it one of my greatest lessons, the path to success is straight through adversity. 



Recently, I read the book “The Obstacle is the Way” by Ryan Holiday. In the book, the author suggests a perspective that lined up with my own experience and breaks it down in sections with examples throughout history. By adopting a Stoic mindset, we can all learn to view challenges as opportunities for growth and improve our own ability to navigate difficult situations.

 

The first principle, "Perception," can be applied to the way real estate agents view our clients and the real estate market. Instead of seeing potential clients as obstacles to be overcome, ie. the FSBO or expired seller, agents can view them as opportunities to learn and develop their skills. By understanding the unique needs and desires of each client, agents can tailor their approach and provide exceptional service that exceeds expectations.

The second principle, "Action," can be applied to the way agents approach their daily tasks and goals. By breaking down larger goals into smaller, manageable tasks, agents can make steady progress and achieve success over time. This can involve prospecting for new clients, following up with leads, or creating targeted marketing campaigns. By taking deliberate and strategic action, agents can overcome obstacles and reach their desired outcomes.

The third principle, "Will," can be applied to the way agents approach setbacks and challenges in their business. By developing a mindset of perseverance and resilience, agents can overcome rejection and continue to pursue their goals. This can involve staying motivated in the face of a difficult market, maintaining a positive attitude during challenging negotiations, or simply pushing through difficult times. By staying committed and focused on their long-term goals, agents can build lasting relationships with clients and achieve greater success in their careers.

Overall, real estate agents who adopt these Stoic principles can develop a more positive and productive mindset that leads to greater success in sales and customer relations. By embracing challenges as opportunities for growth, taking deliberate and strategic action, and cultivating a mindset of perseverance and resilience, agents can achieve their goals and build a thriving real estate business.

In Gary Keller’s, “The One Thing”, he suggests a focusing question…asking yourself what action you can take that would make everything else either easier or unnecessary. While I personally use this question frequently, Keller’s approach is tremendous in the second step, “action” but doesn’t focus on all the growth and learning that you can take from every situation while continuing to sharpen your skills and mindset. Ryan Holiday suggests asking questions focused on the three sections he dissected, Perception, Action, and Will. These exercises and reflection questions are designed to help us apply the Stoic principles to our own lives and challenges.

 

Perception


Practice reframing negative situations as opportunities for growth and learning. Ask yourself, "What can I learn from this situation?" or "How can I use this experience to become a better person/agent?"


Reflect on your past successes and identify the obstacles that you overcame to achieve them. How did you reframe the situation to your advantage?


Write down your biggest fear or obstacle. Then, list three possible positive outcomes that could result from that obstacle.


   2.  Action


Identify a big goal that you want to achieve in your business. Break it down into smaller, manageable tasks and create a plan for achieving each task.


Reflect on a situation where you took action in the face of fear or uncertainty. What did you learn from that experience?


Identify a task that you've been putting off because it feels overwhelming or difficult. Break it down into smaller, manageable tasks and take action on one of those tasks today.


   3.  Will


Reflect on a time when you faced a significant setback or failure in your business. What did you learn from that experience? How did you grow as a result?


Identify a challenge that you're currently facing in your business. Write down three different ways that you could approach that challenge, and choose one to take action on.



Write down your long-term goals for your business. Then, identify the small, daily actions that you can take to make progress towards those goals.

 

By regularly engaging in these exercises and reflection questions, I have found the ability to develop a more positive and productive mindset that has lead to greater success in both my personal and professional lives. Through the course of the past six years we have enjoyed a tremendous market, and while social media makes it look nothing but fun and easy, there was rarely a week that was not marked with some kind of challenge. Learning to accept the setbacks as a necessary part of the process and looking at them as the price of admission to reach greater heights has served me well. After all, when we look back throughout history, not a single successful person glided through without struggle. Decide to make adversity your advantage, with an open heart and an open mind, what you’ll likely find on the other side will be truly astonishing. New Paragraph

A Day In the Life

By Becky Sigler • June 15, 2023
Starting the day off right can make a huge difference in productivity and overall well-being. As a successful real estate agent, Becky Sigler, founder of The Sigler Group, knows this better than most. Through trial and error, she has developed a routine of productivity habits that keep her energized and focused throughout the day. From personalized client outreach to meal prepping, exercise, and downtime, Becky has found the strategies that work for her. We sat down with Becky to discuss her daily routine and learn how she stays productive and successful as a real estate agent in Tampa, Florida. Tell us how your morning starts during the week I like to get up early. My alarm goes off at 5 AM, signaling the start of my day. I quickly check my calendar and review all the new prospects I've gained in the past few weeks. I send out 10-15 personalized messages every day. I like to get to know my clients well, so if someone recently had a baby, I would ask about their sleep instead of checking in about their house-hunting. It’s nice to let them know I'm still here without pressuring them. I find that sending these messages daily helps me stay top of mind and shows my clients how I genuinely care about them. After reviewing my prospects, I make myself a cup of black coffee with honey, which I usually have on our dock while taking in the breathtaking view of the water. There is a lot of wildlife to see early in the morning on the river with my dogs by my side. As I'm sipping my coffee, I take a moment to straighten up the house and hop on my Peloton bike for 30-45 minutes of exercise. Getting my blood flowing and increasing oxygen levels early in the day helps me feel alert and awake - gotta get those endorphins flowing! Daily exercise also helps me sleep well, which is so important. During my workout, I listen to music and think about my schedule for the day. Once showered and dressed, I head to the office to prioritize my tasks and ensure everything runs smoothly. What are some daily tasks that you do at your desk? I’ll usually touch base with my marketing person, check lead flow, and approve social media posts or website content. I’m also hiring right now, so I have many applications to review and interviews to schedule. Our lead flow is great right now, and I’m getting better at delegating to my team. What does your day look like once you leave your home office? I have a few appointments today and need to hang some lock boxes. I also need to purchase gift cards from two great restaurants here in Tampa - Stonewood Grill and Circles Waterfront in Apollo Beach - for two closings I have this week. Then I’m attending a listing appointment in Wimauma at 6 PM. Do you work on the phone while you’re driving around? While I'm driving, I like to listen to podcasts and catch up on missed calls. One tip I have is to call long-winded clients from the car, so I have a definitive time period to speak with them. It makes it possible to keep up with them without spending too much time chatting because once the drive ends, the call ends. What do you do in your downtime in the evenings and on weekends?  At the end of the day, I make a point not to discuss and enjoy some downtime with my husband, who is also in real estate. This helps us relax and unwind. I’ll still work on my laptop, but we don’t discuss work when we hang out at night. As a realtor, I work around the clock and respond to customers at all hours of the day. Meal prep is also an essential part of the success of my week. I like to meal prep on Sundays to have healthy food options throughout the week. Eating nutritious meals helps keep me energized and focused throughout the day. From personalized client outreach to meal prepping, exercise, and downtime, Becky has found the strategies that work for her as a successful real estate agent in Tampa, Florida. Implementing some of these strategies into your daily routine can optimize your productivity and achieve your goals. So take a page out of Becky's book and start incorporating these habits into your daily routine to achieve success in your personal and professional life.