We’re big fans of mindset training. To be honest, we don’t think it should ever stop! This is something we’ve learned from the 6 Personal Perspectives outlined by Keller Williams, in particular perspective #4: Make Being Learning Based the Foundation of Your Action Plan.

If you have the right mindset and you approach every-thing from a learner based platform then there’s always something new to discover, always a different angle, always an observation or opinion that triggers something fresh and hopefully allows you to grow in confidence and achieve your ‘big why’. It also allows us, as a company, to provide better services.

These ‘things’ are all around us, all the time, and the truth is it’s our choice to either see these things as learning opportunities or not. It’s your mind and your thinking after all. That’s why mindset is so important because the right mindset can be the key to unlock doors of perception and open windows of opportunity into greater realities and success.

The wrong mindset will just nail the same door shut and trap you in a small room full of limited beliefs, overflowing with mediocrity, under achievement and a terrible sense of poor me the world’s such a bad place because nothing works how I want it to. That ‘Secret’ stuff about laws of attraction is just more of that trippy hippy new age nonsense. Told you so!

Guess which mindset works best and leads to greater success?

Let me give you a practical example of how mindsets can change things on a practical level in our business, which is real estate and property investments in Bali, Indonesia.

We hold training sessions every morning and this morning we spoke about Value Propositions and why a customer would choose ‘Agent A’ over ‘Agent B’. After all, they both work for the same company and they’re both offering the same services.

Or are they?

The answer is ‘yes’ they both work for the same company but ‘no’, they’re not offering the same services.

The reality is Agent A has a different mindset to Agent B, which means their approach is different and so is the customer experience they provide.

Agent A is set in their ways. They don’t see the value of learning. And finding their value proposition isn’t something they care too much about. So they don’t. They may say ‘yes’ at the right times, most of the time, but they’re not really listening and they’re only saying it to keep the monkey off their back. They’re too busy checking their Facebook pages and status and sending Whassap messages and smiling at pictures of cats in hats under Christmas trees. They nod in the right places but they’re just going through the motions to collect a commission because that’s all they really see; a commission. They see the customer as a big fat dollar sign.

A customer sub-consciously recognizes this and will usually react against it. Agent A then becomes concerned that their closing ratios are slipping. They try even harder without understanding the fact that it’s their mindset holding them back.

Needless to say they fail.

They believe their failure is not because their thinking the wrong things with heads in the wrong places but because the system is geared against them. Excuses begin to flow and it’s everyone else’s fault but theirs.

I’m betting we all know a few Agent A’s.

Agent B, however does care and does want to learn. They understand that learning is key and that learning what their value proposition is will help them go above and beyond what’s expected and therefore, provide better services.

They also nod and say ‘yes’ at the right times, but here’s the difference – they ask ‘why?, what?, when? and how?’ if things aren’t clear. They’re listening and learning. They know it’s important to have that knowledge because clarity makes them better prepared and better equipped to make the customer’s journey more meaningful.

They have empathy with the customer and the customer sub-consciously recognizes this and acts differently than they would’ve done with Agent A. Their closing ratios begin to pick up and they have positive momentum.

Agent B’s have learned that the single most important part of that value proposition is to be prepared. And once they’ve learned that they continue to learn ways to be even better prepared. It never stops. We know this is true because we’re fortunate to have Agent B’s in our team. Good ones too.

They learn about and know the market, they learn about and know the product inside and out, they learn about and know the buying and selling process and they learn about and know what the customer is actually expecting of them. It never stops. It’s not a pain. It’s not a burden. It’s a pleasure and it’s empowering.

They have the right mindset and that’s why we think mindset matters.

Because the right way of thinking leads to better results and more satisfied Agents and their customers. Period.