1. real estate

How the TOP 5% of REALTORS Think,
(And The Rest Don’t)
www.jetxavier.com
Introduction
Introduction
Hi, my name is Jet Xavier, and
I’m an elite performance coach
who specialises in the
psychology of success for
realtors. I’ve been coaching
and training realtors for over
five years.
Over the years I’ve helped
thousands of real estate
professionals transform their
businesses and income through
my ‘Psychology of Success Elite
Performance’ formula.
In my opinion, a “skillset” (like memorizing every sales and
marketing trick available) by itself is not going to get you the
success you desire. To truly succeed, you need the right
mindset (and a dash of mental toughness).
In this report I’m going to share with you the difference
between the top 5% of realtors and everyone else, and how
you can adopt their thinking patterns to increase your income
and grow your business while working less hours.
After many years working with realtors and interviewing the
TOP REALTORS in markets around the globe, I’ve cracked the
code on how to succeed as a realtor.
And I’d like to share what I’ve learned with you right here,
today.
Enjoy!
© 2015 All Rights Reserved
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How To Think Like a TOP REALTOR
How To Think Like a TOP REALTOR
We need to get one thing straight: top earning realtors think
differently, both consciously and on a biological level. And
while you might not be able to override your genetic
programming, you can reprogram your conscious thoughts
(which is where we’ll be spending most of our time today).
However, before we dive into that, I wanted to give you some
context first…
TOP REALTORS Think with Different
Parts Of Their Brain.
TOP REALTORS use more of their left-frontal lobe than most
people. Research shows that the left-frontal lobe promotes
positive feelings and a desire to take action, while the rightfrontal lobe promotes passivity and negative emotions.
TOP REALTORS with a more activate left
frontal lobe can neutralize negative
emotions, which is a huge advantage when
it comes to selling real estate. This, in turn,
allows them to persist and act with
resilience (the ability to maintain positive
emotions in the face of adversity).
Top performers have more active
left-frontal lobes, which leads to
re-wiring and conditioning of the
brain for better emotional management, performance and
success in anything they do. This leads to having a “can do”
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How To Think Like a TOP REALTOR
type of attitude instead of constantly
feeling anxiety, sadness, worry, passivity
and withdrawal.
TOP REALTORS also have a properly
functioning pre-frontal cortex, which
ensures focus, forethought, impulse
control, planning, judgment, empathy,
insight and organization.
Without the PFC functioning in the right
way, one may suffer from a short
attention span, impulsivity,
procrastination, disorganization, poor judgment, and a lack of
empathy (all of which negatively affect performance).
As you can see, the way your brain functions has a HUGE
impact on your performance in what is a highly competitive,
up-and-down industry. If everything is working properly,
success becomes almost automatic. If not, no amount of tips
and tricks can help.
“IF YOUR BRAIN WORKS RIGHT,
YOU WORK RIGHT”
So the million dollar question becomes: How do you conquer
negative habits to become a top performing realtor?
One word: Conditioning. In short, you must train your brain by
engaging in new experiences that help rewire it for higher
performance. How?
I’m glad you asked. Let’s dive right in.
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5
1. TOP REALTORS Have a Sponge
Mindset
TOP REALTORS have a sponge
mindset, and soak up everything they
can.
Like children asking a million questions,
top performing realtors are curious,
enquiring, inquisitive, and not afraid to
make mistakes or ask dumb questions in
the process.
“Self-growth is a key determinant to their success.”
The top 5% are always looking at how to get better. They have
coaches and mentors, read books, listen to CDs, attend
seminars, and are committed to personal growth.
2. They Have a Growth Mindset –
Not A Fixed Mindset
After studying the psychology of success for decades, Carol
Dweck, of Stanford University, found there were 2 types of
mindsets: growth and fixed.
Growth mindsets enable TOP REALTORS to win as they
embrace challenges as learning opportunities, rather than
avoiding them because they might fail. Obstacles and effort are
© 2015 All Rights Reserved
TOP REALTORS Think Above The Line,
Not Below The Line
seen as the way to self and business mastery, instead of
roadblocks to achievement.
Further, feedback and critique is welcomed as part of the
learning process (and an expedited path to success). And last
but not least, they view others’
success as an inspiration and model
they can learn from.
3. TOP REALTORS
Think Above The Line,
Not Below The Line
In the field of Neuro-Linguistic Programming (NLP), the term
“above the line” or “at cause” described a person who takes full
responsibility for their lives and everything they can control.
“Below the line” or “at effect” describes someone who blames
and fails to take responsibility for his or her actions.
TOP REALTORS think above the line. Period. They ask power
questions that keep them above the line and in control, such
as: “What can I learn from this?” “How can I grow?” “What
do I need to do to make this work?” “This is my responsibility,
how can I fix it?”
4. TOP REALTORS Aspire to be #1
TOP REALTORS aspire to think like the best of the best . In
my coaching program, I train REALTORS to ask the question:
“What would John McGrath, Donald Trump, or Richard Branson
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TOP REALTORS Have a ‘Formula 1’ Mindset
do? What would I do if I was the TOP REALTOR in the
country?”
TOP REALTORS also model business titans. Modelling
enables you to take on the
thinking patterns and behaviour
of successful people, and
duplicate these thinking patters
for yourself (allowing you to
reap the rewards of behaving a
certain way even if you are not
that person and do not hold
their beliefs yet).
5. TOP REALTORS Have a ‘Formula 1’
Mindset
Top realtors know their business inside and out, and measure
for efficiency, effectiveness, and performance.
Nothing is left unchecked, and every effort is put into
performing at the highest level possible.
TOP AGENT Chris Gilmour, who is also Australia’s 2011 F3
racing champion and record holder for fastest lap around
Bathurst, says he applies the same precision and discipline he
uses in racing to his business.
Efficiency is the key
The more efficient you are, the more effective you are.
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TOP REALTORS Think Optimistically
To achieve efficiency, TOP REALTORS install systems in every
aspect of their business.
They leverage virtual assistants,
personal assistants, and technology.
In addition to maximizing their
strengths, they delegate anything that
takes them away from dollar-producing
activities.
They are highly organised with
databases, strategies, and have clear
goals (that are written down and
reviewed regularly).
Rob Matheson, who carries the
worldwide sales record for most
transactions at LJ Hooker, follows his “ideal week” routine
religiously, allowing him to create maximum efficiency.
Aaron Shiner set up coaching and speaking arms in his
business, and has products that create passive income. These
practices build efficiency and effectiveness, which lead to
success.
6. TOP REALTORS Think
Optimistically
Research shows optimistic REALTORS sell over 30% more than
their less optimistic counterparts. TOP REALTORS have
conditioned themselves to be hopeful and confident about
outcomes, and always look at the upside from a realistic
perspective. In short, their brains are wired for optimism.
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TOP REALTORS Have a Michael Jordan Mindset
They focus on how to be creative, positive, and create
win/win situations.
Once again, they are operating from their
left-frontal lobe. Behaving this way
enables them to neutralise negative
emotions that arise during down periods
and every day frustrations (which are
common in the roller-coaster world of real
estate).
Their state of mind, moods, and attitude
are constantly engaged in being solutionfocused, positive, and motivated. This keeps them in a peak
performance state.
One of Australia’s most successful REALTORS, Mat Steinwede,
takes it deeper. He embraces the law of attraction, and has
built his success on creating consistent flows of positive
energy, thought and vibration regarding how he wants his
business to perform.
In simple terms, he tells us: “Your most dominant thoughts
create your most dominant emotions, and then you
experience the reflection of
those in your reality.”
7. TOP REALTORS
Have a Michael
Jordan Mindset
Top realtors are ultra-competitive. Period.
“There is no ‘I’ in team, but there is in win” – Michael Jordan
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TOP REALTORS Are Solution Focused
Award-winning agent Danny Hayes left a major agency with
nothing, and within a year was outselling all his rivals; such
was his determination to succeed. His competitive nature has
made him one of the most sought after brand marketing
REALTORS in the world.
Top earning REALTORS are
driven to be at the top. They
have a ‘never say die’
attitude.
They don't like to lose, and
take pride in winning. They
must compete, and desire to be
the best at what they do.
They’re high achievers who excel at most things in life, set very
high standards for themselves, and have a hunger to succeed.
As Chris Gilmour puts it: “Failure is not an option.”
Top earning realtors also understand they must make sacrifices
to achieve true greatness. Muhammad Ali said: “The fight is
won and lost long before I dance under those lights.” (Referring
to the effort put in behind closed doors to compete and win at
the highest level.)
In short, the way the top 5% define where they are going is
clear, non-negotiable and succinct.
8. TOP REALTORS Are
Solution Focused
TOP REALTORS focus on solutions, not
problems.
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TOP REALTORS Have Emotional Intelligence
In thinking this way, they respond objectively and creatively to
any challenges, issues or problems that arise. More important,
this approach quickly transforms obstacles into opportunities
for success. Thinking proactively and positively, versus
reactively and negatively, allows them to be both more efficient
and more effective (both of which create success).
9. TOP REALTORS Have Emotional
Intelligence
'Emotional intelligence' (EI) is the ability to identify, assess,
and control emotions.
It is “your ability to understand other people, what motivates
them and how to work cooperatively with them,” says Howard
Gardner, an influential Harvard theorist.
TOP REALTORS have the ability to manage their emotions while
avoiding the roller-coaster mentality so common in this
industry.
Emotional intelligence also enables TOP REALTORS to avoid
pitfalls and negative emotional loops, allowing them to bounce
back when faced with set backs and disappointments (in short,
they get over it and move on FAST).
(cont…)
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TOP REALTORS Have a Laser Focused Mindset
10. TOP REALTORS Have a Laser
Focused Mindset
TOP REALTORS have a laserfocused mindset, so sharp it could
cut through steel. They are singlemindedly focused on their purpose,
goals, and outcomes. They do not
care or take much notice of what
others are doing, thinking, or saying.
As one agent said: “They do not
compare; they just do.”
Top earners are almost blinkered in
their pursuit for success, such is the energy they put into their
focus. It is obsessive. Their language about where they are
going is clear, non-negotiable and succinct.
They know what they want, they know how to get it, and
nothing will stop them. There is a certainty about them; they
are concrete in their resolve to achieve what they want. They
do not waiver in their self-belief that they will achieve their
goals.
Arnold Schwarzenegger embodies
these traits.
He believed from a very early age he
would become a movie star and get into
politics, despite being told he would never
reach his goals.
Instead, he held on to his beliefs of becoming a movie star and
politician (and was extremely successful in both).
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TOP REALTORS Have a Farmer’s Mindset.
You can achieve all your dreams, just as long as you do not let
anything sway you from your BELIEF.
11. TOP REALTORS
Have a Farmer’s
Mindset.
Bill Malouf, the #1 agent for
LJ HOOKER, says success in
real estate is a long-term
commitment. It is what I call
“the farmer’s mindset.”
 A farmer finds the right land (the patch).
 The farmer knows the seasons.
 He takes care of the soil (people) plants the right seeds
(marketing/profile building, CRM) Tends to the crops and
then harvests when it is ripe (the sale).
 The farmer works hard at the key areas to ensure a great
crop and longevity from the land.
Applied to realty, this means taking the long-term approach of
nurturing your geographic area and creating relationships (so
you can get to the point where most of your leads come from
referrals).
START NOW!
To develop the mind of a TOP REALTOR, you must apply the 11
critical thinking approaches in this report on a daily, consistent
basis.
© 2015 All Rights Reserved
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Your Elite Performance Mindset Coach
- Jet Xavier
The brain is like a muscle; the more you use it the stronger it
gets. Each time you apply these approaches, you hardwire your
brain for success.
Your Elite Performance
Mindset Coach
- Jet Xavier
Jet Xavier is Australia’s leading elite
performance mindset and mental skills
coach / trainer for real estate sales
professionals.
Jet conducts hundreds of elite
performance mindset coaching,
mentoring and training sessions with
realtors and agencies across Australia every year. He has
spoken at major RE conferences, writes a regular column for
the national RE industry magazine ELITE, and appeared on “RE
UNCUT AREC Lounge” in 2012.
Jet is also a primary contributor to the international bestseller
‘Millionaire Motivators,’ and creator of the online elite
performance program “MY REAL ESTATE MASTERMIND.”
Jet is a pioneer in the RE industry. His training and coaching
techniques bring the latest neuroscience, positive psychology,
and peak performance models to REALTORS and principals,
helping them to become more successful at every level.
© 2015 All Rights Reserved
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Your Elite Performance Mindset Coach
- Jet Xavier
CONTACT JET FOR A FREE
CONSULTATION NOW
[email protected]
If you guys are out there looking for a mind coach, a mentor or
anything like that to increase your business to get stronger, to
get better, to explore your inner self and mind. I'm going to
say there is no one better in Australia than Jet Xavier.
Chris Gilmour All Properties Group
“What Jet is teaching in Peak Performance is cutting
edge“
I can see it won't be long before all the best REALTORS in the
country are knocking on his door to get his Elite Performance
Formula. After working with him I see him as the Tony Robbins
of Real Estate. I'm well on my way to double my income. Jet is
the real deal.
Chris Hasson Port Stephens
No.1 Real Estate Realtor
“Jet is outstanding... really makes you think outside the
square”
Robert Matheson Sales Consultant
© 2015 All Rights Reserved
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Your Elite Performance Mindset Coach
- Jet Xavier
No.1 for transactions LJ Hooker in the world
“Having chartered through the many roles of residential real
estate from administration, property management, sales &
business management I’ve had the distinct pleasure of having
met some profound influencers of our industry along the way.
Jet Xavier would have to be one of the most inspiring people
I’ve ever met. Jet is a stand out motivator!
JENNIFER O’BRIEN –
BUSINESS SUPPORT & DEVELOPMENT MANAGER RAINE &
HORNE
Copyright Notice
© Copyright 2015 Jet Xavier and www.jetxavier.com
ALL RIGHTS RESERVED. No part of this report can be
reproduced or distributed in any way without written
permission of the author.
© 2015 All Rights Reserved
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Your Elite Performance Mindset Coach
- Jet Xavier
DISCLAIMER AND/OR LEGAL NOTICES:
The Publisher has strived to be as accurate and complete as
possible in the creation of this report, notwithstanding the fact
that he does not warrant or represent at any time that the
contents within are accurate due to the rapidly changing nature
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While all attempts have been made to verify information
provided in this publication, the Publisher assumes no
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persons, peoples, or organizations are unintentional.
In practical advice books, like anything else in life, there are
no guarantees of income made. Readers are cautioned to reply
on their own judgment about their individual circumstances to
act accordingly.
Disclaimer
Please note the information contained within this document
is for educational purposes only.
Every attempt has been made to provide accurate, up to
date and reliable complete information no warranties of any
kind are expressed or implied. Readers acknowledge that the
author is not engaging in rendering legal, financial or
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