1. *Prep for This Week’s Session*
Print Copies of the Attitude Assessment to distribute for the activity on slide 13.
Print copies of “Tim the Negative Associate” to distribute for the activity on slide 24.
*Delete this slide before presenting *

2. Attitude Counts! Make Your Market Attitude Count

3. Have you used these strategies when presenting an offer?
Paint a picture of the market for the seller using recent past, current, and future data.
Then tell the seller about the buyer and make them “come to life”
Then present the seller with the offer

4. Let’s start with an introspective exercise.
Today’s Session
Today we’ll focus on how a positive attitude can improve your personal and professional life.
Let’s start with an introspective exercise.

5. Think about . . . Think about the most positive person you know.
Now think about the most negative person you know.
Who is more successful (measure success by any standard you choose – makes most $$, is happier, lives a balanced life, etc.)?

6. Debrief
People’s success is defined by a number of factors and these factors are different for everyone.
In general, people who are more positive are usually considered more successful.

7. “Ability is what you’re capable of doing.
Motivation determines what you do.
Attitude determines how well you do it.”
Lou Holtz,
Former Notre Dame Football Coach

8. Positive or Negative?
What does this picture tell you about this woman’s attitude and frame of mind?

9. Positive or Negative?
What does this picture tell you about this woman’s attitude and frame of mind?

10. Who Are Most People Likely to Work With?
Based solely on their perceived attitudes, which person would a buyer or seller be more likely to work with? or

11. Attitude Check Most people don’t view themselves as negative.
Just because many would view this girl to have a negative attitude, it doesn’t mean she sees herself that way.

12. Attitude Check
Although we may not always see ourselves as being negative, there are times when our attitude is perceived that way by others.
This perception matters! If buyers or sellers see you as a positive person, they will be more inclined to want to work with you.
Let’s take a look at our own attitudes.

13. Attitude Assessment
Here’s a quick assessment to get a better understanding of our attitudes and the impact it has on our business.
This self-assessment will help you reflect on whether or not you are being perceived as positive or negative by buyers and sellers.
When you’re finished, circle one statement where you have room for improvement. Keep that area in mind as we continue.

15. Negative Attitudes
Tell me how a negative attitude shows up in the office.
Here are some more ways:
Gossip and rumors are started.
People are less inclined to work harder.

16. Negative Attitudes Tell me how these negative attitudes affect
your ability to do your job. Here are some
more ways:
You buy into these attitudes and your work suffers.
You begin to spread negative feelings to others.

17. Positive Attitudes Tell me how a positive attitude shows
up in the office.
Here are some more ways:
People share success stories about a recent transaction.
People come in with an upbeat attitude and better mood.

18. Positive Attitudes Tell me how these positive attitudes affect
everyone’s ability to do their jobs.
Here are some more ways:
They create healthy competition where people try to keep up with other people’s success.
They create a “can-do” attitude.

19. “Some people are always grumbling because roses have thorns; I am thankful that thorns have roses.”
Alphonse Karr
French Philosopher

20. Myth vs. Reality People who are always positive
are not always realistic.
This is a myth. Just because a person thinks positively doesn’t mean they don’t recognize what’s happening around them. Many of these individuals use this positive outlook to create a more positive reality for themselves.
Read slide.
Ask: How about this: Myth or Reality?
Have participants vote by a show of hands. Click to reveal the answer.
State: This is a reality! Let’s take a look at the statistics that support this statement.
Go to the next slide.

21. Myth vs. Reality
A person with a negative attitude is more likely to influence me
to act negatively than he/she is to motivate me.
This is a reality. Most people with a negative attitude tend to influence others to think along the same lines. Remaining upbeat is the best way to overcome this challenge.
Read slide.
Ask: How about this: Myth or Reality?
Have participants vote by a show of hands. Click to reveal the answer.
State: This is a reality! Let’s take a look at the statistics that support this statement.
Go to the next slide.

22. Myth vs. Reality
People who are positive all the time haven’t gone through enough negative experiences in their lives.
This is a myth. People who are positive could have had the same general experiences as anyone else. Their choice to see the positive in a situation over the negative, not their experience, is what makes them different.
Read slide.
Ask: How about this: Myth or Reality?
Have participants vote by a show of hands. Click to reveal the answer.
State: This is a reality! Let’s take a look at the statistics that support this statement.
Go to the next slide.

23. “If you don’t like something, change it
“If you don’t like something, change it. If you can’t change it, change the way you think about it.”
Mary Engelbreight
Artist

24. The Impact of Attitude
Let’s look at a scenario involving Tim, a Sales Associate in the
Middleville office for the past six years. I’ll give you a handout in
a moment:
Read the handout.
Underline examples where Tim exhibits a negative attitude.
For each example, write down at the bottom of the page one thing Tim can do to change his attitude to a positive one.

25. Examples From Tim
How many examples of a negative attitude did you find in Tim’s
story? What were they?
Let’s see if we covered all three examples:
Blames the media
Tells new associates not to expect to do much business
Thinks no one can get a mortgage now so he doesn’t bother working with buyers

26. Negative Attitude # 1
Negative Attitude: Blames the media and believes nothing will change until the media stops painting a bleak picture.
How could Tim look at this more positively?

27. Turning Negative into Positive
Positive Attitude:
Focus on what is selling in the local market, not nationally
Promote to buyers that with low prices and historically low interest rates it’s a great time to buy
Promote the opportunity to trade up to sellers

28. Negative Attitude # 2
Negative Attitude: He tells new Associates they should not expect to sell much right away in this market.
How could Tim look at this more positively?

29. Turning Negative into Positive
Ask successful new associates about their recent success to change his own view of what can be achieved, then share those stories with new associates
Participate in Open Houses, prospecting calls/mailings and other activities that will change his perception so he understands there are active buyers and sellers right now

30. Negative Attitude # 3
Negative Attitude: Will not work with buyers since he thinks no one can get a mortgage.
How can Tim look at this more positively?

31. Turning Negative into Positive
Talk to his Manager to learn whether buyers of recently closed properties were able to secure a mortgage
Talk to his GSM to gain a true understanding of the current mortgage conditions rather than relying on hearsay

32. “Positive thoughts bring
positive results.”
Jim Weichert

33. Keeping a Positive Attitude
Here are some ways to achieve and maintain a positive attitude:
Recognize Your Attitude
Learn How to Think Positively
Set Realistic Expectations
Observe How a Positive Attitude Affects Results

34. 1. Recognize Your Attitude
Understanding how you think and act can go a long way towards maintaining a positive attitude.
Use the self-assessment quiz from this session and talk to close friends and family about your attitude to better understand yourself.

35. 2. Learn How to Think Positively
Thinking positively can take time and discipline.
Talk to other people who have a positive attitude and ask them what keeps them upbeat.
Read books and articles about how to remain positive.
Challenge yourself to find something positive in every piece of negative information you read or hear.

36. 3. Set Realistic Expectations
Set achievable goals for yourself based on your abilities and on what you can control.
Expecting too little creates boredom, but setting too high can result in disappointment, causing frustration and thus an inevitably negative attitude.

37. 4. Observe How a Positive Attitude Affects Results
Becoming a more positive person breeds success.
Be conscious of your positive attitude and take note of how that attitude correlated to success.
Apply that positive attitude to future situations.

38. “If you think you can do something or think you can’t do something, you’re right.”
Henry Ford

39. Making Your Market is About Your Attitude
With the right sales tools and a positive attitude we can make an impact on our business.
Prices
Rates

40. Positive Attitude
Remember – your attitude, and how your clients perceive your attitude, will directly impact your level of success.

41. Making Your Market is About Your Attitude
When you need an extra “kick” or attitude adjustment, here are some things you can do:
Listen to upbeat music.
Think of a positive role model and channel their spirit.
Exercise – go for a walk, visit the gym or play a sport.
Spend time with someone who is positive and upbeat.

42. Thank You!