The importance placed on closing deals, especially in real estate and sales, can trick us into believing that closing deals is different or harder than any other goal. But no matter what you are going after\u2014whether it is closing more deals, setting better goals<\/a>, or hiring real estate rock stars<\/a>\u2014the success formula is the same. And it doesn\u2019t start with action. It begins with your mental environment surrounding that specific target.<\/p>\n Clients come to Jason Drees Coaching for many reasons. One I hear a lot is, \u201cI want to close more deals.\u201d That\u2019s a fine and completely logical goal. But my experience as a performance coach tells me that learning how to close more deals is not what they really want. That may be what they\u2019re focused on, but they really want more success<\/em>.<\/p>\n What is your formula for closing deals?<\/em> If you have experience in sales, your answer to this question is likely based on how you have closed deals in the past. Experience is valuable, but it can also be limiting if it defines your future.<\/p>\n As a coach, my \u201cformula\u201d for closing deals is quite different. My answer to that question is, \u201cSome deals close, and some deals don\u2019t.\u201d What does this mean? The best way to close deals is to play the numbers game. The more you go after, the more you will close. A major stumbling block to closing a deal is the inability to stay agile and move forward, even when it doesn\u2019t close.<\/p>\n It\u2019s easy, especially as a new real estate investor, to get emotionally attached to the success or failure of each individual deal. But focusing on one project\u2019s outcome can limit your effectiveness on future opportunities. It is beyond the fear or sting of \u201cfailure\u201d that the magic happens.<\/p>\n Achieving success is not dependent on closing a certain number of deals. By knowing that your goal is much larger than the project you are currently working on, you can have a better perspective on what you truly want to accomplish. Sometimes the failure of a deal can be more valuable than closing it. When a deal falls through, pay attention and keep moving forward\u2014life is teaching you something you may need to know before closing a bigger, better deal in the future.<\/p>\n Simply wanting to close more deals is playing the short game. To play the long game, align yourself with success and get excited about discovering your unique path to achieving it, no matter how many or what deals you close to get there.<\/p>\n If you have read my other posts or been exposed to Jason Drees Coaching<\/a> content\u2014either in coaching, the Mindset Academy<\/a>, or on Instagram<\/a>\u2014it won\u2019t shock you that the fastest way to create success is by aligning your mental environment with success.<\/p>\n If this is a new concept for you, here is a quick explanation. Your mental environment is your frame\u2014you can also think of it as your expectations. Your frame creates your mindset. Your mindset creates your strategy and determines your actions. The best strategies and most productive actions arise from a frame that is aligned with what you want and embraces what life is bringing you. Aligning your frame with success, no matter what life is bringing you at that moment, is the fastest, easiest, and most enjoyable way to turn ambition into reality.<\/p>\n When you align your frame with your real target\u2014success\u2014you can remove the pressure around individual deals and start playing a better long game.<\/p>\n Let\u2019s break it down. What is a deal? It is an agreement reached by two people. That\u2019s what makes closing deals unpredictable. When you look back at your experience, I bet there are some deals you were convinced would close that didn\u2019t, and some deals you thought would never happen that ended up coming through. The result isn\u2019t a reflection of your work ethic, preparation, or competency. It\u2019s not that personal. You were either able to reach an agreement or not.<\/p>\n You control yourself and no one else. Have you ever spent time before an interaction analyzing how you will control the outcome? I know I have. This is a fool\u2019s errand. No matter how much we prepare, we can never control other people. No matter how passionate you are about a specific deal, the result lies in the hands of another person. Not closing a deal isn\u2019t a failure. It simply means an agreement wasn\u2019t reached, and it\u2019s time to move on to the next deal.<\/p>\n Since we can\u2019t control other people, our energy is better spent focusing on what we can control. The only thing you have complete control over is your mental environment\u2014your frame. Don\u2019t get caught up in the details. It doesn\u2019t matter what the market is doing or that you didn\u2019t close a deal you really wanted; it\u2019s all about your frame.<\/p>\n Your frame is your starting point. Your target is success. Before taking any action, start from a place of success and certainty. Tell yourself, \u201cIf a deal doesn\u2019t close, it\u2019s because a better deal is on the way. I don\u2019t know what deal is going to close next, but it\u2019s going to be a good one.\u201d Decide to believe this 100 percent, and you will begin to experience the power of mindset.<\/p>\n You are always one phone call away from closing a deal. What happened yesterday or last year is irrelevant. Anything can happen next. Start living in that reality, and your life can become a fascinating journey down your unique path to success, as opposed to a daily grind focused solely on closing more deals. Which one sounds more fun?<\/p>\n There is no formula for closing deals. A deal is an agreement between two people. And since the only person you can control is yourself, there is no foolproof method for closing deals. Remember, it\u2019s as simple as this: Some deals close, and some don\u2019t. If you want to close more deals, align yourself with success and start going after more.<\/p>\n Success is your starting point, not your destination.<\/em><\/strong><\/p>\nThe formula for closing deals<\/strong><\/h2>\n
Success is more than closing deals<\/strong><\/h2>\n
Align with success<\/strong><\/h2>\n
Focus on what you can control<\/strong><\/h2>\n
The bottom line<\/strong><\/h2>\n
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