112: Mindset Matters: Look on the Brightside

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EPISODE DESCRIPTION

In this episode, Tom & Brandon share one of their trainings with Tango, where Brandon breaks down how maintaining a positive mindset during challenging market conditions can significantly influence client perceptions and lead to better outcomes.

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Episode Transcript

(00:00):
Welcome back to another trainingsession episode where we pull back

(00:03):
the curtain, give you behind thescenes access to the strategies,
insights, and conversations wehave at our brokerage, Tango
Financial.
This is real training, real
takeaways to help drive results inyour business.
So enjoy.
All right.
So I just wanted to talk realquick on mindset.
I know everyone's favorite topic,just wanted to talk real quick on
mindset.
I know everyone's favorite topic,
but something I've noticed a lotrecently is What you intake and

(00:24):
what you put into your mind iswhat you put out into the world as
well.
This is pretty well known.
If you feed yourself garbage,you're going to look like garbage.
If you feed your brain garbage,your thoughts are going to be
garbage.
This morning, I got a text from
someone that was like, April salesare the lowest since 2009.
I'm like, fuck off.
I'm trying to figure out how to

(00:46):
get the next 80 to 100 files goinghere.
I don't need to know about what'swrong with the market.
But then I'm like, whatever, I'mgoing to click the article.
Anyways, I clicked the article andI'm like, this guy is sending me
US real estate stats, not even inthe same market as us.
He's a mortgage broker.
He's freaking out over something
in the States.
And this is probably going to
totally derail his entire morning.

(01:07):
So I just chuckled to myself and
switched back to what I was doing,which was prospecting and looking
for those next couple of files.
And this got me thinking too, of
like, this guy is probably goingaround.
And at cocktail parties or dinnerparties, barbecue, kids, sporting
events, people ask him, how's themarket?
And he's probably saying, oh, it'sthe worst since 2009.

(01:27):
This is what rates are up.
The bond market's fucked.
All this back and forth.
And people hear it and they're
like, oh my gosh, this is reallyscary.
And then they don't.
go to him when they want to do
something because he scared them.
It's like having, like my dad used
to always be the guy that like,when I would go and talk to him,

(01:48):
he would tell me everything that'swrong with the plan.
And for years, I just like stoppedtalking to him.
And then finally I realized, okay,I'm going to go to him once I'm
like rock solid on my plan.
He's going to tell me all the
flaws with it.
And then I can play defense going
with that.
But I would always go to someone
else who was more of an optimistictone.
And yesterday I was getting amassage and my massage therapist
was like, so what's going on?Like I have my house listed, it

(02:10):
hasn't sold, yada, yada, yada.
And she's like, is this something
I should be worried about?And I, I'm like, no, it's taking a
little while longer for things tosell.
You're set up in a great, greatway.
I did her mortgage before.
So I know that she's like set up
for success that way.
And I just mapped out everything.

(02:30):
And she's like, oh my gosh, likethis was like, I'm really glad you
booked a massage.
I didn't want to like reach out to
talk about this, but I'm reallyrelieved at those answers.
And she's like, by the way, canyou bring business cards and put
them in my office?Cause like, I think you have a
really good outlook and I want tohave my other clients come to you
because I'm always hearing abouttheir different stresses when

(02:50):
they're here.
So just like kind of a tale of two
ways of thinking and two ways ofcommunicating with people.
So number one, like feed yourbrain, the positive stuff.
There are still people.
buying, there are still people
doing refinances, there's peoplecash damming, there's people
learning about Manulife One thatare dramatically changing their
financial future.
But then also be cautious that
when you're out in the world thatyou are that source of positive
information.

(03:10):
Even when things are terrible,
have a positive spin on it.
COVID sucked because people were
isolated, but it was also a greattime to just spend one -on -one
time with your family.
So always try to find that silver
lining.
It'll make you generally happier,
but it will also make people wantto come to you because people are

(03:33):
looking for good news right now.
You don't have to lie to them.
You don't have to sugarcoat it andmake things up, but try to find
those glimmers of hope, likeslower market, great opportunity
for first -time home buyers.
Always flip the script and find
that positive angle there.
All right, that's it.