Psychology of an Unsuccessful Real Estate Salesperson

by Martin Cooper on April 10, 2016

“To be successful, you should look at failure so you know what to avoid”

Common characteristics of a real estate salesperson heading for career failure

The reason the overwhelming majority of real estate salespeople are unsuccessful lies in their psychology.


  • The mental characteristics or attitude of a person or group. Mindset, mind, mental process, thought process, way of thinking, frame of mind, persona, psyche, mental attitude, makeup, character, disposition, temperament, temper, behaviour; informal what makes someone tick.

“The most expensive piece of real estate is the top two inches, your mind. It’s what you create in that area that determines your success, your wealth or your failure”.

  • Salesperson not believing that they can succeed and that they are not worthy of doing so. Self-doubt is the primary reason that all people – not just real estate salespeople – fail.
  • Not developing good presentations skill and not having good scripts and dialogues.
  • When salespeople convince themselves that they cannot succeed, they stop taking the actions that are necessary for them to become successful.
  • The most common thing that a salesperson stops doing is prospecting. This task seems too hard to those who don’t believe that the calls will ultimately result in their success.
  • Not answering their phone or returning calls; generally not being available.
  • Failure to follow-up. Real estate salespeople who don’t follow up consistently lose business to those who do.
  • Another problem is that many real estate salespeople are not taking the time necessary to make their listings look as appealing as possible. Not having full information on the property and presented accurately, not doing pre-marketing research,  not preparing good ads and good photography.
  • Being undercapitalised. Not having enough money to live until the listings and sales come.
  • Trying to become a successful salesperson while working a part time job. Real estate is not a part-time career.
  • Not doing the hard work. Looking for a magic wand and paying others to prospect, to market, paying for support whilst not doing the work themselves.
  • Not establishing and marketing to their database and past clients.
  • Working in the wrong environment with poor mentoring and no training, coaching, or inspiration.
  • Not setting goals and no daily plan.
  • In desperation pushing personal interests to win a commission over customer and colleagues interests.
  • Not looking in the mirror for the solutions to problems; instead, blaming others.
  • Not working on the things they can control – attitude, fitness, diet and sleep.
  • Always worrying about the things you can’t control – the market, the competition, interest rates, third party advisors, the global economy.

If you find yourself doing any of these things, then use the two word fix in this video…



Martin CooperPsychology of an Unsuccessful Real Estate Salesperson

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  • Josh Phegan - April 11, 2016

    Great message. Also complacency. Thinking that we already know it, when we’re not actually doing it.

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