In real estate, your mindset can be your greatest asset or your biggest obstacle. Building resilience, discipline, and a proactive approach is crucial for navigating the industry’s inevitable ups and downs. But how do you cultivate a mindset that not only survives challenges but thrives on them? Veterans-turned-real-estate-experts say it comes down to a few key principles that anyone can adopt.
In our recent webinar, “The Million Dollar Mindset Built by Veterans, Proven by Agents,” Tina Lapp, Head of Industry Relations and Career Excellence, sat down with military veterans and seasoned real estate professionals John Wenner and Jose Rodriguez. They shared how the skills they learned in the service—discipline, accountability, and proactive problem-solving—became the bedrock of their successful careers. This post will walk you through their top strategies for overcoming common industry challenges so you can build your own million-dollar mindset.
Want to discover actionable strategies that can transform your mindset and elevate your career? Don’t miss out! Watch the full webinar now and learn from John Wenner and Jose Rodriguez as they share their invaluable insights.
Click Here to Watch the Webinar
Key Takeaways
- Embrace Accountability: Take full ownership of your actions and results, for better or worse. Avoid making excuses and instead focus on learning from your mistakes to move forward.
- Stay Proactive, Not Reactive: Always be on top of market trends and anticipate changes. When the market shifts, adapt your strategy instead of waiting for things to return to normal.
- Learn From Every Deal: Whether a deal closes or falls through, treat it as a learning opportunity. Analyze what went right and what went wrong to refine your process for the future.
- Focus on Your Own Progress: Avoid the comparison trap. Instead of measuring your success against others, focus on your unique strengths, set personal goals, and track your own progress.
Problem: You Had a Slow Quarter
Every real estate agent experiences a slow period. Business slows to a crawl, your pipeline dries up, and self-doubt begins to take hold. Instead of spiraling, use this time to reinforce the foundations of your business.
How to adapt
John Wenner, a 10-year Marine Corps veteran and 31-year real estate professional, recommends taking stock of your finances and strengthening your relationships. “If it’s slow, get out there, start really working those relationships,” he advises. Even in quiet markets, your past clients and professional network can be a powerful source of referrals.
Jose Rodriguez, a Marine Corps veteran with 22 years of real estate experience, adds that you must stay ahead of the curve. “If you read in the local newspaper that the market is slowing down and it is news for you, then you’re not a very good real estate agent,” he says. Be proactive by analyzing market stats and adapting your strategies before the slowdown hits. Use the downtime to enhance your skills by taking a class or learning a new technology that will serve you when business picks back up.
Problem: You’re Struggling to Handle Difficult Clients
Dealing with a challenging client can be emotionally draining. Their constant calls and complaints can make you question your abilities and lead you to people-please rather than lead the transaction.
How to take control
The key is to remain calm and professional. “Stop and listen,” says Wenner. “Really…hearing what that client is having issues with.” Often, a client’s frustration stems from a lack of understanding about the market or the process. By educating them and setting clear expectations, you can de-escalate the situation and re-establish your role as their trusted guide.
Real estate transactions can be emotional. Listen as Wenner and Rodriguez advise agents on how to manage difficult or emotional clients.
Rodriguez emphasizes the importance of setting boundaries from the very beginning. “You need to sit down, you need to explain exactly what it is that your role is going to be, what your deliverables are, and make sure that everyone understands what the ground rules are,” he explains. And, most importantly, document everything. Following up conversations with an email creates a clear record and prevents misunderstandings down the line.
Problem: You’re Having a Difficult Time Navigating Market Shifts
Mortgage rates fluctuate, inventory changes, and client expectations grow. Market shifts are a constant in real estate and feeling frozen or uncertain is a common reaction. Resisting change or waiting for the market to “go back to normal” is a recipe for stagnation.
How to embrace change
Successful agents don’t fight the market; they adapt to it. Rodriguez recalls the 2008 housing crisis, noting that while many struggled, others found new opportunities in short sales. “Whether it’s going up or whether it’s going down, there’s always an opportunity,” he says. “But you have to be able to identify it and you need to be flexible about it.”
Wenner agrees, highlighting the importance of reframing your mindset. In a buyer’s market, he says it’s an “incredible market for buyers.” As an agent, your job is to find the angle that works.
This applies not just to market conditions but to technology as well. Agents who embrace new tools like AI will stay ahead of the competition, regardless of their age or experience. “I’m learning everything I can about AI,” Wenner says. “Why? Because I got to stay on top of it.”
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Problem: A Deal Fell Through
Losing a deal you’ve poured your heart into is one of the toughest experiences in real estate. It’s easy to feel deflated and view the time spent as a waste. But dwelling on rejection will only hold you back.
How to bounce back
“Instead of looking at the loss, it’s like, ‘Okay, how do I learn from this?’” Wenner says. He remembers a month in 2010 when 20 of his escrows fell through. Instead of giving up, he shifted his focus, moving from high-end listings to lower-priced homes that were still selling. This willingness to pivot is crucial. Analyze why the deal collapsed and identify what you can control next time.
Rodriguez notes that you also have to develop a thick skin. Sometimes, a deal falls apart for reasons entirely outside your control. Other times, a client might “ghost” you. While it hurts, it’s part of the business. Use it as a moment for reflection. “What is it that I did that may have turned this person off?” he asks. “How can I make it better the next time?” This mindset turns every setback into a stepping stone for future success.
Problem: You’re Constantly Comparing Yourself to Other Agents
Scrolling through social media, it can feel like every other agent is crushing it while you’re falling behind. This comparison game fuels self-doubt and distracts you from the work that actually matters.
How to focus on you
“There’s always going to be agents that are doing better than you and worse than you,” Rodriguez wisely points out. The curated highlight reels you see online rarely show the full picture. The only person you should be competing with is yourself.
Listen as Rodriguez fully addresses this topic and shares the BEST and WORST parts of being a real estate agent:
Wenner recommends finding your unique selling proposition. In his book recommendation, Differentiate or Die, the message is clear: focus on what makes you different. “Stay focused on you. Stay focused on your uniqueness,” he urges. Track your own progress, set goals based on your own business plan, and celebrate your personal wins. Real estate is your business, and your journey will look different from everyone else’s.
Find Your Why
Ultimately, building a million-dollar mindset goes beyond tactics and strategies. It’s about connecting with your deeper motivation. Why did you get into real estate? What drives you to succeed?
“What I found in successful agents is they have a passion that is driving them to want to be successful in the business,” Wenner shares. When you are fueled by purpose, you have the resilience to push through any market downturn or difficult client. Your “why” becomes the engine that carries you through the ups and downs, paving the way for a long and rewarding career.
Missed the Live Webinar? Watch the Replay Now!
For more strategies and insights on cultivating a mindset for success, watch our full webinar replay.
You’ll learn:
- The mindset pitfalls holding agents back
- Actionable tools to bounce back from setbacks
- Simple systems for consistency
- Frameworks for staying calm under pressure
- Why discipline equals freedom
Watch the replay now to start building the foundation for your million-dollar business!
Ready to take your career to the next level? Explore Colibri Real Estate School’s professional development courses to sharpen your skills and build the business of your dreams.
