I met with an agent this morning—let’s call him John. John is relatively new to the real estate industry, and he was feeling discouraged after having one of those weeks we’ve all had. First, a buyer he’d been courting for weeks made an offer on a FSBO over the weekend. Then the building owner he’d been talking to about selling decided to list his property with a family friend. Then a brand new agent in his office just sold an expensive condo in the hottest new building in the city, and a close friend approached a different real estate agent to see a property.

Of course, it’s natural to feel discouraged when these things happen. We work hard, we put in time and effort nurturing our leads, we think we’re getting close to a piece of business, and then it all falls apart around us.

For a new agent like John, it can be especially challenging, because he doesn’t have the wisdom or experience to remind him that inside each of these challenges was an opportunity.

But then I asked him: “What’s the opportunity here?”

This is what John saw:

• FSBO’s offer a great opportunity for possible listings. If his buyers are contacting these owners, then why shouldn’t he? Maybe he could persuade a FSBO to list with him.
• There might be many other building owners on the same street interested to learn about the new listing. John saw the opportunity to make some calls and provide some valuable information to other property owners. Maybe one of them would also be interested in selling.
• John saw the opportunity to start talking about the hottest new building in the city with his own sphere of clients and friends. He’s working on putting together some information about the building to mail out to his sphere.
• John saw that he had an opportunity with his friend to really explain more clearly his new career and the ways in which he could help him with his home purchase. He realized that he wanted to be more direct with his sphere about the services he had to offer.

It’s understandable to feel discouraged and frustrated from time to time. But, don’t dwell there. Ask yourself the “opportunity question” and you may be surprised by how shifting your perspective also shifts your mood.