Share this article!

There is no bigger chasm in the real estate industry than what you can control and what you can’t.

But I guarantee that controllables will defeat the uncontrollables every time without exception in every market. Living in the uncontrollable space will cause you to die a very slow death within the industry. Understanding this and acting on it will make you a Teflon agent.

The uncontrollables include interest rates, inflation, reluctant buyers, and the war in Ukraine, for example. Do we have any control over those events? The answer is no. Do some agents immerse themselves and focus on those events? Absolutely. I understand these events are objectively real, however, you have 100 per cent control over whether you allow them to affect you or not. It’s like something is happening that could make you angry. Deciding to be angry is a choice — part of our ego, actually — where you could equally make a decision not to be angry and just respond rather than react. There have always been uncontrollables during my 35 years in the industry, which I decide to exclude from my thought process. I understand it; I acknowledge it, but I choose not to allow it into my psyche or business, despite being sympathetic to those who they may directly affect.