The Secret Mental Trick That Almost Magically Helps You Close More Deals

Let me tell you a story:

I had a friend of mine that had cancer a while back, and I was at a garage sale and saw this book all about the Mayo Clinic. It had a story in there about the Mayo Clinic, a study of 400 patients the Mayo Clinic had served, and these 400 patients had had miraculous recoveries from cancer.

I thought, “Oh, this is a great book to give my friend.” So I got it and gave it to them. I was telling him about the story—it was absolutely incredible.

But what was interesting about this story of the cancer survivors was that the one thing they all had in common wasn’t their treatment plans or some crazy protocol.

They all believed that they would get better.

Every single one of them had a 1000% belief that they would survive—and they did. They had miraculous recoveries that no one could explain.

So why do I bring this up? How does this relate to real estate? It relates in that your belief about the market matters, and your approach every day matters. If you come into the market expecting to find opportunities, guess what you find? You get more of what you focus on.

If you come into the market every day focused on negativity, what do you attract? You attract negativity. You attract what you focus on, it works both ways.

Some of you have a really bad habit of focusing on negative things every day. You replay negative tapes: you get beat up on a listing, you lose a sale, and that’s all you think about for three weeks.

You’ve got to let that go. That’s called resetting.

Here’s a really good ritual that I learned from some friends who were first responders. When they would come home at night, carrying all the stress from the horrible things they had seen, if they entered the house with all that negative baggage, what would happen? It would rub off on their kids, rub off on their spouse, and hurt their marriages.

So what they did was have a place outside—a little piece of siding, a tree, anything. They would hit it on the way in, shake it off, and say, “This is where it stops. All that stuff stays outside. Everything else I bring in is positive energy for my family.” That was their reset ritual.

I want you to think about: what is your reset ritual?

The famous tennis coach Dr. Jim Loehr teaches the “Six Second Miracle.” Here’s the six-second miracle in a nutshell:

When you watch the top 10 tennis players in the world, they are all pretty mechanically the same. They’ve been trained since they were five. They can all hit the ball at 100 miles an hour into any spot on the court at any time. So they’ve got the strategy down—they can execute mechanically. At that level, it’s not a mechanical game; it’s a mental game.

Real estate is the same way—it’s a mental game.

What happens when you lose a point? As Jim Loehr would say, you see these tennis players go back to the baseline to get ready for the next serve. They’ve got to reset, let go of the lost point, and refocus.

Those players who, in that six-second period, can let go of a loss, clear their minds quickly, and focus on positivity are the winners. They win world championships. They win Wimbledons. They win at the highest level. Those who can’t let go of a lost point don’t advance in their careers—they don’t make it to the number one seed in the world.

So here’s a question for you: how fast are you letting go of losses? What are you focusing on every day? And are you expecting a miracle?

Are you expecting a miracle every single day? There is one out there for you. You just have to go in search of it. What you focus on will arrive. When you focus on opportunity, opportunity will arrive.

Just a couple of quick messages I wanted to share with you today. Hope you’re having a great day. Good selling. Hope to see you again soon. Check out The Path Performance Coaching Platform here if you’re serious about growing more in 2026 than you have all decade.

Have a great day. Good selling.