You Always Have a New Listing — You Just Don't Know the Address Yet

 

Let me ask you something: Do you have a listing appointment this week?

Maybe you do. Maybe it's already on your calendar, locked in for Tuesday or Thursday, and you're prepping your CMA and rehearsing your pitch. If that's you, congratulations. You're already ahead of the game.

But here's what I really want to know: How many of you have a listing appointment in the next seven to ten days and you just don't know the address yet?

If you're reading this right now, your hand should be up. Every single one of you should be nodding along, because here's the truth that separates struggling agents from top producers: You always have a listing this week. You just don't know the address.

And that one mindset shift? It changes everything.

Why Mindset Is the Foundation of Your Real Estate Success

I get asked all the time how I built such a successful mindset as a new agent. How did I sell five homes my first month and 27 homes my first year with over $3.8 million in sales volume? How did I grow from there to leading over 800 agents and managers, generating $2 billion in annual sales?

The answer isn't some magic formula or secret script. It's mindset. It's the ability to see yourself succeeding before you actually do it. It's waking up every single day and deciding that today is the day something great happens, even when you don't have proof yet.

Because here's what nobody tells you when you get into real estate: every day, you start over. You can't rest on your laurels. Tomorrow's games aren't won with yesterday's home runs. If you're not creating more business for yourself today, it's not going to magically appear tomorrow.

That's the reality of this business, and it's why so many agents burn out or quit. They don't have the mindset to keep showing up when things get hard. They don't have the strategy to stay positive when the pipeline runs dry.

But you can change that. Right now. Today.

The Power of Starting Your Day Over

The first mindset principle I want you to adopt is this: You have the power to restart your day at any moment.

Maybe your morning started rough. The coffee spilled, your client texted to say they're backing out, or you woke up to an email that threw you off. It doesn't matter. You can decide right now, at 7:30 AM or 10 AM or 2 PM, that you're starting the day over.

You don't have to carry that negativity with you. You don't have to let one bad moment dictate the rest of your day. You have that power. You have that ability. And the most successful agents I coach? They use it constantly.

They don't listen to the negativity. They don't let a bad phone call ruin their entire afternoon. They frame everything in terms of what they're going to achieve, not what went wrong. And that shift, that simple reframing, is what separates the agents who thrive from the agents who barely survive.

You Have a Listing This Week — You Just Don't Know the Address

Now let's talk about the phrase that's transformed thousands of real estate careers: You have a listing this week. You just don't know the address yet.

When I'm live with an audience, whether it's a huge room or a small group, I always ask: "Who has a listing appointment this week?" A few hands go up. Great. Those agents are doing the work. They're prospecting, they're following up, they're booking appointments.

But then I ask the second question: "Who has a listing appointment this week and you just don't know the address yet?"

Every hand goes up.

Because when you set your goals at the beginning of the year, you didn't say, "I want to sell 36 houses, and here are the exact addresses." You said, "I want to sell 36 houses. I don't care what the addresses are. I'll fill those in as I go."

That's the mindset you need to carry with you every single day. When you walk out of your house, out of your home office, out of your office office, I want you to say to yourself: I'm going to list a house this week. I just don't know the address.

Let me tell you, this manifestation technique works. And I don't mean in some woo-woo, mystical way. I mean it works because when you tell yourself this every day, you become hyper-aware of opportunities. You start noticing the people around you who might need your help. You show up differently in conversations. You're confident, you're expectant, and that energy attracts business.

Real Results from Real Agents

I had an agent from a team I coach in Cleveland, Ohio pull me aside at an event. She hugged me and said, "Sherri, that manifestation thing worked."

She told me she sat in one of my sessions and decided to try it. She didn't have a listing appointment on the books. Nothing in the pipeline. But she started saying to herself every single day: "I'm going to list a house this week."

Two days later, she got a random text from someone she'd never met. This wasn't a past client, not someone from her sphere. A complete stranger saw her information somewhere, reached out, and within 48 hours, she had a signed listing agreement.

That's the power of putting it out there. That's what happens when you adopt a mindset of success.

I have another agent in our coaching program who told me that phrase transformed his business from two sales a month to four to six sales a month. That's doubling or tripling your income just by changing how you think.

So let me ask you again: Do you have a listing this week?

Yes. You do. You just don't know the address yet.

Change Your Passwords to Your Goals

Here's another mindset hack that top producers use: Change your passwords to your goals.

I know, it sounds simple. Almost too simple. But here's why it works: You're typing in passwords multiple times a day. Your email, the MLS, your CRM, your banking app. Every single time you type that password, you're reinforcing your goals.

Instead of using your kids' birthdays or some random string of letters and numbers, make your password something like "Sales350" if you want to make $350,000 this year. Or "List150" if your goal is 150 listings.

Every time you type it, you're putting those numbers out into the universe. You're reminding yourself what you're working toward. And that constant reinforcement makes a massive difference in how you show up every day.

Our agents who do this hit their goals. It's that simple.

Approach Every Call with a Winning Mindset

The third mindset principle I want you to adopt is this: If you think you're going to be successful on a phone call, you will be.

Most agents dread prospecting. They hate picking up the phone. They get nervous, they stumble over their words, and they hang up feeling defeated when someone says no.

But here's what top producers know: every call has a purpose, and if you go into that call knowing what you want the outcome to be, you're already halfway there.

If the goal of the call is to get an appointment, then you need a strategy. You need to know exactly what you're going to say and how you want the call to go. You can't just wing it and hope for the best.

And once you have that strategy, you need to go into the call with the mindset that you're going to succeed.

Here's what I tell agents: If I guaranteed you that one out of ten people would say yes to your phone calls, would you make those calls?

Of course you would.

So why not approach every call with that mindset? I'm going to be successful. One of these people will say yes. I just don't know which one yet.

That's a winning mindset. That's the difference between agents who make five calls and give up and agents who make fifty calls and book three appointments.

Apply This to Everything You Do

This mindset doesn't just apply to phone calls. It applies to everything. Open houses, farming, expireds, for sale by owners, networking events. Whatever you're doing, you have to have the mindset that you're going to win and that you're going to have success at the other end of it.

If you walk into an open house thinking, "Nobody's going to show up" or "This is a waste of time," guess what? It will be a waste of time.

But if you walk in thinking, "I'm going to meet at least one buyer today who's ready to work with me," you'll show up differently. You'll engage differently. And you'll get results.

The same goes for farming. If you're going to invest time and money into a neighborhood, you have to believe it's going to pay off. You have to see yourself listing houses in that neighborhood before you actually do it.

That's what manifestation is. It's not magic. It's about awareness, intentionality, and putting yourself in the position to succeed.

Your Mindset Creates Your Reality

At the end of the day, your mindset dictates your success. If you wake up every morning expecting things to go wrong, they will. If you approach phone calls with fear and doubt, you'll get rejections. If you walk into listing appointments thinking you're not good enough, you won't get the listing.

But if you change your mindset, if you start every day saying, "I have a listing this week, I just don't know the address," if you type your goals into your passwords fifty times a day, if you make calls knowing that success is guaranteed, everything changes.

You'll start seeing opportunities you missed before. You'll attract business from unexpected places. You'll close more deals, build a stronger pipeline, and finally break free from the feast-or-famine cycle that keeps so many agents stuck.

Take Action Today

So here's what I want you to do right now:

First, decide that you're going to adopt a mindset of success. No more negativity, no more doubt, no more starting your day off on the wrong foot. You have the power to restart your day at any moment. Use it.

Second, start saying to yourself every single day: "I have a listing this week. I just don't know the address yet." Say it when you wake up. Say it before you make calls. Say it before you leave for an open house. Put it out there, and watch what happens.

Third, change your passwords to your goals. Every time you type them in, you're reinforcing what you're working toward. It sounds small, but it makes a massive difference.

And fourth, approach every phone call, every appointment, every interaction with the mindset that you're going to succeed. One out of ten people will say yes. You just have to make the calls to find out which one.

Ready to Build the Business You Deserve?

If today's strategies gave you an "aha" moment, don't just think about it. Take action.

Grab your free 7-day access to the Playbook by Sherri Johnson and start implementing these mindset strategies right away. You'll get scripts, systems, and proven techniques that have helped thousands of agents double their income in less than a year. Get your free access here.

Want even more personalized support? Book a free strategy call or check out our coaching programs starting at just $49 a month at sherrijohnson.com. Whether you're brand new or a seasoned top producer, we have a program that will help you hit your goals faster.

Remember: It takes five contacts to get a yes, but with the right mindset and the right strategy, you can get there faster. Let's turn your potential into profits.

You have a listing this week. You just don't know the address yet.

Now go out there and find it.