It’s a fair question during the second half of any year in this business. But it’s even more relevant today, when we are operating in a market that’s tight on inventory, high on interest rates, and long on regulatory drama.

It’s natural to feel a dip in motivation during the second half of the year, and especially during more adverse market conditions.  Even more so if you find yourself behind on your yearly goals! However, staying emotionally connected to your business is crucial for driving ongoing success. Here are two practices that can significantly bolster your motivation and keep you focused on what truly matters.

1. Reconnect with Your ‘Why’

Understanding your intrinsic motivators—what internally drives you beyond just making sales—is vital. It’s not the sales themselves that fuel our passion and persistence but our personal goals and dreams those sales enable us to achieve. Whether it’s saving for your child’s college tuition, buying that dream car, or building your real estate investment portfolio, these goals provide the real motivation to push through tough times. So how can you stay connected with your ‘why’?

It’s simple! Daily Goal Writing: Start each day by writing down your personal goals. This simple practice keeps your objectives fresh in your mind. More importantly, it reinforces the emotional connection you have to your sales goals, and emotion is the driver of action! It may seem trivial, but reaffirming your goals each morning can set a positive tone for the day, keeping your larger objectives in focus amidst the day-to-day tasks.

2. Practice the ‘Gap and the Gain’

It’s easy to focus on the ‘gap’—the distance between where you are and where you want to be. However, this perspective can be demotivating and overwhelming, particularly after a challenging day. Instead, shift your focus to the ‘gain’—reflecting on what you have accomplished and learned. (This concept was introduced by Dan Sullivan in The Gap & The Gain.)

Implementing the ‘Gap and the Gain’:

Evening Reflections: At the end of each day, take a moment to reflect not on what didn’t go as planned, but on what did go well or what you learned. Write down three positive takeaways – or lessons learned – from the day. These could be small wins, new insights, or even steps you’ve taken towards a larger goal. Reframing failures or misses as opportunities to learn and improve is critical. If we fail and we don’t learn something, that’s a real loss. But if we fail and learn something in the process, then we are still one step closer to our goals. As Thomas Edison said in his pursuit of the lightbulb, “I have not failed 10,000 times; I’ve successfully found 10,000 ways that will not work.”

Celebrate Small Wins: Recognizing and celebrating small achievements daily can significantly enhance your sense of progress and satisfaction. It helps build momentum and keeps you motivated.

Why These Strategies Matter

These practices help cultivate a mindset that values growth and progress, essential in a profession like real estate, where external conditions can quickly change. By starting your day with clear goals and ending with positive reflections, you create a cycle of continuous motivation that fuels your efforts, even on tough days.

Maintaining motivation isn’t just about discipline. It’s also about maintaining your emotional connection to why you are working. In a challenging market, this connection can make the difference between feeling burnt out and staying driven.

If you need a reminder of why we do what we do, or if you’re seeking further inspiration or advice on staying motivated, don’t hesitate to reach out.

Peter Chabris
Lockbox
CEO, The Chabris Group, Cincinnati
Keller Williams Seven Hills Realty