Commercial real estate industry is starting to resemble a minefield. In this environment, losing momentum and focus can be deadly to most commercial real estate brokers.

I have written about maintaining your momentum in a previous post, so let me ask you this:

What do you think is the easiest way to keep a laser-like focus?

The answer will surprise you…

Why Ask Why?

When we are faced with painful choices or events (like a recession), it’s very natural for us to look for the reasons we’re experiencing pain.

It’s our brain’s way of making sure that we don’t walk into similar situation in the future, and therefore, increase the odds that we don’t experience that particular pain again.

It’s how we learn not to touch a flame, pull our sister’s hair, or stick a nail in the light socket (well, for some of us at least).

So asking why is something that comes to us naturally.

By the same token, when we’re hit with the effects of a recession, when competition is fierce and deals are hard to get and still harder to close, we tend to ask questions like:

• Why are lenders sitting on the sidelines when there are so many under-priced properties on the market?
• Why is the government not taking a more active role in stimulating the commercial real estate market?
• Why did this happen in the first place?
• Why did this happen to me?

Unfortunately, a lot of professionals get stuck here… continuously asking why when the changes of finding useful answers is almost nil.

And that’s the key…

You may spend a great deal of time looking for and finding accurate answers to your why questions, but you’re not likely to find useful answers.

That’s why asking why is often the most sure-fire way to put yourself in a deadly tailspin.

It’s How!

The fastest way to maintain your focus on what really matters — finding new ways to take advantage of any and all circumstances to advance your agenda — is to ask “how” questions.

Asking a question like “how can I use this to make more money?” is sure to focus your attention on finding new possibilities, isn’t it?

And that’s the magic of how questions…

The focus your attention on finding and bringing new resources to bear toward solving a problem, accomplishing a goal, or just making more money.

Here are a few more how questions to whet your appetite:

• How can I use this event/market/situation to my advantage?
• How can I learn something from this event/market/situation?
• How can I present this deal to my buyer/seller to get them to agree?
• How can I make sure this deal goes through without a hitch (or goes through faster)?
• How can I create something of value to leave behind with every prospect so they remember me?
• How can I make sure that I don’t get affected by the next recession as much?
• How can I prepare for the market recovery so I come out ahead of my competition?
• How can I find better ways to reach sellers who need to sell, and buyers who are itching to buy?
• How can I become more efficient in my business?
• How can I build a better, more effective team that advances my agenda?

Can you see how powerful you will be when you ask the right questions?

Keep Your Ears Open

The challenge for most of us is to take conscious notice when we start to get into a why tailspin.

As I said, asking why comes naturally to all of us…

But here’s what you can do to train yourself to avoid the why tailspin and maintain your focus.

For the next 3 days, commit to spending no more than 20% of your time asking “why” questions, and at least 80% of your time asking “how” questions.

Keep your ears open for the word “why”.

If you find yourself asking more than 2 why questions in a row, just snap yourself out it and immediately ask a how question.

If you do this just for 3 consecutive days, your brain will start to learn to focus on new opportunities, new resources, or new uses for resources you have overlooked.

It’s that simple.

Give it a go, and let me know how it went!