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Real estate loves a good hustle story. We worship the agents who grind harder, make more calls, send more follow-ups and outwork the competition. The joke around my team has always been, “The joy of real estate is we can work whatever 70 hours of the week we want.”
But here’s the thing: That thinking is straight-up broken.
In our latest mindfulness-based training, a group of agents saw a 225 percent increase in their production year-over-year — without grinding themselves into the ground. They didn’t chase more leads, memorize new scripts or work overtime. There was no magic FSBO script, no training to get seven to 10 more listings this month with no cold calling, and no new Facebook ad that converts sellers instantly.
They just stopped getting in their own damn way. So, while this is about real estate, it’s also about learning what it means to work smarter, not harder.
The ‘do more, get more’ fallacy
The real estate industry is obsessed with more prospecting, scripts and deals. Hustle culture is alive and well. We wear “busyness” like a badge of honor. The Lamborghini Leaning Instagram 75 Hard Ice Bath at 3 a.m. The crowd has had the mic for a long time.
And I am not telling you that you can succeed without making the dials, without doing the work. It’s just that working harder only works up to a point. After that, you hit diminishing returns.
Science backs this up:
- A Harvard Business Review study found that when your brain is overloaded with stress and tasks, your decision-making tanks. You get tunnel vision. You react instead of thinking.
- A UC Berkeley study showed that chronic stress shuts down the prefrontal cortex — the part of your brain that helps you stay calm and make good decisions.
- The Yerkes-Dodson Law proves that while a bit of stress can boost performance, too much stress kills it. The sweet spot isn’t found in “hustle ‘til you drop.” It’s in flow.
How mindfulness gets you to flow
Here’s the thing about flow: You don’t get there by trying harder. You get there by letting go.
That’s where mindfulness comes in. Mindfulness is about learning to observe thoughts without reacting, staying present in the moment and releasing attachment to specific outcomes. It’s not just sitting cross-legged in silence; it’s a practical, science-backed tool for unlocking performance.
This is precisely what elite athletes, CEOs and high-level performers use to stay sharp. And yes — real estate agents can use it, too.
- Phil Jackson had the Bulls and Lakers meditating before games.
- Steve Jobs swore by Zen practice to stay creative and focused.
- Google, Salesforce and Goldman Sachs offer in-house mindfulness training because it increases productivity.
Mindfulness helps agents get into the flow by training the brain to stay calm under pressure, respond instead of react and let go of mental clutter. When agents stop obsessing over deals, outcomes and “what ifs,” they naturally become more effective. They listen better, move with confidence, and enjoy the work.
The Phil Jackson playbook: How basketball’s greatest coach used mindfulness to create flow
Phil Jackson — the Zen Master of basketball — wasn’t just about X’s and O’s. He changed the way his teams approached high-pressure moments. His strategy? Train the mind first, then let the game flow.
- Michael Jordan credited Jackson’s mindfulness approach as the key to his mental toughness. When Jordan played, he wasn’t thinking about his last missed shot. He was fully engaged in the present moment.
- Kobe Bryant meditated daily and said it made him unshakable in clutch situations. His ability to stay locked in, completely absorbed in the game, was a direct result of his mindfulness training.
- The 1995-96 Bulls finished 72-10, the best record in NBA history at the time, because they played with total presence — no panic, no hesitation, just trust in their training and in each other. Not for nothing, but this record was eventually superseded by the Golden State Warriors in 2015-16 (73-9). Who was the coach? Steve Kerr, who was a critical role player on those ’95-’96 Bulls rosters.
Jackson believed that when players let go of distractions, ego and anxiety, their natural abilities take over. They stop thinking about the next pass and just feel it. That’s flow.
The same thing happens in real estate. The best agents aren’t thinking about what to say next. They’re just listening, responding and moving naturally in the conversation.
The 225% growth that happened when agents let go
So, back to our agents. How did they double their production without “trying” to?
They stopped clinging to every deal. They stopped overthinking every client conversation. They stopped gripping so damn tight.
They practiced mindfulness techniques that helped them recognize when stress was hijacking their thinking, reset and move forward without all the mental baggage.
And the results?
- Clients responded differently because the pressure was gone.
- Conversations flowed — because they weren’t scrambling for control.
- Work got easier — because they weren’t dragging stress from one deal to the next.
How to shift from grind to flow (2 practices to try now)
The 60-second reset (for high-pressure moments)
You’re about to step into a tough negotiation. You feel the nerves. Your brain starts spinning.
Pause. Reset.
- Inhale for four seconds.
- Hold for four seconds.
- Exhale for six seconds.
- Repeat for a minute.
A Harvard study found that even short periods of conscious breathing can lower cortisol and improve cognitive function. Do this before meetings, after tough calls or whenever you need to get your mind right.
The ‘non-attachment’ practice (for when you’re spiraling over a deal)
A deal falls apart. A client ghosts you. Your brain kicks into panic mode.
Here’s how to stop the spiral:
- Pause. Before you react, just stop.
- Ask yourself: “What’s actually happening versus what story am I telling myself?”
- Shift focus from the outcome to the action. Instead of stewing over the lost deal, ask, “What’s the next best move?”
The new era of success is available
Here’s the deal: The agents seeing the biggest wins aren’t grinding harder. They’re just getting out of their own way. Mindfulness is the missing piece in real estate. It’s not just a nice idea — it’s a performance tool. The future isn’t about doing more. It’s about being more present.
So let me ask: What would happen if you stopped forcing and started allowing? Hustle is overrated. Flow is where the real success happens.
Aaron Hendon is a mindfulness and performance coach. Connect with Aaron on Instagram and LinkedIn.
