"Inaction breeds doubt and fear. Action breeds confidence and courage." These words by Dale Carnegie succinctly encapsulate an essential mindset for leaders in any industry, including real estate. Waiting for success to knock on your door is not a strategy—it’s surrender. If you want momentum, results and sustainable growth, you must actively create them. It’s time to move from being reactive to being proactive. It’s time to be the hunter, not the hunted.

Why Action is Non-Negotiable

Running a business in any industry can feel like navigating uncharted waters. The temptation to wait and see, to play it safe is a path previously trodden in history - but passivity leads to stagnation. Epictetus, a renowned Stoic philosopher famously said, “First say to yourself what you would be; and then do what you have to do.” Action isn’t just a spur-of-the-moment decision; it is an intentional commitment to your goals.

Leaders who take deliberate actions—especially in uncertain times—create opportunities. Instead of waiting for the perfect set of circumstances, they work to create the conditions needed for success.

Create Momentum by Being the Hunter

Imagine two real estate agents starting their careers. One decides to rely on client referrals, waiting for opportunities to come through word of mouth. The other takes a bold approach—actively seeking out new property listings, attending networking events, cold-calling property owners, delivering value through online content, and relentlessly marketing themselves as a brand of choice.

Which one do you think builds momentum faster? The answer is obvious, isn’t it. The agent who "hunts" for opportunities not only builds faster results but also gains confidence in their abilities. This momentum creates a compounding effect, leading to greater visibility in the market, more referrals, and a steady flow of business.

Passive professionals risk fading into obscurity in a highly competitive industry. What worked yesterday may not work tomorrow. Being passive puts your business at the mercy of external factors, while being proactive gives you control over its trajectory.

Leadership Lessons for Hunters

Taking action doesn’t mean being reckless—it means being relentless. Here’s how to thrive as the hunter rather than the hunted:

1. Define Goals Clearly

“First say to yourself what you would be; and then do what you have to do.” Success demands clarity. Start by envisioning your end goal. Are you aiming to dominate a niche market? Do you want to achieve a specific revenue milestone? Once you know your "why," it’s easier to identify the "how."

2. Use Data to Drive Decisions

Hunters are strategic. They don’t chase everything within sight; they analyse patterns, identify opportunities, and focus their efforts. Use market data, customer demographics, and past performance metrics to determine where and how to channel your energy.

3. Network Relentlessly

Half the battle lies in who you know. Attend industry events, establish partnerships, and connect with mentors who can provide insight. Networking isn’t just about gathering business cards; it’s about building authentic relationships that can open doors to future opportunities.

4. Create Value Before You Ask for Business

Demonstrate your expertise. Whether by producing educational content online, giving public talks, or offering free workshops to potential clients, make your expertise visible. Hunters know that value is their best bait.

5. Develop a Resilient Mindset

Hunting requires perseverance. Not every call gets returned, not every tactic yields results, but grit will carry you through. Remember, taking action—even imperfect action—is better than standing still.

6. Align Your Team to a Proactive Culture

This philosophy doesn’t just apply to individuals. Cultivating a results-driven and action-oriented culture within your team can unlock hidden potential. Build workflows, set KPIs (Key Performance Indicators), and recognise team members who take initiative. Lead by example—demonstrate the benefits of being proactive, and your team will follow.

The Best Time to Take Action is Now

Too often, inaction is the result of waiting for the "perfect time" to start. But here's the truth—there is no perfect time. The market won’t wait. Competitors won’t wait. Clients won’t wait. The best time to act is now. 

Adopting the hunter mindset isn't just a strategy—it’s a philosophy. It’s about taking control of your destiny in business and refusing to leave your success to chance. 

If you choose to be the hunter rather than the hunted, you’ll find yourself ahead of the pack, with momentum behind you and confidence in your stride. 

Be bold. Be decisive.

Remember, as Dale Carnegie reminds us, "Action breeds confidence and courage." Become the hunter who not only pursues success but defines it on your own terms.

Are you ready to take the first step? The time to act is now.

More Readings 

Introducing ‘Mental Fitness by Shane Kempton’ | The Real Estate Conversation

Mental Fitness: More Than Just Positive Thinking | The Real Estate Conversation