Often in real estate, and life itself, success isn’t just about what’s seen, heard, or even consciously thought. There are many unseen forces at play that shape our everyday experiences and very existence.

Not ghosts, spirits, or beings from another realm, but persuasion from more practical sources.

Much of our behaviour, judgment, and emotional response is shaped by what I call the ABC’s of Invisible Influences: Assumptions, Biases, and Context.

These elements quietly shape how we interpret situations, interact with others, and ultimately make decisions. Mental fitness, therefore, isn’t just about powering through, but about pausing, perceiving, and becoming more conscious of the hidden forces guiding our thoughts and actions.

Let’s explore the ABCs in more depth.

A is for Assumptions

You’ve probably heard the saying: “When you assume, you make an Ass out of U and Me.”

Assumptions are mental shortcuts. They’re the stories we tell ourselves without proof. In sales, if we’re not mindful, we can wrongly assume that a homeowner requesting an appraisal “just wants an update” and is unmotivated. Or we might assume a buyer isn’t serious because of their casual attire.

These assumptions, formed without all the facts, can sabotage service standards, relationships, and reputations.

Mentally fit professionals challenge their assumptions. They don’t jump to conclusions, they lean into curiosity. Like a skilful detective (though with a little more empathy), they ask one more question, make one more call, and dig a little deeper to ensure they’re seeing the full picture.

Challenge for the week: What assumptions are you making about a client, a lead, or even yourself… that might not be true?

B is for Biases

We all have them.

Biases are part of our evolutionary design. They’re the legacy of our ancient brain’s survival mechanisms, developed to help us conserve energy and avoid danger. But in modern business and relationships, these mental filters can create blind spots.

For example:

• Confirmation bias leads us to seek evidence that supports our existing beliefs and ignore what contradicts them.
• Negativity bias causes us to remember one tough prospecting call over ten positive ones, triggering resistance towards valuable lead generation activities.
• Status quo bias keeps us clinging to old methods, even when market conditions clearly signal it’s time to adapt.

Mental fitness means becoming aware of your biases before they steer your ship off course. It’s training your brain to ask: Is this belief serving me or limiting me?

Tip: Write down a recent decision or opinion you formed quickly. What bias may have influenced it? What alternative perspective could bring balance?

C is for Context

Context is the silent force that can completely shift how a situation should be interpreted.

We’ve all no doubt misunderstood the tone of an email or text message because context was missing. The why behind someone’s overreaction in the office, or the mood and motivation of a seller impacting a negotiation, these are all invisible influences that shape outcomes.

Too often, we react to content, what’s on the surface, without considering the context behind it.

In leadership, sales, and service, this can make the difference between friction and flow. The mentally fit agent or manager pauses to ask: What’s really going on here? What don’t I see yet?

Power move: Before reacting, ask yourself: “What else could be true in this situation that I’m not considering?”

The Invisible Edge

Mastering the ABCs of invisible influence isn’t about overthinking! It’s about deeper thinking.

It’s about building the kind of mental fitness that sharpens your awareness, improves your judgment, and strengthens your relationships. It’s a hidden layer and the invisible edge of self-leadership and self-regulation that often defines the best of any industry, especially in real estate sales and property management. 

So, this week, train your mental fitness by becoming a student of the ABC’s of unseen. Question your assumptions. Examine your biases. Consider the context.

Because more often than not, it’s what you don’t see that matters most.

Click here to learn more about Shane Kempton.

More Shane Kempton readings

Heuristics and the Game of Snakes and Ladders of the Mind

Willpower is a muscle: How to train for a mentally fit brain 

10 Habits of Mentally Fit People: Do you have these? 

Mental Fitness for Self-Learning and Coaching in Real Estate 

Mental Fitness: More Than Just Positive Thinking 

Introducing ‘Mental Fitness by Shane Kempton’