Many, many moons ago when I first started selling Real Estate, one of the very first things that my Broker at the time told me and the other new agents, and I quote: “If you’re doing this only for the money, you will fail”. After I left her office, I started scratching my head, thinking that that was such a ludicrous thing to say. ‘Of course’, I told myself, ‘I’m doing this for the money – it’s like any other job! I’m not selling real estate for my heath or as a hobby; I am most certainly doing this for the money. What in the world is she thinking???’ Sadly, she never explained what she meant. Perhaps she was merely passing on something she heard or read, or perhaps she just assumed that we knew what she meant. Either way, I left there thinking that that was the absolute most ridiculous thing I’ve ever heard. Since that time, however, I came to realize exactly what she meant. I was reminded of this recently when I spoke at a local Intermediate School on their Career Day. One of the children asked me how much money a Real Estate Agent made. I could see dollar signs in both of his eyes as he went on to say that “all” of the Real Estate Agents he knows drive Mercedes’ and Jaguars and live in “big houses”. I could see where he was going with this. It was then, that I realized that I, too, should tell him: “If you’re doing this only for the money, you will fail”. However, it was important to follow up with an explanation. I went on to explain the “Law of Connection” (gleaned from the book “The 21 Irrefutable Laws of Leadership” by John C. Maxwell). When it comes to working with people, the heart comes before the head. Calculating a commission check before connecting with your clients is a HUGE mistake. Other that assisting your clients with the sale or a purchase of a home, the single most important thing for them (and YOU) is to connect with them on an emotional level. People don’t care how much you know – they only need to know how much you care. You start to develop credibility with your clients once they know that you GENUINELY care for them. Every single one of your clients are individuals, with individual needs, desires, personalities, etc. that are unique to them and them only. If you are able to connect with them at that core level, along with openness and sincerity, it will go a LONG way in establishing a bond. If you start to focus on THEM and not YOU, it will make a world of a difference. The result? VERY HAPPY CLIENTS! They will not only stay loyal to you (repeat business), but will be more inclined to refer others to YOU! This is how to be a successful Real Estate Agent. YOUR needs, desires, wants, etc. is secondary. You must be sure in your mind that you are giving them the BEST possible service and that they KNOW that you are looking out for THEIR best interest. THIS is how Real Estate Agents make it. THIS is how Real Estate Agents become successful and perhaps be able to afford those nice cars and houses. But this will never happen if your only focus is what you can get out of this.