Happy Tuesday to all of you professional Real Estate Agents. Today I want to share a secret with you. A secret about success in not only Real Estate, but life as well.
I am currently reading a book called "Training Camp" and it is about what the very best do that everyone else does not. In other words, what do the best of the best do to become the best that is so different than what the average do (or don't do). (By the way, this book was a surprise gift from the U.S. President of EXIT Realty Corp International, Tami Bonnell). It is very simple and there are no secrets. It is about practice. In Malcolm Gladwell's book "Outliers" it talks about how it takes 10,000 hours to become the best. How Bill Gates practiced for 10,000 hours on the only computer available for countless hours which gave him the experience and opportunity to start Microsoft.
Training Camp is written about a young football player trying to get into the NFL and how he takes advice from a past coach/trainer/player from the NFL. You see, it is very simple. The game is not won on gameday because of luck or extra hard effort on that day, it is 95% won before they get on the field or court or course due to all the practice leading up to the contest. Golfers hit a million puts before sinking the winning put at the U.S. Open. Football players condition and lift weights in the off-season, read playbooks, watch hours of play tape, and run countless plays leading up to the Superbowl gameday.
Such is life. The best salespeople in the world have no secrets to tell, except the simple fact that it takes practice to be the best. They all do the same thing. They show up for work early, plan their daily schedule, make calls, follow up, repeat. Did you know this is the secret to the success of most Realtors? 94% of all Realtors wait for the phone to ring and the remaining 6% go out and pursue the public for business. We are salespeople! We sell things! That is what a salesperson does! The most successful Realtors understand the importance of not only practice, but that in order to be the best, they need to do what the others will not do. Let me refer you again to the story of Christopher Gardner and the movie "Pursuit of Happyness" where he states clearly that X number of calls means X number of prospects and so on. You get the picture.
It is very apparent in the Real Estate Business today that technology is taking over the marketing and advertising component of prospecting. To this I say, be careful; all in moderation. Yes it is important to engage the social media to not only compete, but to maintain a competitive advantage and become noticed by potential buyers and sellers. However, there is no substitute for excellent communication and negotiating skills once you get in front of your prospect. Therefore, practice in the arena of becoming a master orator is extremely important. Those that have a daily schedule, make calls, and follow up are noticeably and statistically more successful than those that rely solely on the web to make the phone ring.
I share this with you today because had I not attended Boot Camp Training with EXIT Realty Trainer Alex Szinegh, I would have not had the courage to prospect on the phone. He teaches our associates with EXIT Realty how to break down inhibitions and prospect to be successful. Real Estate is a game of numbers and those willing to put in the time to become the best, will become just that.
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