I often ask the question to agents:
Why Are you in the Business of Real Estate?
Most often when asked agents if they feel comfortable with me to answer honestly they say money?
Do you know what most of the top producers answer that same question with?
- I like to be in control of my own business. I like the flexibility and how I can maximize the rewards by helping people and creating relationships.
- I like the idea of being busy all the time
The difference between most agents and top producers is a mindset. I would say that most of the time agents get into the business because they see the money other agents make and it intrigues them. Real estate from the outside looks easy, but if you make it about the money you will also need to find another job very soon.
In 2005 easy to make it about the money. In 2011, you cannot. I like the analogy, Dave Liniger made in one of his presentations before agents. He said LIFO. For those familiar with economics it is Last in First Out. Well it pertains to agents in the sense that the last agents to get into the business are also going to be the first ones to be out. I think we all need to reassess why we are in the real estate business.
- Do not always do the easiest.
- Do not always be lazy
- Do not pawn clients off because you do not want to spend the gas to bring them out.
- Do not ever say It is not my job.
- Do everything you can to make it a smooth closing.
- Do not avoid confrontation to the detriment of your client
- Learn everything there is to learn. Learn one thing everyday.
- Always know that you can learn something from everyone you meet
- Make sure you are in the right business for you
Again, Why are you in the Real Estate Business?
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